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

Book Description
As companies shift from hierarchical management into teamwork, managing is not nearly as important as coaching. Here is the first book on the coaching process written exclusively for sales managers--a brief, easy-to-digest primer on making the transition from a traditional boss to a sales coach. Created by an author/instructor who teaches sales management as the prestigious Wharton Executive Development Center, this guide shows sales managers how to: understand the nuances and payoffs of coaching: conduct coaching sessions and improve key skills such as listening and giving feedback; deal with problems such as discipline and reluctant behavior within the sales team; and coach and peers on oneself.


From the Back Cover

Make the Leap From Manager to Sales Coach Today!

Sales coaching is a powerful tool. It can forge partnerships, cement relationships, and multiply sales. It can blast away at hyper-competition. Yet few managers have coaching in their grasp. This book will show you as a sales manager how to: Help each of your salespeople increase effectiveness and productivity Develop questions, listening, and closing skills in your people Motivate your salespeople to stretch beyond their comfort zone Teach your salespeople to self-coach Increase your skill and comfort with giving feedback Turn sales problems into sales revenue Strengthen relationships with your sales team Take sales training out of the training room and put it into everyday sales practice Create a culture that supports team sales Increase the success and fun you have with your salespeople

FROM THE PUBLISHER

Today's nonhierarchical, team-oriented companies are looking for sales leaders capable of empowering rather than micromanaging a sales force. In order to accomplish this task, you need the skills of a good coach rather than those of the traditional boss/manager. Now, with the help of this book, you can parlay your managerial skills into those of a top-notch teacher, motivator, and mentor - someone who gets results through inspiration and example, rather than through threats and intimidation.

SYNOPSIS

Make the Leap From Manager to Sales Coach Today!

Sales coaching is a powerful tool. It can forge partnerships, cement relationships, and multiply sales. It can blast away at hyper-competition. Yet few managers have coaching in their grasp. This book will show you as a sales manager how to: Help each of your salespeople increase effectiveness and productivity Develop questions, listening, and closing skills in your people Motivate your salespeople to stretch beyond their comfort zone Teach your salespeople to self-coach Increase your skill and comfort with giving feedback Turn sales problems into sales revenue Strengthen relationships with your sales team Take sales training out of the training room and put it into everyday sales practice Create a culture that supports team sales Increase the success and fun you have with your salespeople