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Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach By Linda Richardson

Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
by Linda Richardson

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£12.99
Shows 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; and, increase your skill and comfort with giving feedback.
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Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach Summary


Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach by Linda Richardson

Make the leap from manager to sales coach today! 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; and 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.

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About Linda Richardson


Linda Richardson is presidetn of The Richardson Company, sales and leadership consultants to business. 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.

Table of Contents


Coach vs.Boss: The Mind Set.Obstacles to Coaching.A Team of Two.Critical Success Factors for Coaching.Why Coach? Giving Evaluative Feedback.Giving Developmental Feedback.The Balance.The ``Boss'' Model.The ``Coach'' Model.How to Give Feedback.``They Talk First''.Giving Balanced Feedback: Positives and Areas for Improvement.Be Specific.Focus on a Few Key Things--Don't Overload.Be the Model.Be Open and Honest.Developmental Coaching.

Additional information

GOR001116553
Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach by Linda Richardson
Linda Richardson
Used - Very Good
Hardback
McGraw-Hill Education - Europe
1996-09-30
130
0070523827
9780070523821
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us.