Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance

Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance

by Jason Jordan, Michelle Vazzana


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Product Details

ISBN-13: 9781260121155
Publisher: McGraw-Hill Professional Publishing
Publication date: 11/05/2018
Pages: 288
Sales rank: 514,372
Product dimensions: 6.00(w) x 9.10(h) x 1.20(d)

About the Author

Michelle Vazzana and Jason Jordan are founding partners of the sales training firm Vantage Point Performance, which specializes in building research-based management practices that revolutionize sales performance. Vazzana is a prolific researcher and thought leader in the sales management and coaching domain and is the first to truly focus and simplify sales coaching into executable practices that create the environment for long-term performance change. Jordan is a thought leader in business-to-business selling and conducts research into management best practices in hiring, developing, measuring, and managing world-class sales organizations.


Table of Contents

Foreword by Jill Konrath
Part I: Coaching: What It Is, What It Isn't, and What It Could Be
Chapter 1: The Case for Better Sales Coaching
Chapter 2: Welcome to the Jungle: The Scary Reality of Sales Management
Chapter 3: Sales Coaching: How It's Wrong and Why It Fails
Part II: The Groundwork for Greatness
Chapter 4: Deciding What to Coach
Chapter 5: Structuring Coaching Conversations
Chapter 6: Formalizing Sales Coaching into Your Day-to-Day Job
Part III: Coaching to Activities: The Itty Bitty Nitty Gritty
Chapter 7: Territory and Account Coaching
Chapter 8: Opportunity Coaching
Chapter 9: Call Coaching
Chapter 10: Reality is Messy: Adapting Coaching to a Few Special Situations

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