Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives

INTRODUCTION

THE ULTIMATE TACTICAL SYSTEM FOR MAXIMIZING PERFORMANCE

I was standing on the balcony of a high-rise suite at the Waldorf Astoria on 49th and Park Avenue, enjoying the breathtaking, palatial view of Manhattan. Gerhard Gschwandtner, the publisher of Selling Power magazine, and I had just completed an impromptu video shoot of me coaching three people I had never met before. As the cameras were rolling, they were filming the first time I had ever met these participants face to face.

A sales manager and two of his salespeople were the first to respond to this opportunity to be coached live for this special segment. Immediately following the taping, Greg, the sales manager, approached me with some follow-up questions that surfaced after his coaching experience. He was an enthusiastic, compassionate, and admirable manager who was truly committed to leading his team to greater success. Yet, like most managers, he was never formally trained to be a sales manager. After observing my successful coaching session with his two salespeople, his eyes were wide with excitement. The problems that his salespeople had been struggling with for months which he desperately tried to handle were resolved in a 15-minute coaching session. Greg desperately wanted to learn my secret and asked for more remedies for his most pressing challenges—all of which are addressed in great detail in this book.

• How can I get my salespeople to follow the system so they can start achieving their monthly ...