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Sales Coaching： Making the Great Leap from Sales Manager to Sales Coach 销售教练：实现从销售经理到销售教练的跳级书籍详细信息
- ISBN：9780071603805
- 作者：暂无作者
- 出版社：暂无出版社
- 出版时间：2008-04
- 页数：208
- 价格：209.40
- 纸张：胶版纸
- 装帧：精装
- 开本：16开
- 语言：未知
- 丛书：暂无丛书
- TAG：暂无
- 豆瓣评分：暂无豆瓣评分
内容简介：
Ask Drill-Down QuestionsSales 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
书籍目录：
Why This Second Edition?
Introduction
1. Developmental Sales Coaching—Boss to Coach
Zones
Boss versus Coach
2. Developmental Sales Coaching—Priority One
What Is Developmental Sales Coaching?
3. Developmental Sales CoachJng'-The Model
Step I: Connect and Clarify
Step 2: Compare Perceptions
Step 3: Consider Obstacles
Step 4: Construct to Remove Obstacle
Step 5: Commit to Action
Coaching Dialogue Examples I and 2:
"They Talk First" Model
Developmental Sales Coaching Model
Developmental Sales Coaching--Sales
Coach's Debriefing
4. Developmental Sales Coaching—The Skills
Ask Directive Questions
Ask Neutral Questions
Ask Open-Ended Questions
Questioning Techniques
The Power of Questions
Resolving Objections
5. Developmental Sales Coaching~Feedback
Evaluative and Developmental Feedback
Developmental Feedback Guidelines
Praise
6. Developmental Sales Coaching—Focus and Discipline
Sales Coaching Plans
Allocating Time Preparation and Follow-Up
Quarterly Developmental Sales Coaching Plan
Sales Manager's Quarterly Coaching Action Plans
Developmental Sales Coaching Session Planner and Follow-Up
Sales Manager's Postcoaching Debrief
7. Developmental Sales Coaching—Remote
Team, and In-the-Action Coaching
Telephone
Voice Mail, E-mail
Remote Coaching Essentials
Remote Coaching Model
Team Call Coaching
In-the-Action Coaching
8.Developmental Sales Coaching-Sales Meetings and Coaching Your Team
9.Developmental Sales Coaching-Peer and Self-Coaching
10.Performance Reviews and Consequence Coaching
11.Developmental Sales Coaching-Technology As a Sales Coaching Tool
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书籍介绍
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.
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