Crushing quota : proven sales coaching tactics for breakthrough performance / Michelle Vazanna, PhD ; with Jason Jordan.

Format:

Book

Author/Creator:

Vazanna, Michelle, author.

Contributor:

Jordan, Jason, 1970- contributor.

Language:

English

Subjects (All):

Sales management.

Selling.

Physical Description:

1 online resource (xv, 264 pages) : illustrations

Place of Publication:

New York : McGraw-Hill Education, [2019]

Summary:

"How to become a top-notch sales coach, including strategies for effective sales coaching"-- Provided by publisher.

Contents:

Machine generated contents note: Section 1: Coaching

What It Is, What It Isn't, and What It Could Be

Chapter 1: The Case for Better Sales Coaching. The Size of the Coaching Problem How Training Comes into Play. The Driving Force for our Research<span style="white-space:pre"></span>A Preview of What's to Come

Chapter 2: Welcome to the Jungle<span style="white-space:pre"></span>The Rocky Transition to Sales Manager<span style="white-space:pre"></span>The Chaos of Sales Management<span style="white-space:pre"></span>Light at the End of the Tunnel

Chapter 3: Sales Coaching: How It's Wrong and Why It Fails<span style="white-space:pre"></span>The Current State of Affairs<span style="white-space:pre"></span>How Managers are Prepared to Coach<span style="white-space:pre"></span>How Sales Managers Coach (or Don't Coach)<span style="white-space:pre"></span>Inspection Disguised as Coaching<span style="white-space:pre"></span>The Curse of Knowledge: Your Biggest Blind Spot<span style="white-space:pre"></span>The Culture of Dependence

Your Worst Enemy<span style="white-space:pre"></span>The Best Path Forward

Section 2: The Groundwork for Greatness

Chapter 4: Deciding What to Coach<span style="white-space:pre"></span>The Coaching Chase<span style="white-space:pre"></span>Clarity of Task: Your Salesperson's Best Friend<span style="white-space:pre"></span>The Relationship Between Coaching and Quota Attainment<span style="white-space:pre"></span>What's Measured vs What's Manageable<span style="white-space:pre"></span>The Nature of Sales Activities<span style="white-space:pre"></span>Matching Sales Roles and Sales Processes Selecting Activities that Matter Most<span style="white-space:pre"></span>Standards as Contributor to Clarity of Task Key Takeaways: The Beginning of a Common Language for Coaching

Chapter 5: Structuring Coaching Conversations<span style="white-space:pre"></span>Creating the Right Amount of Structure Conducting Effective Coaching Conversations<span style="white-space:pre"></span>Coaching Doesn't Have to be Complicated Key Takeaways: Structuring Coaching Conversations

Chapter 6: Formalizing Sales Coaching into Your Day-to-Day Job How Formality Impacts Coaching<span style="white-space:pre"></span>Ad-Hoc versus Formal Coaching<span style="white-space:pre"></span>Formality as a Mechanism for Inspection<span style="white-space:pre"></span>There is a Rhythm to Formality<span style="white-space:pre"></span>Getting on the Right Path<span style="white-space:pre"></span>Key Takeaways: Regarding Formality

Section 3: Coaching Activities

The Itty Bitty Nitty Gritty

Chapter 7: Territory and Account Coaching<span style="white-space:pre"></span>Territory Coaching <span style="white-space:pre"></span>Structuring Territory Coaching Conversations<span style="white-space:pre"></span>Establishing a Rhythm of Territory Coaching<span style="white-space:pre"></span>Real Case Example: Strategic and Tactical Territory Coaching in Action<span style="white-space:pre"></span>Account Coaching<span style="white-space:pre"></span>Structuring Account Coaching Conversations<span style="white-space:pre"></span>Establishing a Rhythm of Opportunity Coaching<span style="white-space:pre"></span>Real Case: Putting it all Together<span style="white-space:pre"></span>Key Takeaways: Opportunity Coaching

Chapter 8: Opportunity Coaching<span style="white-space:pre"></span>The Goal of Opportunity Coaching<span style="white-space:pre"></span>Coaching Across the Buying Process<span style="white-space:pre"></span>Sales Process Meets Buying Process<span style="white-space:pre"></span>Structuring Opportunity Coaching Conversations<span style="white-space:pre"></span>Finding the Right Rhythm of Opportunity Coaching<span style="white-space:pre"></span>Real Case: Putting it all Together<span style="white-space:pre"></span>Key Takeaways: Opportunity Coaching

Chapter 9: Call Coaching<span style="white-space:pre"></span>Coaching Sales Calls Across the Buying Process<span style="white-space:pre"></span>Where to Apply Your Call Coaching Efforts<span style="white-space:pre"></span>Structuring Call Coaching Conversations<span style="white-space:pre"></span>Coaching for Better Call Planning<span style="white-space:pre"></span>Coaching Through Observation and Feedback <span style="white-space:pre"></span>Formality of Call Coaching<span style="white-space:pre"></span>Key Takeaways: Call Coaching

Chapter 10: Reality is Messy

Adapting Coaching to a Few Special Situations<span style="white-space:pre"></span>Different Sales Roles, Different Sales Activities<span style="white-space:pre"></span>Creating a Path to Results: By Role and By Salesperson<span style="white-space:pre"></span>Unique Characteristics of the Sales Assignment<span style="white-space:pre"></span>How to Ensure Coaching Happens<span style="white-space:pre"></span>Putting a Bow on It.

Notes:

Description based on print version record.

Includes index.

ISBN:

1-260-12116-X

1-260-12115-1