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

• Publisher:   McGraw-Hill
• Number Of Pages:   208
• Publication Date:   2008-11-03
• ISBN-10 / ASIN:   0071603808
• ISBN-13 / EAN:   9780071603805

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.

The book is okey, but the UPS called me when the package arrived Shanghai and asked me to pay for the tax, I was wondered, I thought the tax was already include in the expense I paid... :(

This is the best book I have read in a long time. Everyone should read this no matter what career your in.

This book could have been summed up in two pages. There was nothing new or insightful in this book. If you need someone to tell you that to be an effective coach you have to communicate, give feedback, dont leave negative emails, etc. then this book is for you. If you are looking for something more, save your money.

This book is a real treasure. I would have been successful by 1000% if I had read this book earlier. The price of this book is such a small investment in comparison what you get from this book. I recommend it a thousand of times!
I recommend it for all the leaders no matter if you coach sales teams or teams of other profiles.
Thanks the author for such an extreemely useful and practical book.

Very practical and helpful for anyone who want to be effective coaches. Ms. Richardson really understands what most managers and sales persons tend to do in a coaching situation and was able to 'coach' readers in how to avoid common pitfalls.

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