Coaching winning sales teams : insights from the world of sport and business / Tim Chapman (Sales EQ Limited, UK), Lynn Pickford (leadership and sales coach, UK), Tony Smith (Hull Kingston Rovers RFC, UK).

Format:

Book

Author/Creator:

Chapman, Tim, author.

Pickford, Lynn, author.

Smith, Tony, author.

Language:

English

Subjects (All):

Sales personnel--Training of.

Sales personnel.

Employees--Coaching of.

Employees.

Teams in the workplace.

Physical Description:

1 online resource (227 pages)

Edition:

1st ed.

Place of Publication:

Bingley, England : Emerald Publishing, [2020]

Summary:

Great sales coaching positively impacts individual, team and organisational sales performance. However, in today's results-driven and time-poor business world, the embedding of sales coaching into everyday practice is often overlooked. This guide utilises the authors' own experiences of helping companies and individuals turn average, static and infrequent sales coaching regimes into successful business strategies for winning sales teams. Looking at the reality of sales coaching today, the book explores the how, what and why of sales coaching. Through extensive research into elite coaches in the world of business and sports the authors explore the mindset, skills and behaviours required to be a top sales coach. They also consider how to be coached. How the sales person can overcome any natural shyness, fear of performance critique and seek out specific, timely and actionable coaching feedback. Using the latest thinking in neuroleadership and psychology, the book outlines the nine key behaviours of a great coach and provides a range of practical sales coaching models, tools and techniques which can be easily integrated into a sales leaders every-day pressurised role. Coaching Winning Sales Teams is an essential read for sales leaders and professionals, alongside researchers and practitioners working in HR, Learning and Development and Sales Effectiveness.

Contents:

Chapter 1. Introduction

Chapter 2. You as coach, your inner coach

Chapter 3. The outer coach: the skills and behaviours of great coaches

Chapter 4. Being coached

Chapter 5. Structure, process and models

Chapter 6. Preparing to coach

Chapter 7. Coaching winning sales teams in action

Chapter 8. Coaching winning sales teams, the how

Chapter 9. Final thoughts

Chapter 10. Meet our coaches.

Notes:

Includes index.

Includes bibliographical references.

Print version record.

ISBN:

9781789734874

1789734878

9781789734898

1789734894