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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.

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Make sales coaching a daily priority for top-of-game staff performanceThose who do it right prove time and time again that sales coaching works. If you’re one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands. Based on one of today’s most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff’s job. It all comes down to three critical points that the vast majority of sales managers today are missing:· Provide clear direction for sellers on how to get to quota―for all sales roles· Ensure effective execution by coaching the right things, in the right measure, executed the right way · Assess seller performance and make timely course correctionsIt’s all about helping your people make the best use of their time and effort. That’s what coaches do. When a salesperson is skilled at making important decisions about which priorities to pursue and which ones to ignore to―results follow. It’s that simple. Crushing Quota teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices. This is the definitive guide to making sales coaching work for any sales team in any industry. 

178 pages. 8.90x6.00x0.50 inches. In Stock.

Precision Selling is a sales managers' guide to getting the best out of their sales teams. Author Joeseph Laipple shares a proven process for achieving the goal of repeated profitable sales. An invaluable handbook for every sales or sales management professional, this unique guide describes the behavior-based tools for optimizing customer relations and influencing the skills that make a difference in sales results. “The fundamentals of Precision Selling include how to plan precise behaviors for sales activity and how to actually do those things on a consistent and constant basis,” writes Laipple. This practical book details the steps for integrating and activating Precision Selling methods into the current work of your sales force including: Identifying and measuring desired results Targeting a customer population Recognizing the early indicators for attaining future results Acting on the critical sales behaviors that make a difference From daily selling behaviors with customers to specific action plans to coaching skills, this handbook provides the details of how to achieve profitable sales by selling with precision.

Level Five Coaching System: How Sales Leaders Are Developing Preeminent Sales Teams 0.39

This workbook works in conjunction with The Sales Leaders Playbook. Reading the playbook and completing the exercises in this workbook will help you develop the skills you need to build a winning team. These exercises are not based on theory, but rather on proven techniques and practices that have allowed hundreds of sales teams to find success on how to sell! This workbook is intended for small workgroups or individual use. Leaders will learn the power of creating a winning culture and will therefore accomplish: Increased morale among team members, employees Improved skills and abilities, Improved sales prospecting, Improved sales leadership, new sales simplified strategies, Improved communication, Increases in sales and profits. After working through this workbook you will know how successful people think as a sales team! What you will need to complete this workbook: A copy of The Sales Leaders Playbook Pen or pencil Printed copy of this workbook An open and ready mind

The most effective leader behaves more like a coach Authors Bill Eckstrom and Sarah Wirth have spent a decade researching the activities, behaviors, and performance of leaders. After studying more than 100,000 coaching interactions in the workplace, primarily of sales teams, they have been able to determine how coaching affects team outcomes and growth. The authors share three critical performance drivers, along with the four high-growth activities that coaches must execute to build a team that is motivated to achieve at the highest levels. Through both hard data and rich stories, Eckstrom and Wirth demonstrate how leaders can measure and improve their coaching to lead their teams to better results. The Coaching Effect will help leaders at all levels understand the necessity of challenging people out of their comfort zone to create a high-growth organization. Leaders will learn how they can develop trust relationships, drive accountability and leverage growth experiences to propel their team members to the highest levels of success.

The Positive Coach Approach is truly unique in that it provides a clearly charted course of action. It's a course for anyone charged with the task of improving call center performance in the form of customer satisfaction, increased sales, shorter call times, and greater employee satisfaction. This book is a teaching guide that will lead you through what to do, why to do it, and how to do it. This method of coaching eliminates: - Stress on coaches and agents - The need for constructive criticism The Positive Coach Approach is: - A proven way to get more and better results - A kinder approach to performance improvement

Idioma/Language: Español. En un mundo tan agitado e inquieto como el nuestro, buscamos alcanzar la paz interior, a través de todos los medios a nuestro alcance: los viajes, el coaching, la autoayuda, la meditación, la naturaleza, la medicación? También podemos hacer esa búsqueda en los santos, vivo ejemplo de armonía y paz, que nos ayudan con su enseñanza a experimentar el poder curativo y pacificante de su ejemplo. A partir de la vida y los escritos de san Francisco de Sales, el padre Joël Guibert nos impulsa a avanzar con sencillez y confianza hacia la serenidad espiritual. La obra puede dividirse en dos grandes partes. En la primera mitad nos introduce en la esencia de la serenidad, que procede del abandono en la providencia de Dios, de la unión de nuestra voluntad a la voluntad de Dios viviendo como un niño entre los brazos del Padre eterno. En la segunda parte nos muestra el «trabajo práctico» de ascesis: cómo vivir y hacer crecer el abandono por medio de la oración, de la vida en el Espíritu, de la práctica de las virtudes. *** Nota: Los envíos a España peninsular, Baleares y Canarias se realizan a través de mensajería urgente. No aceptamos pedidos con destino a Ceuta y Melilla.

