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

Richardson,Linda

  • 3.75 out of 5 stars
    81 ratings by Goodreads
 
9780070523821: Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
Hardcover
ISBN 10: 0070523827 ISBN 13: 9780070523821
Publisher: McGraw-Hill, 1996

Synopsis

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.

"synopsis" may belong to another edition of this title.

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

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.

"About this title" may belong to another edition of this title.

Publisher
McGraw-Hill
Publication date
1996
Language
English
ISBN 10 
0070523827
ISBN 13 
9780070523821
Binding
Hardcover
Edition number
1
Number of pages
130
Rating
  • 3.75 out of 5 stars
    81 ratings by Goodreads