Sales Coaching: Making the Great Leap from Sales Manager


    Sales Coaching: Making the Great Leap from Sales Manager 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 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 customersThe choice is yours Be a manager who makes your salespeople do their jobs, or be a coach who helps your salespeople succeedLinda 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."/>
  • Hardcover
  • 130 pages
  • Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
  • Linda Richardson
  • English
  • 13 March 2019
  • 0070523827

10 thoughts on “Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach

  1. says:

    One of the few Sales Coaching books out there I highly recommend it for anyone that is a front line sales leader.


  2. says:

    If I could give 3.5 stars, I would I read the second edition of this book so the chapters might be off I found this book much easier to read than others by Richardson I like how the chapters were broken up into smaller sections that held my focus and attention much better Chapter 3 was the big one that helped me the most Her step by step sales coaching model is so useful I even photo copied and printed out the little worksheets in the book From there, chapters 5 to 10 slowed down for me If I could give 3.5 stars, I would I read the second edition of this book so the chapters might be off I found this book much easier to read than others by Richardson I like how the chapters were broken up into smaller sections that held my focus and attention much better Chapter 3 was the big one that helped me the most Her step by step sales coaching model is so useful I even photo copied and printed out the little worksheets in the book From there, chapters 5 to 10 slowed down for me a little Still a very useful book to help not only with sales coaching but helps you with communication all around


  3. says:

    Even though Sales Coaching was written in 1996, it is just as relevant today as the first time I read it in the late 1990 s One primary theme is that coaching helps people remove obstacles and becomeself sufficient So you do not need to be a Sales Manager or Business Owner to benefit from reading and learning from Linda Richardson s classic business book I ve applied many of these concepts to family life, church organizations and volunteer work If you are motivated to make a differen Even though Sales Coaching was written in 1996, it is just as relevant today as the first time I read it in the late 1990 s One primary theme is that coaching helps people remove obstacles and becomeself sufficient So you do not need to be a Sales Manager or Business Owner to benefit from reading and learning from Linda Richardson s classic business book I ve applied many of these concepts to family life, church organizations and volunteer work If you are motivated to make a difference in the world, than I would recommend that you read Sales Coaching at least twice One of my favorite quotes from the book is Coaching takes Strength real emotional muscle page 91It is a privilege when you are in the Coach role If you try to be analytical without taking in culture, values, feelings then you may misread a situation In both professional and personal situations, I ve found that emotional intelligence is vital in assisting others to become capable, dynamic citizens Linda Richardson makes an early observation that most coaching comes in the form of telling The point is that we should ask questions and let people come to their own conclusions This shows respect and allows learning and growth to occur By asking questions, you can establish a dialogue based on actual behaviors These conversations can then take place over time and be referenced in different situations My critique of the Sales Coaching is the author s point that coaching is about how to change by doing things differently Most really good sales people find what works and do it over and over again They find the best practices, or success habits, of achievers and pattern their attitudes and behavior to reach new levels of performance There are times to get people to change their behavior and there are times to reinforce what people are doing right Saying coaching is all about how to change sounds like a corporate clich To elaborate, let s compare business coaching to a really good golf lesson The best golf instructors observe, ask questions and make small changes over time One lesson that I took involved being recorded on a digital recorder My swing was compared to the swing of a golfing professional The technology allowed frame by frame assessment My golf coach pointed out my strengths and areas of improvement Small changes were made and my golf game improved This also allowed me to develop a deeper understanding of the game so I could enjoy it to the fullest A coaching mindset in business follows a similar theme We help people identify and remove obstacles so that they can beproductive and enjoy their careers The art of asking questions helps the people that you mentor to compare their behaviors of high performing sales people Sales Coaching gets a four star recommendation as both a skill building book and a tool kit There are plenty of examples with excellent questions There are also checklists and forms that you can use as resources Charlie Van Heckewww.salestrainer4u.com


  4. says:

    Also read for work.


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Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach[PDF / EPUB] Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach 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 m Go from manager to Making the Kindle Ò 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 Sales Coaching: PDF or 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 Coaching: Making the MOBI ☆ 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 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 customersThe choice is yours Be a manager who makes your salespeople do their jobs, or be a coach who helps your salespeople succeedLinda 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.


About the Author: Linda Richardson

Is a well known Making the Kindle Ò author, some of his books are a fascination for readers like in the Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach book, this is one of the most wanted Linda Richardson author readers around the world.