Next Level Sales Coaching

Introduction

Two friends used to go duck hunting together. Since they didn't have a bird-dog of their own, they went to the same location every year because they were able to rent a dog from the person who owned the property. After a while they found a dog that gave them particularly good results, so they requested him every time. They discovered the dog's name was Salesman and they used him for the next few years. On one of their annual trips, they asked for Salesman and found out that he wasn't available. They went to the owner and asked, “What happened to Salesman?” The owner replied, “You don't want to use him anymore because he got promoted to sales manager. The only thing he does now is lay around the office and bark at everyone.”

Why We Wrote This Book

You've got this book in your hand, and you may be asking yourself, why did these guys write this book? We wrote this book because it takes a lot more than a barking sales manager to improve the performance of your sales team.

We wrote this book because we believe…

• Sales managers are pivotal. Sustained development of a sales team rides on the shoulders of the sales management team.
• Selling is a noble profession and we want to help the people who do it. Salespeople help buyers navigate purchase decisions, around the world, every minute, every day.
• It's important to share what we know best-in-class sales managers do with those who aspire to improve. Winning is fun! Helping others win even more so.
• An ineffective sales ...