Top positive review
2 people found this helpful
Wealth of information & relevant for new as well as experienced sales managers
on September 25, 2015
For nearly a decade, I worked in a service oriented management role with my company. About 4 years ago we began shifting from a service model to a sales model. Having never been in sales, I had no idea how to be a sales manager much less a sales coach. My associates were (understandably) apprehensive about the future & their potential for success. A fellow sales manager/coach recommended this book to me & I'm very grateful he did. The book is well written, easy to digest, & logically organized. I read the book all the way through a couple of times & now I just refer to the chapters I need. The author covers a variety of topics including: an explanation of what coaching is & what it is not, different issues & personalities one might encounter when coaching, suggestions about how to handle a wide range of issues that may arise, when to let a non-performer go, & even includes a diverse list of coaching questions. What I liked best is the author's emphasis on finding ones own, natural coaching style. I highly recommend this book not just to those new to sales coaching, but established sales managers as well.