Finally! The definitive guide to the toughest, most challenging, and most rewarding job in sales. Front Line Sales Managers have to do it all – often without anyone showing them the ropes. In addition to making your numbers your job calls upon you for: Constant coaching, training, and team building Call, pipeline, deal, territory, one-on-ones, and other reviews that drive business performance Recruiting, interviewing, hiring, and onboarding top talent Responding to shifts in the marketplace – and in your company Dealing with, turning around, or terminating problem employees Analyzing and acting upon metrics to correct performance Managing the business and executive expectations Leveraging sales systems, tools, and processes Conducting performance reviews and setting expectations And more All this and making the numbers! Sales Manager Survival Guide addresses each of these issues, and many others, clearly, honestly, and in-depth. Drawing upon decades of experience in sales, sales management, and sales executive positions from small companies to giant corporations, David Brock gives you invaluable insight, wisdom, and above all practical guidance in how to handle the wide array of challenges and responsibilities you’ll face as a Front Line Sales Manager. If you’re a sales manager, or want to become one, this book shows you how to survive—and thrive. And if you want to be a great sales manager, this book shares the secrets, tools, and best practices to help you climb to the top—and beyond. "This is THE go-to resource for sales management!" Mike Weinberg, author of Sales Management Simplified

The successful self-published author of The Sales Leaders Playbook writes his first mainstream leadership book There are enormous differences between managing and coaching. Yet many companies and organizations encourage their leaders to coach teams without ever teaching them how and without creating a culture that supports coaching.Nathan Jamail—a leading consultant, professional speaker, and the president of his own group of businesses—trains coaches at several Fortune 500 companies and learned that it takes not only different skills to achieve success, but a truly effective coach needs an organizational culture that creates and multiplies the success of every motivated team member. The Leadership Playbook shows leaders the skills necessary to be an effective coach and to build effective teams by: Fostering employees’ belief in the culture of a companyResolving issues proactively rather than reactively and creating an involvement that constantly pushes employees to be their bestFocusing on the more humane principles of leadership—gratitude, positivity, and recognition—that keep morale highHolding teams and individuals accountableConstantly recruiting talent ("building the bench") rather than filling positions only when they are emptyCombining research, interviews, and inspiring stories with the lessons that have earned Jamail the respect of the world’s foremost corporations including CISCO, FedEx, Sprint, the U.S. Army, and State Farm; The Leadership Playbook will dominate the category for years to come.

Finally...the underground secrets of a sales and persuasion master are revealed! No more awkward conversations with prospects or sweaty palm conversations with employees or underperforming team members. With over $50 million of combined net profits for companies I've worked with and more than 20 years of coaching high-performing executives on how to reduce turnover, increase employee engagement, stimulate corporate culture, and boost net profit, it's time I wrote a book about my proven tool for success...Face Reading. This time-tested science gives you so much more than simple insight into the people around you. It can reveal how a person is motivated, how they feel loved, how they make decisions, even how they judge themselves. Even deeper, it reveals past experiences that have changed a person's perspective and lets you know when those shifts happened. Faces of Reality is about teaching you how to instantly connect with any person you encounter within 10 seconds of meeting them and have them hang on your every word. It equips you to see past the masks people wear in life and peels back the curtain of their psyche to see who they really are at their core. Jody Holland shares his success formula and equips you with the tools to help you achieve your own personal success, engage, retain, and recruit top-performing employees, and build healthy and strong relationships.

In his new book, Stop Kidding Yourself, author Charles Forsgard reveals a fundamental flaw in many sales teams. Too many sales managers are forced to focus on the wrong things by their organizations, so much so that their primary role—actually leading and coaching their salespeople—takes a back seat. Forsgard explains three essential elements to successful sales management: selecting true salespeople for your team, sending them to the right places to sell, and utilizing processes designed to actually help the salesperson be more effective. Stop Kidding Yourself is a guide for sales managers who want to make a real difference for their salespeople. The book shows how to flip CRM software from being a burden for the salesperson to being an indispensable tool that they can’t live without—using predictive analytics to give them insights and focus that they never had before on the deals in their pipeline. The techniques of Stop Kidding Yourself work for companies of all sizes and managers at any level of sales leadership who want their salespeople to be more proactive than reactive.