Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach, 2nd Edition

Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach, 2nd Edition

by Linda Richardson
Released November 2008
Publisher(s): McGraw-Hill
ISBN: 9780071603812

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Book description

Go from manager to coach--and motivate your staff to unprecedented success!

Since the original publication of this classic guide, organizations have recognized that sales coaching is a sales manager's most important role. Now, author Linda Richardson has completely updated and revised Sales Coaching to include the latest tools and techniques, as well as a refined sales coaching process for increasing performance.

Sales Coaching will help you make the essential transition from boss to coach so you can help salespeople achieve their goals. In this new role, you will empower your people to reach their highest potential by removing obstacles while fostering self and peer coaching, allowing direct reports to take responsibility for their own development. Richardson's broader objective is to help build and sustain a sales culture of continuous improvement and sales excellence. Inside you'll find a clear, practical, five-step approach to sales coaching that will result in dramatic changes in behavior.

Sales Coaching includes brand new guidance on

  • Maximizing technology
  • Coaching more effectively
  • Remote coaching
  • Coaching in-the-action
  • Quarterly coaching plans

Richardson provides the skills and strategies you need to deliver feedback that changes behavior and strengthen relationships with your sales team. This new edition gives you everything you need to achieve your objectives and build a winning sales culture. You will watch members of your team reach performance heights they would not attain without your guidance. The results will benefit everyone--you, your staff, and ultimately your customers.

The choice is yours: Be a manager who makes your salespeople do their jobs, or be a coach who helps your salespeople succeed.

Table of contents

  1. Cover Page
  2. Sales Coaching
  3. Copyright Page
  4. Dedication Page
  5. Contents
  6. Introduction
  7. 1. Developmental Sales Coaching—Boss to Coach
    1. Zones
    2. Boss versus Coach
  8. 2. Developmental Sales Coaching—Priority One
    1. What Is Developmental Sales Coaching?
  9. 3. Developmental Sales Coaching—The Model
    1. Step 1: Connect and Clarify
    2. Step 2: Compare Perceptions
    3. Step 3: Consider Obstacles
    4. Step 4: Construct to Remove Obstacle
    5. Step 5: Commit to Action
    6. Coaching Dialogue Examples 1 and 2
    7. "They Talk First" Model
    8. Developmental Sales Coaching Model
    9. Developmental Sales Coaching—Sales Coach's Debriefing
  10. 4. Developmental Sales Coaching—The Skills
    1. Ask Drill-Down Questions
    2. Ask Directive Questions
    3. Ask Neutral Questions
    4. Ask Open-Ended Questions
    5. Questioning Techniques
    6. The Power of Questions
    7. Resolving Objections
  11. 5. Developmental Sales Coaching—Feedback
    1. Evaluative and Developmental Feedback
    2. Developmental Feedback Guidelines
    3. Praise
  12. 6. Developmental Sales Coaching—Focus and Discipline
    1. Sales Coaching Plans
    2. Allocating Time
    3. Preparation and Follow-Up
    4. Quarterly Developmental Sales Coaching Plan
    5. Sales Manager's Quarterly Coaching Action Plans
    6. Developmental Sales Coaching Session Planner and Follow-Up
    7. Sales Manager's Postcoaching Debrief
  13. 7. Developmental Sales Coaching—Remote, Team, and In-the-Action Coaching
    1. Telephone
    2. Voice Mail, E-mail, . . .
    3. Remote Coaching Essentials
    4. Remote Coaching Model
    5. Team Call Coaching
    6. In-the-Action Coaching
  14. 8. Developmental Sales Coaching—Sales Meetings and Coaching Your Team
    1. Attitudes toward Sales Meetings
    2. Leading Sales Meetings
    3. Interpersonal Factors
    4. Logistics of Meetings
    5. Sales Meeting Decision Minutes
    6. Sales Meeting Agenda Planner
    7. Sales Meeting Checklist
  15. 9. Developmental Sales Coaching—Peer and Self-Coaching
    1. Peer Coaching
    2. Sales Manager As Peer
    3. Self-Coaching
  16. 10. Performance Reviews and Consequence Coaching
    1. Evaluative Picture
    2. Development Plan
    3. Your Role
    4. Preparing for the Performance Review
    5. The Performance Review Model
    6. Guidelines for Leading the Performance Review
    7. The Performance Review Model
    8. Self-Critique after the Performance Review
    9. Annual Relationship Review
    10. Consequence Coaching
    11. Consequence Coaching Model
  17. 11. Developmental Sales Coaching—Technology As a Sales Coaching Tool
    1. Benefits to the Sales Force
  18. Conclusion
  19. Appendix
  20. Index
  21. About the Author

Product information

  • Title: Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach, 2nd Edition
  • Author(s): Linda Richardson
  • Release date: November 2008
  • Publisher(s): McGraw-Hill
  • ISBN: 9780071603812