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.
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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.
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