Coaching for Sales Success

COACHING FOR SALES SUCCESS provides sales managers with a model for building the value added sales culture. As they read this book, they learn to think, plan, and execute strategically.

This book begins with a culture-building exercise to help sales managers develop a core focus. Each chapter builds on the previous chapter, as it helps sales managers construct a value added sales management infrastructure around this core focus.

By the time sales managers complete reading this book, they will have completed a strategic planning exercise to guide their sales organizations to success. The last section in this book offers sixteen follow-up training exercises to help sales managers prepare their salespeople for the rigors of Value-Added Selling.

These are the main topics in this book:

* Create the value added sales culture
* Hire the right people
* Set goals that motivate
* Train your salespeople for success
* Pay for performance
* Motivate your salespeople
* Coach your salespeople to success
* Coach your team to succeed

Tom Reilly is celebrating twenty-three years as a professional speaker and author. He is the president of Tom Reilly Training - a company that specializes in training salespeople and their managers. He has written ten business and self-help books and more than two hundred articles that have appeared in business publications, trade journals, and newspapers throughout the United States and Canada. In addition to his books and articles, Tom has written and produced forty audio cassette programs, a Value-Added Selling compact disc set and recently produced a video learning series at the PBS affiliate in St. Louis. He has started two successful businesses. 

Tom has a B.A. and M.A. in psychology but quickly adds he is a salesman first and foremost. Tom has a website, writes for thirty trade publications, and publishes a monthly e-zine.