- Hardcover: 130 pages
- Publisher: McGraw-Hill Professional (1 Sep 1996)
- Language English
- ISBN-10: 0070523827
- ISBN-13: 978-0070523821
- Product Dimensions: 23 x 15.6 x 2 cm
- Average Customer Review: 1.0 out of 5 stars See all reviews (1 customer review)
- Amazon Bestsellers Rank: 508,105 in Books (See Top 100 in Books)
- See Complete Table of Contents
Sales Coaching
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More About the Author
Product Description
Product Description
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; and 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.
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.
Inside This Book
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First Sentence
Coaching is for everybody, every day. Read the first page
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
Coaching is for everybody, every day. Read the first page
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Concordance
Browse Sample PagesConcordance
Front Cover | Copyright | Table of Contents | Excerpt | Index | Back Cover
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Customer Reviews
Most Helpful Customer Reviews
Format:Hardcover
If your looking for a good book on sales coaching get Coaching Sales People Into Sales Champions by Keith Rosen.
Most Helpful Customer Reviews on Amazon.com (beta)
Amazon.com:
7 reviews
82 of 88 people found the following review helpful
Sales Coaching is practical, applicable, and long overdue.
22 Sep 1999
Format:Hardcover
I often say to Sales Managers, "Show me a great Sales Manager with lousy salespeople and I will show you a lousy Sales Manager." Then I tell them to read 'Sales Coaching.'
Linda Richardson has constructed the ultimate step-by-step guide in getting managers to reevaluate their priorities and focus their attention on improving the sales staff through effective developmental coaching. The book is easy to read and full of practical tips and coaching models that will make any sales team more productive.
Most importantly, unlike many sales management books, this work translates into practical application without the brain damage. Sales Managers should be able to apply these principles immediately. Read this with a highlighter in your hand - and be prepared to transform your sales management approach.
6 of 7 people found the following review helpful
Excellent choice for learning to coach a team!
8 Sep 2005
Format:Hardcover
This was an excellent book. The topics included were very applicable to creating a coaching culture. It is very straight forward and easy to read and comprehend! This book will be extremely helpful in creating a coaching culture in a sales call center environment.
Coaching at it's finest
4 Jan 2007
Format:Hardcover
Very practical and helpful for anyone who want to be effective coaches. Ms. Richardson really understands what most managers and sales persons tend to do in a coaching situation and was able to 'coach' readers in how to avoid common pitfalls.
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