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Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach, by Linda Richardson
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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.
- Sales Rank: #698113 in Books
- Brand: Richardson, Linda
- Published on: 2008-11-24
- Original language: English
- Number of items: 1
- Dimensions: 9.30" h x .80" w x 6.30" l, 1.00 pounds
- Binding: Hardcover
- 208 pages
About the Author
Linda Richardson is founder and executive chairwoman of Richardson, a leader in the global sales training industry. The recipient of many high-level sales awards, she is the author of numerous influential books, including Selling by Phone, Sales Coaching, and the New York Times bestselling Perfect Selling. She also teaches sales and management at The Wharton School and the University of Pennsylvania.
Most helpful customer reviews
0 of 0 people found the following review helpful.
KINDLE VERSION not as Useful!
By NanetteHF
I bought the KINDLE version which I now regret. The three stars isn't for the content of the book as much as it is the FORMAT on a kindle. There are things in the appendix that refer to page numbers in the printed book. As anyone with a KINDLE knows, that means nothing in the Kindle world. There is no easy way to find what you are looking for. The content of the book and the writing style is GREAT. You will learn something in the first two chapters and want to keep reading. Sometimes, having a real, hardbound book in hand it the way to go.
0 of 0 people found the following review helpful.
found it very useful
By Ana Ibarra
Book for someone, found it very useful
0 of 0 people found the following review helpful.
Five Stars
By Robert Winters
A must have for sales leaders.
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