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

by Richardson, Linda

• ISBN13: 9780071603805
• ISBN10: 0071603808
• Edition: 2nd
• Format: Hardcover
• Copyright: 2008-11-24
• Publisher: McGraw Hill

Summary

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.

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Table of Contents

Why This Second Edition?	p. xiii
Introduction	p. xv
Developmental Sales Coaching-Boss to Coach	p. 1
Zones	p. 3
Boss versus Coach	p. 8
Developmental Sales Coaching-Priority One	p. 13
What Is Developmental Sales Coaching?	p. 14
Developmental Sales Coaching-The Model	p. 21
Connect and Clarify	p. 23
Compare Perceptions	p. 26
Consider Obstacles	p. 35
Construct to Remove Obstacle	p. 36
Commit to Action	p. 40
Coaching Dialogue Examples 1 and 2	p. 43
"They Talk First" Model	p. 54
Developmental Sales Coaching Model	p. 56
Developmental Sales Coaching-Sales Coach's Debriefing	p. 57
Developmental Sales Coaching-The Skills	p. 59
Ask Drill-Down Questions	p. 60
Ask Directive Questions	p. 60
Ask Neutral Questions	p. 61
Ask Open-Ended Questions	p. 61
Questioning Techniques	p. 62
The Power of Questions	p. 63
Resolving Objections	p. 63
Developmental Sales Coaching-Feedback	p. 67
Evaluative and Developmental Feedback	p. 70
Developmental Feedback Guidelines	p. 72
Praise	p. 85
Developmental Sales Coaching-Focus and Discipline	p. 89
Sales Coaching Plans	p. 90
Allocating Time	p. 90
Preparation and Follow-Up	p. 93
Quarterly Developmental Sales Coaching Plan	p. 97
Sales Manager's Quarterly Coaching Action Plans	p. 98
Developmental Sales Coaching Session Planner and Follow-Up	p. 99
Sales Manager's Postcoaching Debrief	p. 101
Developmental Sales Coaching-Remote, Team, and In-the-Action Coaching	p. 103
Telephone	p. 106
Voice Mail, E-mail,...	p. 108
Remote Coaching Essentials	p. 111
Remote Coaching Model	p. 112
Team Call Coaching	p. 113
In-the-Action Coaching	p. 115
Developmental Sales Coaching-Sales Meetings and Coaching Your Team	p. 117
Attitudes toward Sales Meetings	p. 118
Leading Sales Meetings	p. 118
Interpersonal Factors	p. 130
Logistics of Meetings	p. 130
Sales Meeting Decision Minutes	p. 133
Sales Meeting Agenda Planner	p. 134
Sales Meeting Checklist	p. 135
Developmental Sales Coaching-Peer and Self-Coaching	p. 137
Peer Coaching	p. 137
Sales Manager As Peer	p. 143
Self-Coaching	p. 144
Performance Reviews and Consequence Coaching	p. 147
Evaluative Picture	p. 148
Development Plan	p. 149
Your Roie	p. 149
Preparing for the Performance Review	p. 150
The Performance Review Model	p. 152
Guidelines for Leading the Performance Review	p. 156
The Performance Review Model	p. 157
Self-Critique after the Performance Review	p. 158
Annual Relationship Review	p. 159
Consequence Coaching	p. 159
Consequence Coaching Model	p. 161
Developmental Sales Coaching-Technology As a Sales Coaching Tool	p. 163
Benefits to the Sales Force	p. 166
Benefits to You	p. 167
Conclusion	p. 173
Coaching Tools	p. 175
Index	p. 177
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