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

ISBN-10: 0071603808
ISBN-13: 9780071603805
Edition: 2nd 2009
Authors: Linda Richardson
List price: $32.00 Buy it from $3.94
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Description: This definitive guidebook on the coaching.process has been fully updated with a new introduction.by the author. Written exclusively for.sales managers?it offers a brief, concise primer.with the fundamentals, nuances, examples, and.tools needed for  More...

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Book details

List price: $32.00
Edition: 2nd
Copyright year: 2009
Publisher: McGraw-Hill Companies, The
Publication date: 11/24/2008
Binding: Hardcover
Pages: 208
Size: 6.00" wide x 9.25" long x 0.75" tall
Weight: 0.990
Language: English

This definitive guidebook on the coaching.process has been fully updated with a new introduction.by the author. Written exclusively for.sales managers?it offers a brief, concise primer.with the fundamentals, nuances, examples, and.tools needed for moving fast from boss to coach.

Why This Second Edition?
Introduction
Developmental Sales Coaching-Boss to Coach
Zones
Boss versus Coach
Developmental Sales Coaching-Priority One
What Is Developmental Sales Coaching?
Developmental Sales Coaching-The Model
Connect and Clarify
Compare Perceptions
Consider Obstacles
Construct to Remove Obstacle
Commit to Action
Coaching Dialogue Examples 1 and 2
"They Talk First" Model
Developmental Sales Coaching Model
Developmental Sales Coaching-Sales Coach's Debriefing
Developmental Sales Coaching-The Skills
Ask Drill-Down Questions
Ask Directive Questions
Ask Neutral Questions
Ask Open-Ended Questions
Questioning Techniques
The Power of Questions
Resolving Objections
Developmental Sales Coaching-Feedback
Evaluative and Developmental Feedback
Developmental Feedback Guidelines
Praise
Developmental Sales Coaching-Focus and Discipline
Sales Coaching Plans
Allocating Time
Preparation and Follow-Up
Quarterly Developmental Sales Coaching Plan
Sales Manager's Quarterly Coaching Action Plans
Developmental Sales Coaching Session Planner and Follow-Up
Sales Manager's Postcoaching Debrief
Developmental Sales Coaching-Remote, Team, and In-the-Action Coaching
Telephone
Voice Mail, E-mail,...
Remote Coaching Essentials
Remote Coaching Model
Team Call Coaching
In-the-Action Coaching
Developmental Sales Coaching-Sales Meetings and Coaching Your Team
Attitudes toward Sales Meetings
Leading Sales Meetings
Interpersonal Factors
Logistics of Meetings
Sales Meeting Decision Minutes
Sales Meeting Agenda Planner
Sales Meeting Checklist
Developmental Sales Coaching-Peer and Self-Coaching
Peer Coaching
Sales Manager As Peer
Self-Coaching
Performance Reviews and Consequence Coaching
Evaluative Picture
Development Plan
Your Roie
Preparing for the Performance Review
The Performance Review Model
Guidelines for Leading the Performance Review
The Performance Review Model
Self-Critique after the Performance Review
Annual Relationship Review
Consequence Coaching
Consequence Coaching Model
Developmental Sales Coaching-Technology As a Sales Coaching Tool
Benefits to the Sales Force
Benefits to You
Conclusion
Coaching Tools
Index

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