Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
Seiten
1996
McGraw-Hill Professional (Verlag)
978-0-07-052382-1 (ISBN)
McGraw-Hill Professional (Verlag)
978-0-07-052382-1 (ISBN)
- Titel ist leider vergriffen;
keine Neuauflage - Artikel merken
Zu diesem Artikel existiert eine Nachauflage
Shows 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; and, increase your skill and comfort with giving feedback.
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; and increase the success and fun you have with your salespeople.Here is the first book on the coaching process written exclusively for sales managers - a brief, concise primer with the fundamentals, nuances, examples, and tools you need for moving fast from boss to coach.
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; and increase the success and fun you have with your salespeople.Here is the first book on the coaching process written exclusively for sales managers - a brief, concise primer with the fundamentals, nuances, examples, and tools you need for moving fast from boss to coach.
Linda Richardson is presidetn of The Richardson Company, sales and leadership consultants to business. She teaches at the University of Pennsylvania's Wharton School and is the author of Selling By Phone, Stop Telling, Start Selling; and Winning Group Sales Presentations.
Coach vs.Boss: The Mind Set.Obstacles to Coaching.A Team of Two.Critical Success Factors for Coaching.Why Coach? Giving Evaluative Feedback.Giving Developmental Feedback.The Balance.The ``Boss'' Model.The ``Coach'' Model.How to Give Feedback.``They Talk First''.Giving Balanced Feedback: Positives and Areas for Improvement.Be Specific.Focus on a Few Key Things--Don't Overload.Be the Model.Be Open and Honest.Developmental Coaching.
| Zusatzinfo | 12 Illustrations, unspecified |
|---|---|
| Sprache | englisch |
| Maße | 160 x 236 mm |
| Gewicht | 374 g |
| Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
| Wirtschaft ► Betriebswirtschaft / Management ► Personalwesen | |
| ISBN-10 | 0-07-052382-7 / 0070523827 |
| ISBN-13 | 978-0-07-052382-1 / 9780070523821 |
| Zustand | Neuware |
| Informationen gemäß Produktsicherheitsverordnung (GPSR) | |
| Haben Sie eine Frage zum Produkt? |
Mehr entdecken
aus dem Bereich
aus dem Bereich
Grundlagen marktorientierter Unternehmensführung : Konzepte, …
Buch (2024)
Springer Gabler (Verlag)
CHF 69,95
Strategien, Geschäftsmodelle und Technologien
Buch | Hardcover (2024)
Springer Gabler (Verlag)
CHF 97,95
Aufgaben, Werkzeuge und Erfolgsfaktoren
Buch | Softcover (2023)
Vahlen (Verlag)
CHF 30,65
