Sales Coaching by Linda Richardson (1996, Hardcover, Illustrated)

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
• 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.