Coaching Salespeople into Sales... | Buy

Coaching Salespeople into Sales Champions is the ultimate guide to maximizing team productivity through executive sales coaching. Between professional deadlines and other business responsibilities, most sales managers can?t find the time to develop their sales staff. This book shows you how to develop your own executive sales coaching skills so you can boost sales efficiency, train your staff to better performance, and hire and retain top sales talent.

About the Author
Acknowledgments
Introduction.
The Death of Management
Becoming an Executive Sales Coach
But Ia??m Already Coaching . . ..
Making the Shift from Sales Manager to Executive Sales Coach
The Missing Discipline of Sales Coaching
Defining the Role of a Sales Coach
A Coach versus a Mentor
Nine Barriers to Coaching a Sales Team
Consultant, Trainer, or Coach?
Managers Dona??t Have Time to Manage
Understanding the Commitment to Coach Your Sales Team
Get a Coach for the Coach
Five Core Characteristics of the Worlda??s Greatest Sales Coaches
The Coacha??s Mindset: Six Universal Principles of Masterful Coaching
Managementa??s Eternal Conundrum
Hitting Rock Bottom
You Cana??t Coach What You Fear
The Strong, Fearful Leader
Universal Principle of Masterful Coaching No. 1: Make Fear Your Ally
Universal Principle of Masterful Coaching No. 2: Be Present
Universal Principle of Masterful Coaching No. 3: Detach from the Outcome
Universal Principle of Masterful Coaching No. 4: Become Process Driven
Universal Principle of Masterful Coaching No. 5: Be Creative
Universal Principle of Masterful Coaching No. 6: Become Fully Accountablea??for Everything
The Top 19 Excuses Managers Use to Justify Why Salespeople Fail
Six Fatal Coaching Mistakes and How to Avoid Them
Coach the Relationship with Their Story
Fatal Coaching Mistake No. 1: Believing the S.C.A.M.M.a??A Managera??s Most Elusive Adversary
Fatal Coaching Mistake No. 2:Wanting More for others than TheyWant for Themselves
Fatal Coaching Mistake No. 3: Are You Coaching Your Salespeople or Judging Them?
Fatal Coaching Mistake No. 4: Coaching Isna??t about the Coach
Fatal Coaching Mistake No. 5: Share Ideas, Not Expectations
Fatal Coaching Mistake No. 6: Mismanaging Expectations: Are You Preparing Your Sales Team for Change?
Tactical Coaching
Who Do You Coach?
A.G.R.O.W.T.H. Success Indicator to Determine Personal Coachability
Dona??t Coach the Squeaker
Coaching the Whole Person
Developing Sales Champions from the Inside Out
What Do You Coach? Coach the Gap
Do I Coach Them or Train Them?
What Exactly Can You Coach?
The Top 10 Characteristics of Highly Effective Salespeople
The Seven Types of Sales Managers
The Seven Ps
The Problem-Solving Manager
The Question is the Answer
Solution-Oriented Questions
Ignition On! Now Theya??re Inspired
The Pitchfork Manager
Push versus Pulla??A Simple Model of Motivation
Let Your Salespeople Tell You What Motivates Them
Ask Your Salespeople How They Want to be Coached
Motivate through Pleasure Rather than Consequence
Communicate from Abundance Rather than From Scarcity
Make Acknowledgment Unconditional, Measurable, and Specific
Make Your People Right, Even When Theya??re Not
Create New Opportunities Rather than Make People Wrong
Assumptive Coaching and Dangerous Listening
The Pontificating Manager
Eight Barriers That Prevent Masterful Listening
Listening Through Filtersa??A Managera??s Lethal Weakness
Just the Facts, Please
Encourage Silence
Focus More on the Message Than on the Messenger
Listening to Someone or Listening for Something
Make People Feel They Are Being Heard
The Presumptuous Manager
Dona??t Believe Everything You Tell Yourself
Get Out of Your Way and Out of Your Head
Be Curious
Vulnerability-Based Leadership
The Perfect Manager
Express Your Authenticity: Become Vulnerable
Embrace Your Humanity
Evidence of an Emerging Culture
Vulnerability and Trust
The Passive Manager
Embrace Healthy Conflict
Call Them Out Using the Coaching Edge
Take a Stand for Your Salespeople
Declare What You Really Want for Your Sales Team
The a??a??Ia??m Sensing Thata??a?? Statement
The Proactive Manager
AView from the Sidelines
Facilitating an Effective Coaching Conversation
Preparing for the Coaching Session
The Anatomy of a Coaching Session
The Coaching Prep Form
Strategic Coaching Questions
The L.E.A.D.S. Coaching Model
The Management Conversation
The Coaching Conversation
Going Deepera??Breakthrough Coaching
How Much Coaching is Enough?
The Art of Enrollment
Ita??s All about Connection
Making an Impact
Leaving Your Legacy as a Manager
The Art of Enrollment
Enrollment is a Universal Phenomenon
Creating the Possibility for Change
The Six Steps of an Enrollment Conversation
Case Study: Enrolling Someone to Improve their Quality of Work
Case Study: Enrolling Someone to Become More Accountable
The Written Word: Crafting a Compelling Message
The Seduction of Potential
Potential is the Holy Grail
The Seduction Begins: The Ether of Potential
The Hard Cost of Complacency
You Cana??t Build a Business on Potential
When to Give up and Let Go
Master the Art of Abandonment
The Top Trigger Points of Seduction
Develop an Internal Coaching Program
Identifying a Turnaround Opportunity
Holding Your People Accountable
Week One: Introducing the Turnaround Strategya??An Enrollment Conversation
Week Two: A Minor Setback or Imminent Failure
Week Three: On The Winnera??s Path
Week Four: A Successful Turnaround
Designing an Executive Sales Coaching Program
How to Turn Around or Terminate an Underperformer in Less than 30 Days
Fire Them and Then Hire Them
Tips from the Coachesa?? Playbook
Conclusion
Final Thoughts on Being an Executive Sales Coach
Appendix
The Playbook of Questions for Sales Coaches
The 80-20 Rule on Coaching Questions
Index
Table of Contents provided by Publisher. All Rights Reserved.

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