Sales Coaching Essentials

Author : Mark Garrett Hayes
Publisher : Practical Inspiration Publishing
Page : 247 pages
File Size : 51,9 Mb
Release : 2022-05-16
Category : Business & Economics
ISBN : 9781788603324

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Sales Coaching Essentials by Mark Garrett Hayes Pdf

** Business Book Awards 2023 Finalist ** Need your new sales hires to get up to speed faster? Want your salespeople to stop depending on you? Like to get the very best from your sales team? “This is the book you keep on your shelf and ‘dog-ear’ as a new or seasoned manager with tips you can action immediately. A rare find among sales books today.” Ashton Williams – Senior Manager Revenue Enablement ADA “A masterpiece in sales coaching. Your salespeople will become autonomous in their thinking, discovering their own answers, mastering their own objections, and you will be the guide to their success.” Caroline McCrystal – Senior Account Manager UK&I GTM Banking Experian “Mark does a phenomenal job demystifying sales coaching and making it actionable for frontline managers. A must-read for any sales leader unlocking the performance of their team.” Matthew Dixon – Co-author of The Challenger Sale and Jolt More than ever you need to coach your team so they can think for themselves, take responsibility for their performance and do what you hired them to do. If you want to turn your team into top sales performers, sales coaching must be your focus. Let this practical and easy-to-read book show you how. Mark Garrett Hayes is an accredited coach and trainer, and is passionate about helping sales leaders to dramatically boost sales performance and accountability.

Author : Mark Garrett Hayes
Publisher : Unknown
Page : 0 pages
File Size : 41,6 Mb
Release : 2022
Category : Sales force management
ISBN : 1788603311

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Sales Coaching Essentials by Mark Garrett Hayes Pdf

Author : Linda Richardson
Publisher : McGraw Hill Professional
Page : 204 pages
File Size : 53,8 Mb
Release : 1996
Category : Business & Economics
ISBN : 0070523827

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Sales Coaching by Linda Richardson Pdf

Written exclusively for sales managers; this brief; concise primer will help turn managerial skills into those of a top-notch teacher; motivator; and mentor - someone who gets results through inspiration and example. --

Author : Keith Rosen
Publisher : John Wiley & Sons
Page : 295 pages
File Size : 41,6 Mb
Release : 2018-09-25
Category : Business & Economics
ISBN : 9781119483250

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Sales Leadership by Keith Rosen Pdf

"Coaching is the universal language of learning, development, and change." Imagine a workplace without fear, stress, or worry. Instead, you're acknowledged as a valued, contributing team player who doesn't sacrifice priorities, values, happiness, or your life for your job. Sound ludicrous? Consider this is a reality in many thriving organizations. Most leadership books don't apply to sales leadership. Sales leaders are uniquely and indispensably special and need to be coached in a way that's aligned with their role, core competencies, and individuality to achieve their personal goals and company objectives. What if you can successfully coach anyone in 15, 5, or even 60 seconds using one question? Sales Leadership makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, "Coaching is difficult, doesn't work, and I don't have time to coach." Since most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do others' work, create dependency, and nourish the seed of mediocrity. Great business leaders shift from doing people's jobs to developing them by learning the language of leadership coaching. In its powerful simplicity, Sales Leadership delivers a chronological path to develop a thriving coaching culture and coaching leaders who develop top performing teams and sales champions. Using Keith's intuitive LEADS Coaching Framework™, the coaching talk tracks for critical conversations, and his Enrollment strategy to create loyal, unified teams, you will inspire immediate change. Now, coaching is easily woven into your daily conversations and rhythm of business so that it becomes a natural, healthy habit. In his award-winning book, Coaching Salespeople Into Sales Champions, Keith was the first Master Certified Coach to share his personal coaching playbook that is now the standard for coaching excellence. Ten years later, and one million miles traveled, he reveals the evolution of sales leadership and coaching mastery through his experiences working with Fortune 5000 companies and small businesses worldwide. In the first book ever titled Sales Leadership, you'll master the ability to: Ask more questions, give less advice, and build trust and accountability to rely on people to do their job. Reduce your workload and save 20 hours a week on unproductive and wasteful activities. Shatter the toxic myths around coaching to eliminate generational gaps and departmental silos. Achieve business objectives, boost sales faster, and retain more customers. Create buy-in around strategic change and improve daily performance metrics. Assess company readiness and ensure implementation of a successful and sustainable coaching initiative and create a healthy, happy workplace. "People create the mindset, mindset shapes behavior, behavior defines culture, and ultimately, culture determines success. That's why the primary business objective is: To Make Your People More Valuable."

