March 2008
Beginner
352 pages
8h 6m
English
book
Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives
by Keith Rosen
Content preview from Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.
CHAPTER 1
The Death of Management
BECOMING AN EXECUTIVE SALES COACH
“What is that guy doing?” It was just an odd maneuver. Something out of the ordinary from what would have been a typical everyday experience at the drive-through of a Burger King. I was heading home from a day at the beach, unaware that I’d be having a breakthrough that would lead to the development of the concepts and strategies in this book.
I watched as the customer in front of me drove from the ordering to the pickup window of the drive-through, but it was closed. “How odd,” I thought. Instead of the usual routine, the cashier came outside to deliver the food, headset intact and bags of food in hand. The customer then drove off.
As I pulled up, I wondered if I too would have the same experience. Then, out of the corner of my eye, I noticed a digital timer mounted on the wall above the cashier’s head. At that moment, the manager at the drive-through window waved me forward, without my food. “We will bring it out to you. Just pull up, please,” he requested.
The manager sent a young man out to my car who handed me my food. I had to ask: “I’m curious, why did we have to pull up, especially when there was no one behind me?”
“The timer,” he replied. “That’s how the manager is rated in performance. We’re supposed to serve each customer within a certain period of time. By moving everyone ahead like this, he can ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.