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

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

Editorial Reviews
Book Description
As companies shift from hierarchical management into teamwork, managing is not nearly as important as coaching. Here is the first book on the coaching process written exclusively for sales managers--a brief, easy-to-digest primer on making the transition from a traditional boss to a sales coach. Created by an author/instructor who teaches sales management as the prestigious Wharton Executive Development Center, this guide shows sales managers how to: understand the nuances and payoffs of coaching: conduct coaching sessions and improve key skills such as listening and giving feedback; deal with problems such as discipline and reluctant behavior within the sales team; and coach and peers on oneself.

From the Back Cover

Make the Leap From Manager to Sales Coach Today!

Sales coaching is a powerful tool. It can forge partnerships, cement relationships, and multiply sales. It can blast away at hyper-competition. Yet few managers have coaching in their grasp. This book will show you as a sales manager how to:

• Help each of your salespeople increase effectiveness and productivity
• Develop questions, listening, and closing skills in your people
• Motivate your salespeople to stretch beyond their comfort zone
• Teach your salespeople to self-coach
• Increase your skill and comfort with giving feedback
• Turn sales problems into sales revenue
• Strengthen relationships with your sales team
• Take sales training out of the training room and put it into everyday sales practice
• Create a culture that supports team sales
• Increase the success and fun you have with your salespeople

Here is the first book on the coaching process written exclusively for sales managers--a brief, concise primer with the fundamentals, nuances, examples, and tools you need for moving fast from boss to coach.

Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach,Linda Richardson,McGraw-Hill,0070523827,Advertising & Promotion,Business & Economics,Business / Economics / Finance,Business/Economics,Sales & Selling - General,Sales & Selling - Management,Sales Management,Teams in the workplace,Training,Business & Economics / Training

Hot Books:

1. See, Feel, Think, Do : The Power of Instinct in Business
2. Selling to Anyone over the Phone
3. Start and Run a Coffee Bar (Start & Run a)
4. Strategic Corporate Tax Planning
5. Strategic Enterprise Management : Tools for the 21st century (Cima Professional Handbook)
6. Strategic Management: Text And Cases
7. Strategic Tools for Social Entrepreneurs: Enhancing the Performance of Your Enterprising Nonprofit
8. Streetsmart Financial Basics
9. Streetsmart Guide to Managing Your Portfolio
10. Street Smarts: Linking Professional Conduct With Shareholder Value in the Securities Industry

Hot Books

Recommended Books

1. Striking Images
2. The George Harrison Encyclopedia
3. Broken Summers
4. Compassionate Capitalism: How Corporations Can Make Doing Good an Integral Part of Doing Well
5. An Introduction to Law and Social Theory
6. Bioethics
7. Compositional Evolution : The Impact of Sex, Symbiosis, and Modularity on the Gradualist Framework o
8. Bringing the Devil to His Knees : The Craft of Fiction and the Writing Life
9. Blue Adept
10. Beat This! Cookbook
11. Arans & Celtics: The Best of <I>Knitter's Magazine</I>
12. Acsm Fitness Book
13. A Time for Searching : Entering the Mainstream, 1920-1945
14. Change and Continuity in Poland's Environmental Policy
15. California Coast Trails: A Horseback Ride from Mexico to Oregon in 1911