Author : Keith Rosen
Publisher : John Wiley & Sons
Page : 288 pages
File Size : 55,9 Mb
Release : 2018-09-13
Category : Business & Economics
ISBN : 9781119483243

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Sales Leadership by Keith Rosen Pdf

"Coaching is the universal language of learning, development, and change." Imagine a workplace without fear, stress, or worry. Instead, you're acknowledged as a valued, contributing team player who doesn't sacrifice priorities, values, happiness, or your life for your job. Sound ludicrous? Consider this is a reality in many thriving organizations. Most leadership books don't apply to sales leadership. Sales leaders are uniquely and indispensably special and need to be coached in a way that's aligned with their role, core competencies, and individuality to achieve their personal goals and company objectives. What if you can successfully coach anyone in 15, 5, or even 60 seconds using one question? Sales Leadership makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, "Coaching is difficult, doesn't work, and I don't have time to coach." Since most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do others' work, create dependency, and nourish the seed of mediocrity. Great business leaders shift from doing people's jobs to developing them by learning the language of leadership coaching. In its powerful simplicity, Sales Leadership delivers a chronological path to develop a thriving coaching culture and coaching leaders who develop top performing teams and sales champions. Using Keith's intuitive LEADS Coaching FrameworkTM, the coaching talk tracks for critical conversations, and his Enrollment strategy to create loyal, unified teams, you will inspire immediate change. Now, coaching is easily woven into your daily conversations and rhythm of business so that it becomes a natural, healthy habit. In his award-winning book, Coaching Salespeople Into Sales Champions, Keith was the first Master Certified Coach to share his personal coaching playbook that is now the standard for coaching excellence. Ten years later, and one million miles traveled, he reveals the evolution of sales leadership and coaching mastery through his experiences working with Fortune 5000 companies and small businesses worldwide.

Author : Steve Johnson,Matthew Hawk
Publisher : John Wiley & Sons
Page : 224 pages
File Size : 46,5 Mb
Release : 2020-06-24
Category : Business & Economics
ISBN : 9781119685494

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Next Level Sales Coaching by Steve Johnson,Matthew Hawk Pdf

PRAISE FOR NEXT LEVEL SALES COACHING "Steve Johnson and Matthew Hawk have created the most comprehensive, actionable, step-by-step guide for successful sales management I've seen in 25 years as a corporate training and development professional. Creating sales teams that stay, sell, and succeed is a lesson in successful sales leadership that is packed with case studies, scripts, planning tools, and resources that will be invaluable resources to sales managers both new and experienced." —Corey Rewis, Learning & Development Executive, Fortune Top 100 Most Profitable Company, Fortune 100 Best Place to Work® Company "Management is dead. Ask any professional or salesperson if they want to be managed, and they'll tell you, 'I'm good.' Professionals want to grow and develop. They want someone to work with them on an individual basis to help them identify their gaps and build a plan to sharpen skills and close those gaps. That's what Steve Johnson is an expert at and what this book will help managers do at a high level. Managers can use this book to evolve their skills and migrate from being managers to becoming coaches. The 'coaching gap' is the biggest opportunity for businesses today. If managers have not yet developed coaching skills, this book will have an enormous return for those that buy it, read it, and put it to use. Our team can attest to this from firsthand experience." —David Patchen, Senior Vice President, Education and Practice Management, Raymond James Private Client Group "I loved this book as it covered all the sales processes and coaching strategies that helped us drive strong, double-digit growth over the last ten years. A must-read for sales leaders!" —Tom Chelew, Senior Vice President, Enterprise Fleet Management, Enterprise Rent-A-Car "Having implemented the sales coaching techniques described in Next Level Sales Coaching over the last decade and a half at several different companies, I've consistently seen immediate and sustained improvement on key performance metrics in both customer satisfaction and overall conversions. The 'secret sauce' is in the defined coaching processes." —Michael Hatt, Principle Program Manager, Go Learning Development Team, Amazon "Next Level Sales Coaching provides comprehensive guidance for developing and executing core sales management activities that drive predictable and profitable sales. This is a must-read and an excellent reference for those who lead—or aspire to lead—sales teams." —Dario F. Priolo, Former Executive Vice President, Miller Heiman Group

Author : Angela Siegfried
Publisher : Association for Talent Development
Page : 210 pages
File Size : 49,6 Mb
Release : 2010-02-01
Category : Business & Economics
ISBN : 9781607283966

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Sales Training Basics by Angela Siegfried Pdf

Sales Training Basics recognizes the bottom line focus of sales professionals and offers proven techniques and approaches that create engaging and impactful training. The book provides learning professionals with specific guidance on designing programs that provide the right tools and techniques that deliver on an audience focused on value. In addition, trainers and facilitators are offered guidance on accessing their most charismatic and engaging self to draw in and hold the attention of sales professionals. While the book is focused on participant expectations, it does not neglect today’s organizational mandate to build training programs aligned to company strategic needs and vision. Finally, the author provides direction on alternate pathways to sales training through the use of technology and the power of blending both classroom and technology-bases approaches that give these sales professionals what they really want – more time in the field selling.

