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COACHING FOR SALES SUCCESS
Consider this . . .
56% of salespeople say they are not being coached the right way.
57% of salespeople say they want more coaching from their sales managers.
60% of salespeople say they want better coaching from their sales managers.
. . .Whew! Could there be a more pressing need for sales managers.
COACHING FOR SALES SUCCESS provides sales managers with a model for building the value added sales culture. As they read this book, they learn to think, plan, and execute strategically. This book begins with a culture-building exercise to help sales managers develop a core focus. Each chapter builds on the previous chapter, as it helps sales managers construct a value added sales management infrastructure around this core focus. By the time sales managers complete reading this book, they will have completed a strategic planning exercise to guide their sales organizations to success. The last section in this book offers sixteen follow-up training exercises to help sales managers prepare their salespeople for the rigors of Value-Added Selling. These are the main topics in this book.
§ Create the value added sales culture
§ Hire the right people
§ Set goals that motivate
§ Train your salespeople for success
§ Pay for performance
§ Motivate your salespeople
§ Coach your salespeople to success
§ Coach your team to succeed
ISBN: 0-944448-27-5
$24.95 USD
Publisher: Motivation Press, paperback cover, 179 pages