Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach

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Sales Coaching has helped tens of thousands of sales managers dramatically improve sales performance by making the most of their top resource-their salespeople. Now, world-renowned sales coach and training consultant Linda Richardson has completely updated her classic book to help you become a better sales coach. With this book as your guide, you can effectively coach your salespeople to: Reach or exceed goals, Strengthen relationships, Move out of the comfort zone, Think strategically, Identify and remove ...
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Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach

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Overview

Sales Coaching has helped tens of thousands of sales managers dramatically improve sales performance by making the most of their top resource-their salespeople. Now, world-renowned sales coach and training consultant Linda Richardson has completely updated her classic book to help you become a better sales coach. With this book as your guide, you can effectively coach your salespeople to: Reach or exceed goals, Strengthen relationships, Move out of the comfort zone, Think strategically, Identify and remove obstacles, Develop new skills and strategies, Self and peer coach, Enjoy greater job satisfaction.
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Product Details

  • ISBN-13: 9780070523821
  • Publisher: McGraw-Hill Companies, The
  • Publication date: 9/1/1996
  • Pages: 130
  • Product dimensions: 6.26 (w) x 9.20 (h) x 0.73 (d)

Meet the Author

Linda Richardson is founder and executive chairwoman of Richardson, a leader in the global sales training industry. The recipient of many high-level sales awards, she is the author of numerous influential books, including Selling by Phone, Sales Coaching, and the New York Times bestselling Perfect Selling. She also teaches sales and management at The Wharton School and the University of Pennsylvania.

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Table of Contents

1 Developmental Sales Coaching - Boss to Coach 1

2 Developmental Sales Coaching - Priority One 13

3 Developmental Sales Coaching - The Model 21

4 Developmental Sales Coaching - The Skills 59

5 Developmental Sales Coaching - Feedback 67

6 Developmental Sales Coaching - Focus and Discipline 89

7 Developmental Sales Coaching - Remote, Team, and In-the-Action Coaching 103

8 Developmental Sales Coaching - Sales Meetings and Coaching Your Team 117

9 Developmental Sales Coaching - Peer and Self-Coaching 137

10 Performance Reviews and Consequence Coaching 147

11 Developmental Sales Coaching - Technology As a Sales Coaching Tool 163

Conclusion 173

Appendix Coaching Tools 175

Index 177

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  • Anonymous

    Posted October 14, 2002

    This isn't Rocket Science

    Although I found this book to be helpful, it didn't solve the problems of the universe. It was a very informative book, but lacked the real world stories and advise that will turn you from AVG to SUPERSTAR. My advise, spend the time analyzing the monthly numbers rather than reading this book....

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