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

  • 2h 13m
  • Linda Richardson
  • McGraw-Hill
  • 1996

Sales coaching is a powerful tool. It can forge partnerships, cement relationships, and multiply sales. It can blast away at hyper-competition. Yet few managers have coaching in their grasp. This book will show you as a sales manager how to:

  • Help each of your salespeople increase effectiveness and productivity
  • Develop questions, listening, and closing skills in your people
  • Motivate your salespeople to stretch beyond their comfort zone
  • Teach your salespeople to self-coach
  • Increase your skill and comfort with giving feedback
  • Turn sales problems into sales revenue
  • Strengthen relationships with your sales team
  • Take sales training out of the training room and put it into everyday sales practice
  • Create a culture that supports team sales
  • Increase the success and fun you have with your salespeople

Here is the first book on the coaching process written exclusively for sales managers--a brief, concise primer with the fundamentals, nuances, examples, and tools you need for moving fast from boss to coach.

About the Author

Linda Richardson is president of The Richardson Company, sales training and management consultants to business, whose clients include Kimberly-Clark, AIG, Sony, Johnson and Johnson, Andersen Consulting, Price Waterhouse, and Citicorp. She teaches at the University of Pennsylvania’s Wharton School and is the author of Selling by Phone; Stop Telling, Start Selling; and Winning Group Sales Presentations.

In this Book

  • Sales Coaching—Making the Great Leap from Sales Manager to Sales Coach
  • Introduction
  • Coach Versus Boss —The Mindset
  • Coaching and Feedback —a Closer Look
  • Level 1—The Process of Coaching
  • Level 2— the Art of Coaching: Removing Obstacles
  • Level 3— the Heart of Coaching
  • Phone Coaching, Team-Call Coaching, and Consequence Coaching
  • Evaluative Coaching —Performance Assessment
  • Sales Meetings —Coaching the Team
  • Peer Coaching
  • Self-Coaching
  • Epilogue