Salespeople Improve When Sales Management Improves

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  • Format: Hardcover
  • Copyright: 2020-07-21
  • Publisher: John Wiley & Sons Inc

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Supplemental Materials

What is included with this book?


Do you remember being "in the trenches" as a salesperson? What did you think of your sales manager? If you're like many front-line sellers, you probably didn't think she or he was a wonderful example of leadership who could inspire you to do your best in life and in work. The unfortunate truth is that many sales managers—well-meaning though they usually are—lack the skills and know-how to help their sales teams grow and achieve greater success.

Over a combined 50 years of experience as salespeople, managers, coaches, and executives, authors Steve Johnson and Matthew Hawk have witnessed the do's and don'ts of top performing sales teams. Next Level Sales Coaching is the culmination of their experience. In this book, they distill what they have learned working with organizations like Google, Bank of America, Enterprise Rent-A-Car, and many more. The result is a compendium of best sales coaching practices with the power to make any sales manager into an inspirational and transformational leader.

At its heart, this book is about how to integrate a person-centered development mindset into sales environments. Readers will work through practical examples, including a self-assessment, to identify the best way to implement strong coaching programs within their organizations. Each chapter concludes with takeaway questions and tips that sales leaders can use right away. From goal setting to daily sales huddles, and sales development training to analytics, Next Level Sales Coaching covers the best practices that readers will want to implement to take sales management to the next level.

Author Biography

STEVE JOHNSON is the President and Founder of The Next Level Sales Consulting. He has been working with clients to increase their sales effectiveness for over 35 years. Steve has developed hundreds of selling programs for clients such as Morgan Stanley, Merrill Lynch, and U. S. Bank. He is the coauthor of Selling is Everyone's Business and If You're Not Out Selling, You're Being Outsold.

MATTHEW HAWK, PHD, is Vice President of Instructional Design and Training Delivery at Synchrony. Matthew earned his doctorate from Yale University and is a member, contributing author, and speaker on the topic of sales enablement for the Association for Talent Development.

Table of Contents


Why We Wrote This Book

Who This Book Is For

Who We Are

Chapter 1: The Case for Sales Coaching

Dynamic Sales Coaching is Better than Random Sales Coaching

The Benefits of Reading (and Using!) This Book

What’s in This Book

What’s NOT in this Book

Are You Ready?

Takeaway Questions

The Road Ahead

Chapter 2: Why Coaching Fails or Fails to Happen

Personal Background

Company Culture

Quantity: Why Managers Don’t Coach Enough

Quality: Why Sales Managers Coach Ineffectively.

Takeaway Questions

Chapter 3: Sales Coaching Model & Self-Assessment

Sales Coaching Model

Sales Manager Attitudes

Sales Manager Self-Assessment: Attitudes and Activities

Impact of Coaching

Takeaway Questions

Chapter 4: Review & Plan Meetings

Planning Varies by Type of Sales Organization

Benefits of Review & Plan Conversations

Review and Plan Conversation

Review & Plan Meeting Tips

Takeaway Questions

Chapter 5: Goal Setting Meetings

Why Salespeople Miss Expectations

Guidelines for Conducting Goal Setting Meetings

Goal Setting Meeting Overview

Goal Setting Meeting Process

Addressing Attitude Issues on Your Team: The Classic Types

Goal Setting Meeting Best Practices

Takeaway Questions

Chapter 6: Skill Development Training

Talent Is Overrated

Skill Development Training Challenges

Benefits of Skill Development Training

Opportunities for Skill Development Training.

Skill Development Training Steps

Types of Feedback in Skill Development Training

Skill Development Training Tips

Takeaway Questions

Chapter 7: Check-Ins

How Check-Ins Impact Your Sales Team in a Positive Way

How to Check In

Takeaway Discussion Questions

Chapter 8: Performance Feedback

The practice coach, the game coach, then the practice coach

Define roles and responsibilities

Performance Feedback Process

Performance Feedback Form

Insights on Performance Feedback

Takeaway Questions

Chapter 9: Sales Meetings

Top Ten Reasons Why Salespeople Hate Sales Meetings

Sales Meeting Agenda

The End Game


Welcome / Overview Agenda

Opening Inspiration

Success Stories

Skills Development Training

Goal Reporting and Goal Setting

Summary and Action Steps

Next Meeting Logistics

Closing inspiration

Other Activities

Takeaway Discussion Questions

Chapter 10: Sales Huddles

Benefits of Sales Huddles

How to Recognize Effective Sales Huddles

Sales Huddle Example Scripting

Takeaway Discussion Questions

Chapter 11: Sales and Service Coaching in the Contact Center

A Tale of Two Coaches

Make Time

Use Non-Scored Feedback

Coach Proactively

Focus on One Behavior at a Time

Use Questions to Coach

Recognize People


Takeaway Discussion Questions

Chapter 12: Sales Enablement Best Practices

Micro Learning


Web Conferencing and Video Chat

Competency Assessment Tools

Field Coaching Tools

Machine Learning/Artificial Intelligence


Takeaway Discussion Questions


Field Sales Coaching Cadence

Inside Sales Coaching Cadence

Contact Center Coaching Cadence



About the Authors


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