Next Level Sales Coaching
How to Build a Sales Team That Stays, Sells, and Succeeds
- English
- ePUB (mobile friendly)
- Available on iOS & Android
Next Level Sales Coaching
How to Build a Sales Team That Stays, Sells, and Succeeds
About this book
Do you remember being "in the trenches" as a salesperson? What did you think of your sales manager? If you're like many front-line sellers, you probably didn't think she or he was a wonderful example of leadership who could inspire you to do your best in life and in work. The unfortunate truth is that many sales managers—well-meaning though they usually are—lack the skills and know-how to help their sales teams grow and achieve greater success.
Over a combined 50 years of experience as salespeople, managers, coaches, and executives, authors Steve Johnson and Matthew Hawk have witnessed the do's and don'ts of top performing sales teams. Next Level Sales Coaching is the culmination of their experience. In this book, they distill what they have learned working with organizations like Google, Bank of America, Enterprise Rent-A-Car, and many more. The result is a compendium of best sales coaching practices with the power to make any sales manager into an inspirational and transformational leader.
At its heart, this book is about how to integrate a person-centered development mindset into sales environments. Readers will work through practical examples, including a self-assessment, to identify the best way to implement strong coaching programs within their organizations. Each chapter concludes with takeaway questions and tips that sales leaders can use right away. From goal setting to daily sales huddles, and sales development training to analytics, Next Level Sales Coaching covers the best practices that readers will want to implement to take sales management to the next level.
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Information
Table of contents
- Cover
- Table of Contents
- Introduction
- 1 The Case for Sales Coaching
- 2 Why Coaching Fails or Fails to Happen
- 3 Sales Coaching Model and Self-Assessment
- 4 Review and Plan Meetings
- 5 Goal-Setting Meetings
- 6 Skill Development Training
- 7 Check-Ins
- 8 Performance Feedback
- 9 Sales Meetings
- 10 Sales Huddles
- 11 Sales and Service Coaching in the Contact Center
- 12 Sales Enablement Best Practices
- Appendix: Sales Coaching Cadences
- References/Further Reading
- Acknowledgments
- About the Authors
- Index
- End User License Agreement