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 pmlz 电子版 pdf docx 网盘 kindle azw3 下载

　　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

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.