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

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

by Linda Richardson



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Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach by Linda Richardson

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.

Product Details

ISBN-13: 9780070523821
Publisher: McGraw-Hill Companies, The
Publication date: 09/01/1996
Pages: 130
Product dimensions: 6.26(w) x 9.20(h) x 0.73(d)

About 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.

Table of Contents

Why This Second Edition? xiii

Introduction xv

1 Developmental Sales Coaching-Boss to Coach 1

Zones 3

Boss versus Coach 8

2 Developmental Sales Coaching-Priority One 13

What Is Developmental Sales Coaching? 14

3 Developmental Sales Coaching-The Model 21

Step 1 Connect and Clarify 23

Step 2 Compare Perceptions 26

Step 3 Consider Obstacles 35

Step 4 Construct to Remove Obstacle 36

Step 5 Commit to Action 40

Coaching Dialogue Examples 1 and 2 43

"They Talk First" Model 54

Developmental Sales Coaching Model 56

Developmental Sales Coaching-Sales Coach's Debriefing 57

4 Developmental Sales Coaching-The Skills 59

Ask Drill-Down Questions 60

Ask Directive Questions 60

Ask Neutral Questions 61

Ask Open-Ended Questions 61

Questioning Techniques 62

The Power of Questions 63

Resolving Objections 63

5 Developmental Sales Coaching-Feedback 67

Evaluative and Developmental Feedback 70

Developmental Feedback Guidelines 72

Praise 85

6 Developmental Sales Coaching-Focus and Discipline 89

Sales Coaching Plans 90

Allocating Time 90

Preparation and Follow-Up 93

Quarterly Developmental Sales Coaching Plan 97

Sales Manager's Quarterly Coaching Action Plans 98

Developmental Sales Coaching Session Planner and Follow-Up 99

Sales Manager's Postcoaching Debrief 101

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

Telephone 106

Voice Mail, E-mail,... 108

Remote Coaching Essentials 111

Remote Coaching Model 112

Team Call Coaching 113

In-the-Action Coaching 115

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

Attitudes toward Sales Meetings 118

Leading Sales Meetings118

Interpersonal Factors 130

Logistics of Meetings 130

Sales Meeting Decision Minutes 133

Sales Meeting Agenda Planner 134

Sales Meeting Checklist 135

9 Developmental Sales Coaching-Peer and Self-Coaching 137

Peer Coaching 137

Sales Manager As Peer 143

Self-Coaching 144

10 Performance Reviews and Consequence Coaching 147

Evaluative Picture 148

Development Plan 149

Your Roie 149

Preparing for the Performance Review 150

The Performance Review Model 152

Guidelines for Leading the Performance Review 156

The Performance Review Model 157

Self-Critique after the Performance Review 158

Annual Relationship Review 159

Consequence Coaching 159

Consequence Coaching Model 161

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

Benefits to the Sales Force 166

Benefits to You 167

Conclusion 173

Appendix Coaching Tools 175

Index 177

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Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach 3 out of 5 based on 0 ratings. 1 reviews.
Guest More than 1 year ago
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....