Next Level Sales Coaching

Book description


"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

Table of contents

  1. Cover
  2. Introduction
    1. Why We Wrote This Book
    2. Who This Book is For
    3. Who We Are
  3. 1 The Case for Sales Coaching
    1. Dynamic Sales Coaching is Better than Random Sales Coaching
    2. The Benefits of Reading (and Using!) This Book
    3. What's in This Book
    4. What's NOT in This Book
    5. Are You Ready?
    6. The Road Ahead
  4. 2 Why Coaching Fails or Fails to Happen
    1. Personal Background
    2. Company Culture
    3. Quantity: Why Managers Don't Coach Enough
    4. Quality: Why Sales Managers Coach Ineffectively
  5. 3 Sales Coaching Model and Self-Assessment
    1. Sales Coaching Model
    2. Sales Manager Attitudes
    3. Sales Manager Self-Assessment: Attitudes and Activities
    4. Impact of Coaching
  6. 4 Review and Plan Meetings
    1. Planning Varies by Type of Sales Organization
    2. Benefits of Review and Plan Conversations
    3. Review and Plan Conversation
    4. Review and Plan Meeting Tips
  7. 5 Goal-Setting Meetings
    1. Why Salespeople Miss Expectations
    2. Guidelines for Conducting Goal-Setting Meetings
    3. Goal-Setting Meeting Overview
    4. Goal-Setting Meeting Process
    5. Addressing Attitude Issues on Your Team: The Classic Types
    6. Goal-Setting Meeting Best Practices
  8. 6 Skill Development Training
    1. Talent is Overrated
    2. Skill Development Training Challenges
    3. Benefits of Skill Development Training
    4. Opportunities for Skill Development Training
    5. Skill Development Training Steps
    6. Types of Feedback in Skill Development Training
    7. Skill Development Training Tips
  9. 7 Check-Ins
    1. How Check-Ins Impact Your Sales Team in a Positive Way
    2. How to Check In
  10. 8 Performance Feedback
    1. The Practice Coach, the Game Coach, Then the Practice Coach
    2. Define Roles and Responsibilities
    3. Performance Feedback Process
    4. Performance Feedback Form
    5. Insights on Performance Feedback
  11. 9 Sales Meetings
    1. Top Ten Reasons Why Salespeople Hate Sales Meetings
    2. Sales Meeting Agenda
    3. The End Game
    4. Preparation
    5. Welcome/Overview Agenda
    6. Opening Inspiration
    7. Success Stories
    8. Skills Development Training
    9. Goal Reporting and Goal Setting
    10. Summary and Action Steps
    11. Next-Meeting Logistics
    12. Closing Inspiration
    13. Other Activities
  12. 10 Sales Huddles
    1. Benefits of Sales Huddles
    2. How to Recognize Effective Sales Huddles
    3. Sales Huddle Example Scripting
  13. 11 Sales and Service Coaching in the Contact Center
    1. A Tale of Two Coaches
    2. Make Time
    3. Use Non-Scored Feedback
    4. Coach Proactively
    5. Focus on One Behavior at a Time
    6. Use “MAPs” – Micro Action Plans
    7. Use Questions to Coach
    8. Recognize People
    9. Calibrate
  14. 12 Sales Enablement Best Practices
    1. Micro Learning
    2. Video
    3. Web Conferencing and Video Chat
    4. Competency Assessment Tools
    5. Field Coaching Tools
    6. Machine Learning/Artificial Intelligence
    7. Analytics
  15. Appendix: Sales Coaching Cadences
  16. References/Further Reading
  17. Acknowledgments
    1. Steve's Acknowledgments
    2. Matt's Acknowledgments
  18. About the Authors
  19. Index
  20. End User License Agreement

Product information

  • Title: Next Level Sales Coaching
  • Author(s): Steve Johnson, Matthew Hawk
  • Release date: July 2020
  • Publisher(s): Wiley
  • ISBN: 9781119685487