Next Level Sales Coaching

Author : Steve Johnson
Publisher : John Wiley & Sons
ISBN 13 : 1119685486
Total Pages : 230 pages
Book Rating : 4.87/5 ( download)

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Download or read book Next Level Sales Coaching written by Steve Johnson and published by John Wiley & Sons. This book was released on 2020-07-21 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : Linda Richardson
Publisher : McGraw Hill Professional
ISBN 13 : 9780070523821
Total Pages : 204 pages
Book Rating : 4.27/5 ( download)

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Download or read book Sales Coaching written by Linda Richardson and published by McGraw Hill Professional. This book was released on 1996 with total page 204 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : Nick Kane
Publisher : John Wiley & Sons
ISBN 13 : 1119052580
Total Pages : 230 pages
Book Rating : 4.86/5 ( download)

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Download or read book Critical Selling written by Nick Kane and published by John Wiley & Sons. This book was released on 2015-09-28 with total page 230 pages. Available in PDF, EPUB and Kindle. Book excerpt: Master these top-performing sales skills to dominate the marketplace Critical Selling is a dynamic and powerful guide for transforming your sales approach and outperforming your competition. This book is based on Janek Performance Group's, an award winning sales performance company, most popular sales training program, Critical Selling®. Let authors Justin Zappulla and Nick Kane, Managing Partners at Janek, lead you through their flagship sales training methodology to provide you with the strategies, skills and best practices you need to accelerate the sales process and close more deals. From the initial contact to closing the deal, this book details the winning strategies and skills that have supercharged the sales force of program alumni like OptumHealth, Santander Bank, Daimler Trucks, California Casualty, and many more. Concrete, actionable steps show you how to plan a productive sales call, identify customer needs, differentiate yourself from the competition, and wrap up the sale. You'll also learn proven techniques for building rapport, overcoming objections, dealing with price pressures, and handling the million little things that can derail an otherwise positive sales interaction. Sales are the lifeblood of your company. Are they meeting your expectations? What if you could exceed projected sales figures and blow your competition out of the water? This book provides the research-based framework to ignite your sales team and excite your customer base, for sustainable success in today's market. Let Critical Selling® show you how to: Connect with customers on a deeper level to build trust Present a persuasive and value-based solution tailored to your customer’s needs Handle pricing pressure, doubt, and objections with confidence Utilize proven methodologies that help you close the sale Sales is about so much more than exchanging goods or services for cash. It's about relationships, it's about outperforming the competition, it's about demonstrating real value, and it's about understanding and solving people's problems. Critical Selling shows you how to bring it all together, using proven techniques based on real sales performance research.

Author : Keith Rosen
Publisher : John Wiley & Sons
ISBN 13 : 1119483255
Total Pages : 295 pages
Book Rating : 4.50/5 ( download)

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Download or read book Sales Leadership written by Keith Rosen and published by John Wiley & Sons. This book was released on 2018-09-25 with total page 295 pages. Available in PDF, EPUB and Kindle. Book excerpt: "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 : Mike Weinberg
Publisher : AMACOM Div American Mgmt Assn
ISBN 13 : 0814431771
Total Pages : 242 pages
Book Rating : 4.71/5 ( download)

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Download or read book New Sales written by Mike Weinberg and published by AMACOM Div American Mgmt Assn. This book was released on 2013 with total page 242 pages. Available in PDF, EPUB and Kindle. Book excerpt: Selected by HubSpot as one of the Top 20 Sales Books of All Time No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Whether you're a sales rep, sales manager, or a professional services executive, if you are expected to bring in new business, you need a proven formula for prospecting, developing, and closing deals. New Sales. Simplified. is the answer. You'll learn how to: * Identify a strategic, finite, workable list of genuine prospects * Draft a compelling, customer-focused "sales story" * Perfect the proactive telephone call to get face-to-face with more prospects * Use email, voicemail, and social media to your advantage * Overcome-even prevent-every buyer's anti-salesperson reflex * Build rapport, because people buy from people they like and trust * Prepare for and structure a winning sales call * Stop presenting and start dialoguing with buyers * Make time in your calendar for business development activities * And much more Packed with examples and anecdotes, New Sales. Simplified. balances a blunt (and often funny) look at what most salespeople and executives do wrong with an easy-to-follow plan for ramping up new business starting today.

