Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach - Couverture rigide

Richardson, Linda

Couverture rigide

ISBN 10 : 0070523827 ISBN 13 : 9780070523821

Editeur : McGraw-Hill Professional, 1996

Synopsis

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.

A propos du livre

À propos de l?auteur

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.

Détails de l'édition

• Éditeur: McGraw-Hill Professional
• Date d'édition: 1996
• Langue: anglais
• ISBN 10: 0070523827
• ISBN 13: 9780070523821
• Reliure: Relié
• Nombre de pages: 192
• Coordonnées du fabricant: non disponible
• Personne responsable: non disponible