000			03347nam a2200457Ii 4500
001			9781789734898
003			UtOrBLW
005			20210303084753.0
006			m o d
007			cr un|||||||||
008			200518s2020 enk ob 001 0 eng d
020			_a9781789734898
040			_aUtOrBLW _beng _erda _cUtOrBLW
050		4	_aHF5439.8 _b.C43 2020
072		7	_aBUS066000 _2bisacsh
072		7	_aKJMB _2bicssc
080			_a658
082	0	4	_a658.31245 _223
100	1		_aChapman, Tim, _eauthor.
245	1	0	_aCoaching winning sales teams : _binsights from the world of sport and business / _cTim Chapman (Sales EQ Limited, UK), Lynn Pickford (leadership and sales coach, UK), Tony Smith (Hull Kingston Rovers RFC, UK).
264		1	_bEmerald Publishing Limited,
300			_a1 online resource (248 pages) ; _ccm
500			_aIncludes index.
504			_aIncludes bibliographical references.
505	0		_aChapter 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.
520			_aGreat 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.
588	0		_aPrint version record.
650		0	_aSales personnel _xTraining of.
650		0	_aEmployees _xCoaching of.
650		0	_aTeams in the workplace.
650		7	_aBusiness & Economics _xTraining. _2bisacsh
650		7	_aManagement: leadership & motivation. _2bicssc
700	1		_aPickford, Lynn, _eauthor.
700	1		_aSmith, Tony, _eauthor.
776			_z9781789734881
856	4	0	_uhttps://doi.org/10.1108/9781789734874
999			_c29495 _d29495