Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach

By Linda Richardson

Book Overview

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 technologyCoaching more effectively Remote coachingCoaching in-the-actionQuarterly 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.

• Format: Hardcover
• Language: English
• ISBN: 0071603808
• ISBN13: 9780071603805
• Release Date: November 2008
• Publisher: McGraw-Hill Companies
• Length: 208 Pages
• Weight: 1.03 lbs.
• Dimensions: 0.9" x 6.1" x 9.1"

Customer Reviews

Excellent

This is the best book I have read in a long time. Everyone should read this no matter what career your in.

Extremely practical, extremely relevant, very easy to read.

This book is a real treasure. I would have been successful by 1000% if I had read this book earlier. The price of this book is such a small investment in comparison what you get from this book. I recommend it a thousand of times! I recommend it for all the leaders no matter if you coach sales teams or teams of other profiles. Thanks the author for such an extreemely useful and practical book.

Coaching at it's finest

Very practical and helpful for anyone who want to be effective coaches. Ms. Richardson really understands what most managers and sales persons tend to do in a coaching situation and was able to 'coach' readers in how to avoid common pitfalls.

Excellent choice for learning to coach a team!

This was an excellent book. The topics included were very applicable to creating a coaching culture. It is very straight forward and easy to read and comprehend! This book will be extremely helpful in creating a coaching culture in a sales call center environment.

Sales Coaching is practical, applicable, and long overdue.

I often say to Sales Managers, "Show me a great Sales Manager with lousy salespeople and I will show you a lousy Sales Manager." Then I tell them to read 'Sales Coaching.' Linda Richardson has constructed the ultimate step-by-step guide in getting managers to reevaluate their priorities and focus their attention on improving the sales staff through effective developmental coaching. The book is easy to read and full of practical tips and coaching models that will make any sales team more productive. Most importantly, unlike many sales management books, this work translates into practical application without the brain damage. Sales Managers should be able to apply these principles immediately. Read this with a highlighter in your hand - and be prepared to transform your sales management approach.