Physical
AvailableShift from Managing to Coaching: The book may emphasize the fundamental shift from a managerial mindset to a coaching mindset, focusing on developing and empowering sales representatives.
Individualized Coaching Approach: Effective sales coaching often involves tailoring coaching strategies to individual sales team members. The book may provide guidance on recognizing and leveraging each team member's strengths.
Active Listening Skills: Sales coaching requires active listening to understand the challenges and goals of each salesperson. Richardson might stress the importance of this skill in the coaching process.
Goal Setting and Accountability: The book may cover the establishment of clear, measurable goals for sales representatives and holding them accountable for their performance, fostering a results-oriented coaching environment.
Feedback and Continuous Improvement: Providing constructive feedback is a key aspect of coaching. Richardson may discuss techniques for delivering feedback that encourages continuous improvement without demotivating the sales team.
Coaching for Skill Development: Sales coaching often involves identifying areas for skill improvement. The book may offer strategies for targeted skill development, ensuring sales reps are equipped to handle various situations.
Building a Positive Coaching Culture: Creating a positive coaching culture within the sales team might be a key takeaway. Richardson may discuss how to foster an environment that values learning, growth, and collaboration.
Navigating Challenges: Sales coaching isn't without its challenges. The book may provide insights into common challenges faced by sales coaches and offer solutions for overcoming them.
Data-Driven Coaching: Effective coaching often involves leveraging data and analytics. Richardson might discuss how to use performance data to inform coaching decisions and strategies.
Success Stories and Case Studies: The book may feature success stories and real-world case studies illustrating the transformation from sales management to coaching, providing practical examples of effective coaching in action.
Language | English |
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ISBN-10 | 0070523827 |
ISBN-13 | 9780070523821 |
No of pages | 130 |
Font Size | Medium |
Book Publisher | McGraw-Hill Education |
Published Date | 03 Sep 1996 |
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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.