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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"Steve Johnson and Matthew Hawk have created the most comprehensive, actionable, step-by-step guide for successful sales management I've seen in 25 years as a corporate training and development professional. Creating sales teams that stay, sell, and succeed is a lesson in successful sales leadership that is packed with case studies, scripts, planning tools, and resources that will be invaluable resources to sales managers both new and experienced."
—Corey Rewis, Learning & Development Executive, Fortune Top 100 Most Profitable Company, Fortune 100 Best Place to Work® Company

"Management is dead. Ask any professional or salesperson if they want to be managed, and they'll tell you, 'I'm good.' Professionals want to grow and develop. They want someone to work with them on an individual basis to help them identify their gaps and build a plan to sharpen skills and close those gaps. That's what Steve Johnson is an expert at and what this book will help managers do at a high level. Managers can use this book to evolve their skills and migrate from being managers to becoming coaches. The 'coaching gap' is the biggest opportunity for businesses today. If managers have not yet developed coaching skills, this book will have an enormous return for those that buy it, read it, and put it to use. Our team can attest to this from firsthand experience."
—David Patchen, Senior Vice President, Education and Practice Management, Raymond James Private Client Group

"I loved this book as it covered all the sales processes and coaching strategies that helped us drive strong, double-digit growth over the last ten years. A must-read for sales leaders!"
—Tom Chelew, Senior Vice President, Enterprise Fleet Management, Enterprise Rent-A-Car

"Having implemented the sales coaching techniques described in Next Level Sales Coaching over the last decade and a half at several different companies, I've consistently seen immediate and sustained improvement on key performance metrics in both customer satisfaction and overall conversions. The 'secret sauce' is in the defined coaching processes."
—Michael Hatt, Principle Program Manager, Go Learning Development Team, Amazon

"Next Level Sales Coaching provides comprehensive guidance for developing and executing core sales management activities that drive predictable and profitable sales. This is a must-read and an excellent reference for those who lead—or aspire to lead—sales teams."
—Dario F. Priolo, Former Executive Vice President, Miller Heiman Group

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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