Home Page Icon
Home Page
Table of Contents for
Cover
Close
Cover
by Steve Johnson, Matthew Hawk
Next Level Sales Coaching
Cover
Introduction
Why We Wrote This Book
Who This Book is For
Who We Are
1 The Case for Sales Coaching
Dynamic Sales Coaching is Better than Random Sales Coaching
The Benefits of Reading (and Using!) This Book
What's in This Book
What's NOT in This Book
Are You Ready?
The Road Ahead
2 Why Coaching Fails or Fails to Happen
Personal Background
Company Culture
Quantity: Why Managers Don't Coach Enough
Quality: Why Sales Managers Coach Ineffectively
3 Sales Coaching Model and Self-Assessment
Sales Coaching Model
Sales Manager Attitudes
Sales Manager Self-Assessment: Attitudes and Activities
Impact of Coaching
4 Review and Plan Meetings
Planning Varies by Type of Sales Organization
Benefits of Review and Plan Conversations
Review and Plan Conversation
Review and Plan Meeting Tips
5 Goal-Setting Meetings
Why Salespeople Miss Expectations
Guidelines for Conducting Goal-Setting Meetings
Goal-Setting Meeting Overview
Goal-Setting Meeting Process
Addressing Attitude Issues on Your Team: The Classic Types
Goal-Setting Meeting Best Practices
6 Skill Development Training
Talent is Overrated
Skill Development Training Challenges
Benefits of Skill Development Training
Opportunities for Skill Development Training
Skill Development Training Steps
Types of Feedback in Skill Development Training
Skill Development Training Tips
7 Check-Ins
How Check-Ins Impact Your Sales Team in a Positive Way
How to Check In
8 Performance Feedback
The Practice Coach, the Game Coach, Then the Practice Coach
Define Roles and Responsibilities
Performance Feedback Process
Performance Feedback Form
Insights on Performance Feedback
9 Sales Meetings
Top Ten Reasons Why Salespeople Hate Sales Meetings
Sales Meeting Agenda
The End Game
Preparation
Welcome/Overview Agenda
Opening Inspiration
Success Stories
Skills Development Training
Goal Reporting and Goal Setting
Summary and Action Steps
Next-Meeting Logistics
Closing Inspiration
Other Activities
10 Sales Huddles
Benefits of Sales Huddles
How to Recognize Effective Sales Huddles
Sales Huddle Example Scripting
11 Sales and Service Coaching in the Contact Center
A Tale of Two Coaches
Make Time
Use Non-Scored Feedback
Coach Proactively
Focus on One Behavior at a Time
Use “MAPs” – Micro Action Plans
Use Questions to Coach
Recognize People
Calibrate
12 Sales Enablement Best Practices
Micro Learning
Video
Web Conferencing and Video Chat
Competency Assessment Tools
Field Coaching Tools
Machine Learning/Artificial Intelligence
Analytics
Appendix: Sales Coaching Cadences
References/Further Reading
Acknowledgments
Steve's Acknowledgments
Matt's Acknowledgments
About the Authors
Index
End User License Agreement
Search in book...
Toggle Font Controls
Playlists
Add To
Create new playlist
Name your new playlist
Playlist description (optional)
Cancel
Create playlist
Sign In
Email address
Password
Forgot Password?
Create account
Login
or
Continue with Facebook
Continue with Google
Sign Up
Full Name
Email address
Confirm Email Address
Password
Login
Create account
or
Continue with Facebook
Continue with Google
Next
Next Chapter
Table of Contents
Add Highlight
No Comment
..................Content has been hidden....................
You can't read the all page of ebook, please click
here
login for view all page.
Day Mode
Cloud Mode
Night Mode
Reset