Author : Linda Richardson
Publisher : McGraw Hill Professional
ISBN 13 : 9780071603812
Total Pages : 208 pages
Book Rating : 4.16/5 ( download)

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Download or read book Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach written by Linda Richardson and published by McGraw Hill Professional. This book was released on 2008-11-02 with total page 208 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.

Author : Keith Rosen
Publisher : John Wiley & Sons
ISBN 13 : 0470142510
Total Pages : 356 pages
Book Rating : 4.16/5 ( download)

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Download or read book Coaching Salespeople into Sales Champions written by Keith Rosen and published by John Wiley & Sons. This book was released on 2008-03-14 with total page 356 pages. Available in PDF, EPUB and Kindle. Book excerpt: Sales training doesn’t develop sales champions. Managers do. The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching Framework™ used by the world’s top organizations, you’ll get your sales and management teams to perform better - fast. Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation. You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. You’ll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster. Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to: Boost sales, productivity and personal accountability, while reducing your workload Conduct customer/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities Achieve a long term ROI from coaching by ensuring it’s woven into your daily rhythm of business Design, launch and sustain a successful internal coaching program Turn-around underperformers in 30 days or less Build deeper trust and handle difficult conversations by creating alignment around each person’s goals and your objectives Coach and retain your top performers Collaborate more powerfully and communicate like a world-class leader Training develops salespeople. Coaching develops sales champions. Your new competitive edge.

Author : Thomas Batchelder
Publisher : Dog Ear Publishing
ISBN 13 : 1457554267
Total Pages : 122 pages
Book Rating : 4.61/5 ( download)

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Download or read book Selling 180 - A Different Approach to New Business Development written by Thomas Batchelder and published by Dog Ear Publishing. This book was released on 2018-11-29 with total page 122 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book challenges your ideas about selling and provides a fresh approach to prospecting, qualifying and closing new business. You'll get practical tips on how to: > Create prospecting emails that can get a 50% response rate > Get a reply from an unresponsive prospect in 30 minutes or less > Create a more compelling value proposition (without buzzwords) to attract ideal clients > Use five key questions for prospects that ensure you waste less time > Shift the traditional buyer-selling dynamic—where YOU are in control > Build a team culture that can recruit, retain and develop top talent "Since being introduced to Tom's principles, my sales are up 35% and my funnel of qualified prospects has more than doubled. I now have a focused process to prospect, qualify and earn longtime clients. Tom's approach is more conversational, more open and honest, and definitely more effective. The resulting sales are larger, margins are higher, and the sales cycle is shorter." — Scott Whitney, Sales Representative "This approach gave my team a different way to think about sales, a new language that is much more human, and a systematic process that allows us to be in control with prospects and clients." — Roseanne Luth, CEO

Author : Kevin F. Davis
Publisher : Greenleaf Book Group
ISBN 13 : 1626343896
Total Pages : 248 pages
Book Rating : 4.94/5 ( download)

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Download or read book The Sales Manager's Guide to Greatness written by Kevin F. Davis and published by Greenleaf Book Group. This book was released on 2017-03-28 with total page 248 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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 : Carol Gould
Publisher : Advantage Media Group
ISBN 13 : 1599326795
Total Pages : 240 pages
Book Rating : 4.95/5 ( download)

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Download or read book Biz Dev Done Right written by Carol Gould and published by Advantage Media Group. This book was released on 2015-08-20 with total page 240 pages. Available in PDF, EPUB and Kindle. Book excerpt: BIZ DEV DONE RIGHT is devoted to helping business owners, sales VPs, and sellers uncover and manage the blind spots in the sales process that keep you from the success you deserve. Learn the practical and powerful information you need to IMMEDIATELY accelerate next level results. When business development is done right, there is no limit to what your company can accomplish!