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

Introduction

Sales coaching is for everybody, every day. It is the most critical competitive skill that any sales organization can have. It is the most potent tool available for improving sales performance, maximizing productivity, and achieving revenue growth. The goal of sales coaching is to increase performance by helping sales managers make the most of their organization's resources—starting with their salespeople.

The first objective of this book is to help you make the leap from manager to coach, so that sales coaching becomes an integral part of how you manage. The broader objective is to help you create a sales culture first with your team and then with your organization.

This book tells why sales coaching is the most critical part of ...