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

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  • Edition: 2nd
  • Format: Hardcover
  • Copyright: 2008-11-24
  • Publisher: McGraw-Hill Education
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Go from manager to coach--and motivate your staff to unprecedented success! ..Since the original publication of this classic guide, organizations have recognized that sales coaching is a sales manager's most important role. Now, author Linda Richardson has completely updated and revised Sales Coaching to include the latest tools and techniques, as well as a refined sales coaching process for increasing performance...Sales Coaching will help you make the essential transition from boss to coach so you can help salespeople achieve their goals. In this new role, you will empower your people to reach their highest potential by removing obstacles while fostering self and peer coaching, allowing direct reports to take responsibility for their own development. Richardson's broader objective is to help build and sustain a sales culture of continuous improvement and sales excellence. Inside you'll find a clear, practical, five-step approach to sales coaching that will result in dramatic changes in behavior. ..Sales Coaching includes brand new guidance on .. Maximizing technology. Coaching more effectively . Remote coaching. Coaching in-the-action. Quarterly coaching plans ..Richardson provides the skills and strategies you need to deliver feedback that changes behavior and strengthen relationships with your sales team. This new edition gives you everything you need to achieve your objectives and build a winning sales culture. You will watch members of your team reach performance heights they would not attain without your guidance. The results will benefit everyone--you, your staff, and ultimately your customers. ..The choice is yours: Be a manager who makes your salespeople do their jobs, or be a coach who helps your salespeople succeed. .

Author Biography

Linda Richardson is founder and executive chairwoman of Richardson, a leader in the global sales training industry. The recipient of many high-level sales awards, she is the author of numerous influential books, including Selling by Phone, Sales Coaching, and the New York Times bestselling Perfect Selling. She also teaches sales and management at The Wharton School and the University of Pennsylvania.


Table of Contents

Why This Second Edition?p. xiii
Introductionp. xv
Developmental Sales Coaching-Boss to Coachp. 1
Zonesp. 3
Boss versus Coachp. 8
Developmental Sales Coaching-Priority Onep. 13
What Is Developmental Sales Coaching?p. 14
Developmental Sales Coaching-The Modelp. 21
Connect and Clarifyp. 23
Compare Perceptionsp. 26
Consider Obstaclesp. 35
Construct to Remove Obstaclep. 36
Commit to Actionp. 40
Coaching Dialogue Examples 1 and 2p. 43
"They Talk First" Modelp. 54
Developmental Sales Coaching Modelp. 56
Developmental Sales Coaching-Sales Coach's Debriefingp. 57
Developmental Sales Coaching-The Skillsp. 59
Ask Drill-Down Questionsp. 60
Ask Directive Questionsp. 60
Ask Neutral Questionsp. 61
Ask Open-Ended Questionsp. 61
Questioning Techniquesp. 62
The Power of Questionsp. 63
Resolving Objectionsp. 63
Developmental Sales Coaching-Feedbackp. 67
Evaluative and Developmental Feedbackp. 70
Developmental Feedback Guidelinesp. 72
Praisep. 85
Developmental Sales Coaching-Focus and Disciplinep. 89
Sales Coaching Plansp. 90
Allocating Timep. 90
Preparation and Follow-Upp. 93
Quarterly Developmental Sales Coaching Planp. 97
Sales Manager's Quarterly Coaching Action Plansp. 98
Developmental Sales Coaching Session Planner and Follow-Upp. 99
Sales Manager's Postcoaching Debriefp. 101
Developmental Sales Coaching-Remote, Team, and In-the-Action Coachingp. 103
Telephonep. 106
Voice Mail, E-mail,...p. 108
Remote Coaching Essentialsp. 111
Remote Coaching Modelp. 112
Team Call Coachingp. 113
In-the-Action Coachingp. 115
Developmental Sales Coaching-Sales Meetings and Coaching Your Teamp. 117
Attitudes toward Sales Meetingsp. 118
Leading Sales Meetingsp. 118
Interpersonal Factorsp. 130
Logistics of Meetingsp. 130
Sales Meeting Decision Minutesp. 133
Sales Meeting Agenda Plannerp. 134
Sales Meeting Checklistp. 135
Developmental Sales Coaching-Peer and Self-Coachingp. 137
Peer Coachingp. 137
Sales Manager As Peerp. 143
Self-Coachingp. 144
Performance Reviews and Consequence Coachingp. 147
Evaluative Picturep. 148
Development Planp. 149
Your Roiep. 149
Preparing for the Performance Reviewp. 150
The Performance Review Modelp. 152
Guidelines for Leading the Performance Reviewp. 156
The Performance Review Modelp. 157
Self-Critique after the Performance Reviewp. 158
Annual Relationship Reviewp. 159
Consequence Coachingp. 159
Consequence Coaching Modelp. 161
Developmental Sales Coaching-Technology As a Sales Coaching Toolp. 163
Benefits to the Sales Forcep. 166
Benefits to Youp. 167
Conclusionp. 173
Coaching Toolsp. 175
Indexp. 177
Table of Contents provided by Ingram. All Rights Reserved.

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