Author : Gerardus Blokdyk
Publisher : Createspace Independent Publishing Platform
Page : 136 pages
File Size : 46,9 Mb
Release : 2018-04-04
Category : Electronic
ISBN : 1987517288

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Sales Coaching Solutions by Gerardus Blokdyk Pdf

What are the expected benefits of Sales Coaching Solutions to the business? How do we manage Sales Coaching Solutions Knowledge Management (KM)? What should the next improvement project be that is related to Sales Coaching Solutions? How can we incorporate support to ensure safe and effective use of Sales Coaching Solutions into the services that we provide? What is the total cost related to deploying Sales Coaching Solutions, including any consulting or professional services? This breakthrough Sales Coaching Solutions self-assessment will make you the reliable Sales Coaching Solutions domain leader by revealing just what you need to know to be fluent and ready for any Sales Coaching Solutions challenge. How do I reduce the effort in the Sales Coaching Solutions work to be done to get problems solved? How can I ensure that plans of action include every Sales Coaching Solutions task and that every Sales Coaching Solutions outcome is in place? How will I save time investigating strategic and tactical options and ensuring Sales Coaching Solutions costs are low? How can I deliver tailored Sales Coaching Solutions advice instantly with structured going-forward plans? There's no better guide through these mind-expanding questions than acclaimed best-selling author Gerard Blokdyk. Blokdyk ensures all Sales Coaching Solutions essentials are covered, from every angle: the Sales Coaching Solutions self-assessment shows succinctly and clearly that what needs to be clarified to organize the required activities and processes so that Sales Coaching Solutions outcomes are achieved. Contains extensive criteria grounded in past and current successful projects and activities by experienced Sales Coaching Solutions practitioners. Their mastery, combined with the easy elegance of the self-assessment, provides its superior value to you in knowing how to ensure the outcome of any efforts in Sales Coaching Solutions are maximized with professional results. Your purchase includes access details to the Sales Coaching Solutions self-assessment dashboard download which gives you your dynamically prioritized projects-ready tool and shows you exactly what to do next. Your exclusive instant access details can be found in your book.

Author : Keith Rosen
Publisher : John Wiley & Sons
Page : 360 pages
File Size : 51,6 Mb
Release : 2008-03-14
Category : Business & Economics
ISBN : IND:30000124797287

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Coaching Salespeople Into Sales Champions by Keith Rosen Pdf

If you want to become an executive sales coach, being a successful salesperson is the necessary first step, says author and expert sales coach Keith Rosen. His comprehensive guidebook on sales coaching starts with the premise that if you've always been a top sales producer, you probably have a lot to teach your sales colleagues. He tells you how to build your salespeople's skills by implementing sales coaching in clear, well-defined steps.

Author : Kevin F. Davis
Publisher : Greenleaf Book Group
Page : 248 pages
File Size : 44,6 Mb
Release : 2017-03-28
Category : Business & Economics
ISBN : 9781626343894

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The Sales Manager's Guide to Greatness by Kevin F. Davis Pdf

2018 Axiom Business Book Award Winner, Silver Medal Straightforward advice for taking your sales team to the next level! ​If your sales team isn’t producing the results expected, the pressure is on you to fix the situation fast. One option is to replace salespeople. A better option is for you to optimize your performance as a sales leader. In The Sales Manager’s Guide to Greatness, sales management consultant Kevin F. Davis offers 10 proven and distinctly practical strategies, skills, and tools for overcoming the most challenging obstacles sales managers face and moving your team ahead of the pack. This book will help you: Learn the 6 sales rep instincts that can cripple your management effectiveness, and replace these instincts with a more powerful leadership mindset – true sales leadership begins with improving the leader within Stop getting bogged down by distractions, become more proactive, and find more time to coach, lead, and inspire your salespeople Get every salesperson on your team to be more accountable and driven to achieve breakthrough sales results Master the 7 keys to hiring great salespeople Create a more customer-driven sales team by blending the buyer’s journey into your sales process Speed up the improvement of your team by mastering the 7 keys to achieving better coaching outcomes Excel at the most challenging coaching conversation you face – how to solve a sales performance problem that is caused by a rep’s lousy attitude Attain higher win-rates by intervening as a coach at the most critical stages of a buying cycle, quickly identify opportunities at risk, and coach more deals to the close Discover why so many salespeople fail at sales forecasting and how to impress your company’s upper management by submitting more accurate forecasts And much more… You can apply the strategies outlined in this book immediately to take control of your time and priorities as a sales manager, become more strategic, deliver high-performance coaching that grows revenues, and ultimately drive your team to greatness.

