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Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach [NOOK Book]

Overview

Go from manager to coach--and motivate your staff to unprecedented success!



Since the original publication of this classic guide, organizations have recognized that sales coaching is a sales manager's most important role. Now, author Linda Richardson has completely updated and revised Sales Coaching to ...

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

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Overview

Go from manager to coach--and motivate your staff to unprecedented success!



Since the original publication of this classic guide, organizations have recognized that sales coaching is a sales manager's most important role. Now, author Linda Richardson has completely updated and revised Sales Coaching to include the latest tools and techniques, as well as a refined sales coaching process for increasing performance.



Sales Coaching will help you make the essential transition from boss to coach so you can help salespeople achieve their goals. In this new role, you will empower your people to reach their highest potential by removing obstacles while fostering self and peer coaching, allowing direct reports to take responsibility for their own development. Richardson's broader objective is to help build and sustain a sales culture of continuous improvement and sales excellence. Inside you'll find a clear, practical, five-step approach to sales coaching that will result in dramatic changes in behavior.



Sales Coaching includes brand new guidance on



  • Maximizing technology

  • Coaching more effectively

  • Remote coaching

  • Coaching in-the-action

  • Quarterly coaching plans



Richardson provides the skills and strategies you need to deliver feedback that changes behavior and strengthen relationships with your sales team. This new edition gives you everything you need to achieve your objectives and build a winning sales culture. You will watch members of your team reach performance heights they would not attain without your guidance. The results will benefit everyone--you, your staff, and ultimately your customers.



The choice is yours: Be a manager who makes your salespeople do their jobs, or be a coach who helps your salespeople succeed.

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Product Details

  • ISBN-13: 9780071603812
  • Publisher: McGraw-Hill Education
  • Publication date: 11/24/2008
  • Sold by: Barnes & Noble
  • Format: eBook
  • Edition number: 2
  • Pages: 208
  • Sales rank: 315,436
  • File size: 3 MB

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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