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).
Material type:
TextPublisher: Emerald Publishing Limited, Description: 1 online resource (248 pages) ; cmISBN: 9781789734898Subject(s): Sales personnel -- Training of | Employees -- Coaching of | Teams in the workplace | Business & Economics -- Training | Management: leadership & motivationAdditional physical formats: No titleDDC classification: 658.31245 LOC classification: HF5439.8 | .C43 2020Online resources: Click here to access online | Item type | Current library | Call number | URL | Status | Date due | Barcode | Item holds |
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eBook
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Digital Library
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| HF5429 .R48 2020 Retail futures : | HF5429.23 .M53 2007 MicroFranchising | HF5429.235.A8 B83 2020 Australian franchising code of conduct : | HF5439.8 .C43 2020 Coaching winning sales teams : | HF5472.U6 T36 2003 Public Markets and Civic Culture in Nineteenth-Century America | HF5475.C6 K43 2012 Market platforms, industrial clusters and small business dynamics | HF5548 .H387 2009 Punched-Card Systems and the Early Information Explosion, 1880-1945 |
Includes index.
Includes bibliographical references.
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.
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.
Print version record.
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