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Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach Hardcover – September 1, 1996

ISBN-13: 063-9785300953 ISBN-10: 0070523827 Edition: 1st

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Product Details

  • Hardcover: 130 pages
  • Publisher: McGraw-Hill; 1st edition (September 1, 1996)
  • Language: English
  • ISBN-10: 0070523827
  • ISBN-13: 978-0070523821
  • Product Dimensions: 6.2 x 0.6 x 9.1 inches
  • Shipping Weight: 1 pounds
  • Average Customer Review: 4.3 out of 5 stars  See all reviews (7 customer reviews)
  • Amazon Best Sellers Rank: #1,909,151 in Books (See Top 100 in Books)

Editorial Reviews

From the Back Cover

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.

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

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Customer Reviews

4.3 out of 5 stars
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Most Helpful Customer Reviews

82 of 88 people found the following review helpful By Jeffrey R. Shore on September 22, 1999
Format: Hardcover
I often say to Sales Managers, "Show me a great Sales Manager with lousy salespeople and I will show you a lousy Sales Manager." Then I tell them to read 'Sales Coaching.'
Linda Richardson has constructed the ultimate step-by-step guide in getting managers to reevaluate their priorities and focus their attention on improving the sales staff through effective developmental coaching. The book is easy to read and full of practical tips and coaching models that will make any sales team more productive.
Most importantly, unlike many sales management books, this work translates into practical application without the brain damage. Sales Managers should be able to apply these principles immediately. Read this with a highlighter in your hand - and be prepared to transform your sales management approach.
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6 of 7 people found the following review helpful By Coaching Diva on September 8, 2005
Format: Hardcover
This was an excellent book. The topics included were very applicable to creating a coaching culture. It is very straight forward and easy to read and comprehend! This book will be extremely helpful in creating a coaching culture in a sales call center environment.
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By dodi on June 1, 2013
Format: Kindle Edition Verified Purchase
I needed a clear sales coaching guide, easy to follow, and practical. It does the job and send across a clear message.
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By C. Tang on January 3, 2007
Format: Hardcover
Very practical and helpful for anyone who want to be effective coaches. Ms. Richardson really understands what most managers and sales persons tend to do in a coaching situation and was able to 'coach' readers in how to avoid common pitfalls.
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