Author: Linda Richardson
Publisher: McGraw Hill Professional
ISBN: 0071603816
Category : Business & Economics
Languages : en
Pages : 207
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Book Description
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: Linda Richardson
Publisher: McGraw Hill Professional
ISBN: 9780070523821
Category : Business & Economics
Languages : en
Pages : 204
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Book Description
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: Mark Welch
Publisher: Figure 1 Publishing
ISBN: 1773270451
Category : Business & Economics
Languages : en
Pages : 246
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Book Description
You are competing in a highly fragmented, highly competitive marketplace where decision makers are more knowledgeable, less risk averse, and busier than ever. As a result, making your numbers is tougher and more challenging than ever. You’re trying to figure out how to get the attention of new customers and to add value along the sales process to close business. And you’re coping with a potentially underperforming and unengaged sales team, despite investments in sales resources, such as training and technology, marketing content, CRM, and other tools to increase sales effectiveness. But you, like other sales leaders you talk with, are not getting the payoff from these investments. You see the data: • Businesses are spending more on training, but there is little correlation to ROI (ATD, 2015) • Without follow-up and coaching/mentoring, salespeople fail to retain 80% to 90% of what they learned in training within a month (Sales Alliance, 2014) • CRM holds a
Author: Gerard Assey
Publisher: Gerard Assey
ISBN:
Category : Business & Economics
Languages : en
Pages : 164
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Book Description
Discover the transformative journey from being a Manager to becoming an Effective Sales Coach with 'Coaching Skills for Sales Managers.' This comprehensive guide covers the pivotal role of sales managers, emphasizing the benefits of coaching. It explores the ROI of implementing effective coaching and when to use it, uncovering the necessity for every great sales manager to wear the coaching hat. The book provides practical insights into creating the ideal coaching environment, offers a deep dive into key skill sets, and addresses common barriers to coaching. Readers will find actionable strategies for building relationships, setting clear expectations, assessing performance, and implementing various coaching techniques. It tackles challenges like managing remote sales teams and offers solutions to deal with attitude and habit issues that may affect sales personnel. With valuable coaching resources, future trends in sales coaching, and essential do's and don'ts, this book equips sales managers to lead with coaching and drive organizational success in a dynamic sales landscape.
Author: Linda Richardson
Publisher: McGraw Hill Professional
ISBN: 0071641696
Category : Business & Economics
Languages : en
Pages : 210
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Book Description
The USA Today and New York Times Bestseller! Meet your sales objective and close more business in 20 minutes a day CONNECT with your customer immediately EXPLORE customer needs thoroughly and quickly LEVERAGE your solutions persuasively RESOLVE your customer’s questions and objections confidently ACT when the time is right "Your thinking 'What? Another book about selling?' Wrong! This book is about winning! These days, when those of us who sell need every molecule of competitive edge we can muster, Linda cleverly pulls it together for us. And she does it with a voice radiating experience, knowledge, and sincere empathy for the challenging job we all have." --Dave Stein, CEO & Founder, ES Research Group, Inc., and author of How Winners Sell "In five steps, Linda helps you master the process of the sales call to a tee, freeing your creativity to focus on your customer and deal with the unexpected that will always occur." --Larry Wilson, sales leadership guru and bestselling author "For years, Linda Richardson has been one of the top two or three sales training consultants in the world. This is invaluable material and a must-read for anybody who cares about success in selling." --Geoffrey James, journalist and author of the popular blog, "Sales Machine"
Author: Steve Johnson
Publisher: John Wiley & Sons
ISBN: 1119685486
Category : Business & Economics
Languages : en
Pages : 230
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Book Description
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: Eric Taylor
Publisher: John Wiley & Sons
ISBN: 0470651504
Category : Business & Economics
Languages : en
Pages : 548
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Book Description
Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges: No prior sales education or training Lack of formalized sales training, resources, and methodologies provided by their companies Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies A consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world: Acclivus*AchieveGlobal*Action Selling*Tony Allesandra*Brian Azar*Baker Communications, Inc.*Mike Bosworth*Ian Brodie*Ed Brodow*Mike Brooks*Bob Burg*Jim Cathcart*Robert Cialdini PhD*Communispond, Inc.*Tim Connor*CustomerCentric Selling*Dale Carnegie*Sam Deep*Bryan Dodge*Barry Farber*Jonathan Farrington*Jeffrey Fox*Colleen Francis*FranklinCovey Sales Performance Solutions*Thomas A. Freese*Patricia Fripp*Ari Galper*General Physics Corporation*Jeffrey Gitomer*Charles H. Green*Ford Harding*Holden International*Chet Holmes*Tom Hopkins*Huthwaite, Inc.*Imparta, Ltd.*InfoMentis, Inc.*Integrity Solutions*Janek Performance Group, Inc.*Tony Jeary*Dave Kahle*Ron Karr*Knowledge-Advantage, Inc.*Jill Konrath*Dave Kurlan*Ron LaVine*Kendra Lee*Ray Leone*Chris Lytle*Paul McCord*Mercuri International*Miller Heiman, Inc.*Anne Miller*Dr. Ivan Misner*Michael Macedonio*Sharon Drew Morgen*Napoleon Hill Foundation*Michael Oliver*Rick Page*Anthony Parinello*Michael Port*Porter Henry*Prime Resource Group, Inc.*Neil Rackham*Revenue Storm*Linda Richardson*Keith Rosen*Frank Rumbauskas*Sales Performance International, Inc.*Sandler Training*Dr. Tom Sant*Stephan Schiffman*Dan Seidman*Blair Singer*Terri Sjodin*Art Sobczak*Drew Stevens, PhD*STI International*The Brooks Group*The Friedman Group*The TAS Group*Brian Tracy*ValueSelling Associates*Wendy Weiss&*Jacques Werth*Floyd Wickman*Wilson Learning*Dirk Zeller*Tom Ziglar*Zig Ziglar
Author: Mark Roberge
Publisher: John Wiley & Sons
ISBN: 111904717X
Category : Business & Economics
Languages : en
Pages : 224
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Book Description
Use data, technology, and inbound selling to build a remarkable team and accelerate sales The Sales Acceleration Formula provides a scalable, predictable approach to growing revenue and building a winning sales team. Everyone wants to build the next $100 million business and author Mark Roberge has actually done it using a unique methodology that he shares with his readers. As an MIT alum with an engineering background, Roberge challenged the conventional methods of scaling sales utilizing the metrics-driven, process-oriented lens through which he was trained to see the world. In this book, he reveals his formulas for success. Readers will learn how to apply data, technology, and inbound selling to every aspect of accelerating sales, including hiring, training, managing, and generating demand. As SVP of Worldwide Sales and Services for software company HubSpot, Mark led hundreds of his employees to the acquisition and retention of the company's first 10,000 customers across more than 60 countries. This book outlines his approach and provides an action plan for others to replicate his success, including the following key elements: Hire the same successful salesperson every time — The Sales Hiring Formula Train every salesperson in the same manner — The Sales Training Formula Hold salespeople accountable to the same sales process — The Sales Management Formula Provide salespeople with the same quality and quantity of leads every month — The Demand Generation Formula Leverage technology to enable better buying for customers and faster selling for salespeople Business owners, sales executives, and investors are all looking to turn their brilliant ideas into the next $100 million revenue business. Often, the biggest challenge they face is the task of scaling sales. They crave a blueprint for success, but fail to find it because sales has traditionally been referred to as an art form, rather than a science. You can't major in sales in college. Many people question whether sales can even be taught. Executives and entrepreneurs are often left feeling helpless and hopeless. The Sales Acceleration Formula completely alters this paradigm. In today's digital world, in which every action is logged and masses of data sit at our fingertips, building a sales team no longer needs to be an art form. There is a process. Sales can be predictable. A formula does exist.
Author: Michael G. Malaghan
Publisher: McGraw Hill Professional
ISBN: 0071466991
Category : Business & Economics
Languages : en
Pages : 289
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Book Description
A direct sales superstar offers his tips on how to manage and grow quotabusting sales teams One of today's fastest-growing enterprise sectors, direct sales employs 10 million people. Of that number, 2 million are managers. The most respected name in the business and a living legend, Michael Malaghan has done more than $2 billion worth of direct sales business over the past decade. In Making Millions in Direct Sales, he shares what he knows about assembling, managing, and motivating supercharged sales teams. Managers and those who aspire to become managers learn: Eight essential activities every direct sales manager must master 14 great motivators every sales manager should know How to combine sales contents and commissions in a unified motivational system
Author: Kevin F. Davis
Publisher: Greenleaf Book Group
ISBN: 1626343896
Category : Business & Economics
Languages : en
Pages : 164
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Book Description
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.
