July 2020
Intermediate to advanced
224 pages
4h 57m
English
Overview
PRAISE FOR NEXT LEVEL SALES COACHING
"Steve Johnson and Matthew Hawk have created the most comprehensive, actionable, step-by-step guide for successful sales management I've seen in 25 years as a corporate training and development professional. Creating sales teams that stay, sell, and succeed is a lesson in successful sales leadership that is packed with case studies, scripts, planning tools, and resources that will be invaluable resources to sales managers both new and experienced."
—Corey Rewis, Learning & Development Executive, Fortune Top 100 Most Profitable Company, Fortune 100 Best Place to Work® Company
"Management is dead. Ask any professional or salesperson if they want to be managed, and they'll tell you, 'I'm good.' Professionals want to grow and develop. They want someone to work with them on an individual basis to help them identify their gaps and build a plan to sharpen skills and close those gaps. That's what Steve Johnson is an expert at and what this book will help managers do at a high level. Managers can use this book to evolve their skills and migrate from being managers to becoming coaches. The 'coaching gap' is the biggest opportunity for businesses today. If managers have not yet developed coaching skills, this book will have an enormous return for those that buy it, read it, and put it to use. Our team can attest to this from firsthand experience."
—David Patchen, Senior Vice President, Education and Practice Management, Raymond James Private Client Group
"I loved this book as it covered all the sales processes and coaching strategies that helped us drive strong, double-digit growth over the last ten years. A must-read for sales leaders!"
—Tom Chelew, Senior Vice President, Enterprise Fleet Management, Enterprise Rent-A-Car
"Having implemented the sales coaching techniques described in Next Level Sales Coaching over the last decade and a half at several different companies, I've consistently seen immediate and sustained improvement on key performance metrics in both customer satisfaction and overall conversions. The 'secret sauce' is in the defined coaching processes."
—Michael Hatt, Principle Program Manager, Go Learning Development Team, Amazon
"Next Level Sales Coaching provides comprehensive guidance for developing and executing core sales management activities that drive predictable and profitable sales. This is a must-read and an excellent reference for those who lead—or aspire to lead—sales teams."
—Dario F. Priolo, Former Executive Vice President, Miller Heiman Group
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