Author : Gerard Assey
Publisher : Collection Skills
Page : 0 pages
File Size : 48,5 Mb
Release : 2023-11-06
Category : Electronic
ISBN : 9392492235

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Coaching Skills for Sales Managers by Gerard Assey Pdf

Discover the transformative journey from being a Manager to becoming an Effective Sales Coach with 'Coaching Skills for Sales Managers.' This comprehensive guide covers the pivotal role of sales managers, emphasizing the benefits of coaching. It explores the ROI of implementing effective coaching and when to use it, uncovering the necessity for every great sales manager to wear the coaching hat. The book provides practical insights into creating the ideal coaching environment, offers a deep dive into key skill sets, and addresses common barriers to coaching. Readers will find actionable strategies for building relationships, setting clear expectations, assessing performance, and implementing various coaching techniques. It tackles challenges like managing remote sales teams and offers solutions to deal with attitude and habit issues that may affect sales personnel. With valuable coaching resources, future trends in sales coaching, and essential do's and don'ts, this book equips sales managers to lead with coaching and drive organizational success in a dynamic sales landscape.

Author : Steve Johnson,Matthew Hawk
Publisher : John Wiley & Sons
Page : 230 pages
File Size : 54,5 Mb
Release : 2020-07-21
Category : Business & Economics
ISBN : 9781119685487

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Next Level Sales Coaching by Steve Johnson,Matthew Hawk Pdf

Do you remember being "in the trenches" as a salesperson? What did you think of your sales manager? If you're like many front-line sellers, you probably didn't think she or he was a wonderful example of leadership who could inspire you to do your best in life and in work. The unfortunate truth is that many sales managers—well-meaning though they usually are—lack the skills and know-how to help their sales teams grow and achieve greater success. Over a combined 50 years of experience as salespeople, managers, coaches, and executives, authors Steve Johnson and Matthew Hawk have witnessed the do's and don'ts of top performing sales teams. Next Level Sales Coaching is the culmination of their experience. In this book, they distill what they have learned working with organizations like Google, Bank of America, Enterprise Rent-A-Car, and many more. The result is a compendium of best sales coaching practices with the power to make any sales manager into an inspirational and transformational leader. At its heart, this book is about how to integrate a person-centered development mindset into sales environments. Readers will work through practical examples, including a self-assessment, to identify the best way to implement strong coaching programs within their organizations. Each chapter concludes with takeaway questions and tips that sales leaders can use right away. From goal setting to daily sales huddles, and sales development training to analytics, Next Level Sales Coaching covers the best practices that readers will want to implement to take sales management to the next level.

Author : Gerard Assey
Publisher : Gerard Assey
Page : 164 pages
File Size : 53,7 Mb
Release : 2023-11-06
Category : Business & Economics
ISBN : 8210379456XXX

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Coaching Skills for Sales Managers by Gerard Assey Pdf

Discover the transformative journey from being a Manager to becoming an Effective Sales Coach with 'Coaching Skills for Sales Managers.' This comprehensive guide covers the pivotal role of sales managers, emphasizing the benefits of coaching. It explores the ROI of implementing effective coaching and when to use it, uncovering the necessity for every great sales manager to wear the coaching hat. The book provides practical insights into creating the ideal coaching environment, offers a deep dive into key skill sets, and addresses common barriers to coaching. Readers will find actionable strategies for building relationships, setting clear expectations, assessing performance, and implementing various coaching techniques. It tackles challenges like managing remote sales teams and offers solutions to deal with attitude and habit issues that may affect sales personnel. With valuable coaching resources, future trends in sales coaching, and essential do's and don'ts, this book equips sales managers to lead with coaching and drive organizational success in a dynamic sales landscape.

Author : Jason Jordan,Michelle Vazzana
Publisher : McGraw-Hill Education
Page : 0 pages
File Size : 42,9 Mb
Release : 2018-11-05
Category : Business & Economics
ISBN : 1260121151

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Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance by Jason Jordan,Michelle Vazzana Pdf

Make sales coaching a daily priority for top-of-game staff performance Those 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 corrections It’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.

Author : Tim Chapman,Lynn Pickford,Tony Smith
Publisher : Emerald Group Publishing
Page : 248 pages
File Size : 44,5 Mb
Release : 2020-04-22
Category : Business & Economics
ISBN : 9781789734874

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Coaching Winning Sales Teams by Tim Chapman,Lynn Pickford,Tony Smith Pdf

Through extensive research into elite coaches in the world of business and sports, this book investigates the mindset, skills and behaviours required to be a top sales coach and provides a range of practical models, tools and techniques for sales leaders and professionals to use.