Next Level Sales Coaching - How to Build a Sales Team That Stays, Sells, and Succeeds

Informationen zum Autor STEVE JOHNSON is the President and Founder of The Next Level Sales Consulting. He has been working with clients to increase their sales effectiveness for over 35 years. Steve has developed hundreds of selling programs for clients such as Morgan Stanley, Merrill Lynch, and U. S. Bank. He is the coauthor of Selling is Everyone's Business and If You're Not Out Selling, You're Being Outsold . MATTHEW HAWK, PHD, is Vice President of Instructional Design and Training Delivery at Synchrony. Matthew earned his doctorate from Yale University and is a member, contributing author, and speaker on the topic of sales enablement for the Association for Talent Development. Klappentext Do you remember being "in the trenches" as a salesperson? What did you think of your sales manager? If you're like many front-line sellers, you probably didn't think she or he was a wonderful example of leadership who could inspire you to do your best in life and in work. The unfortunate truth is that many sales managers--well-meaning though they usually are--lack the skills and know-how to help their sales teams grow and achieve greater success.Over a combined 50 years of experience as salespeople, managers, coaches, and executives, authors Steve Johnson and Matthew Hawk have witnessed the do's and don'ts of top performing sales teams. Next Level Sales Coaching is the culmination of their experience. In this book, they distill what they have learned working with organizations like Google, Bank of America, Enterprise Rent-A-Car, and many more. The result is a compendium of best sales coaching practices with the power to make any sales manager into an inspirational and transformational leader.At its heart, this book is about how to integrate a person-centered development mindset into sales environments. Readers will work through practical examples, including a self-assessment, to identify the best way to implement strong coaching programs within their organizations. Each chapter concludes with takeaway questions and tips that sales leaders can use right away. From goal setting to daily sales huddles, and sales development training to analytics, Next Level Sales Coaching covers the best practices that readers will want to implement to take sales management to the next level. Zusammenfassung Do you remember being "in the trenches" as a salesperson? What did you think of your sales manager? If you're like many front-line sellers, you probably didn't think she or he was a wonderful example of leadership who could inspire you to do your best in life and in work. The unfortunate truth is that many sales managers--well-meaning though they usually are--lack the skills and know-how to help their sales teams grow and achieve greater success.Over a combined 50 years of experience as salespeople, managers, coaches, and executives, authors Steve Johnson and Matthew Hawk have witnessed the do's and don'ts of top performing sales teams. Next Level Sales Coaching is the culmination of their experience. In this book, they distill what they have learned working with organizations like Google, Bank of America, Enterprise Rent-A-Car, and many more. The result is a compendium of best sales coaching practices with the power to make any sales manager into an inspirational and transformational leader.At its heart, this book is about how to integrate a person-centered development mindset into sales environments. Readers will work through practical examples, including a self-assessment, to identify the best way to implement strong coaching programs within their organizations. Each chapter concludes with takeaway questions and tips that sales leaders can use right away. From goal setting to daily sales huddles, and sales development training to analytics, Next Level Sales Coaching covers the best practices that readers will want to implement to take sales management to the next level. Inhaltsverzeich...

List of contents

Introduction 1
 
Why We Wrote This Book 1
 
Who This Book is For 2
 
Who We Are 3
 
Chapter 1 The Case for Sales Coaching 7
 
Dynamic Sales Coaching is Better than Random Sales Coaching 8
 
The Benefits of Reading (and Using!) This Book 11
 
What's in This Book 14
 
What's NOT in This Book 14
 
Are You Ready? 15
 
The Road Ahead 17
 
Chapter 2 Why Coaching Fails or Fails to Happen 19
 
Personal Background 20
 
Company Culture 22
 
Quantity: Why Managers Don't Coach Enough 23
 
Quality: Why Sales Managers Coach Ineffectively 23
 
Chapter 3 Sales Coaching Model and Self-Assessment 25
 
Sales Coaching Model 25
 
Sales Manager Attitudes 27
 
Sales Manager Self-Assessment: Attitudes and Activities 28
 
Impact of Coaching 29
 
Chapter 4 Review and Plan Meetings 31
 
Planning Varies by Type of Sales Organization 32
 
Benefits of Review and Plan Conversations 34
 
Review and Plan Conversation 36
 
Review and Plan Meeting Tips 38
 
Chapter 5 Goal-Setting Meetings 41
 
Why Salespeople Miss Expectations 42
 
Guidelines for Conducting Goal-Setting Meetings 43
 
Goal-Setting Meeting Overview 44
 
Goal-Setting Meeting Process 46
 
Addressing Attitude Issues on Your Team: The Classic Types 66
 
Goal-Setting Meeting Best Practices 72
 
Chapter 6 Skill Development Training 75
 
Talent is Overrated 76
 
Skill Development Training Challenges 78
 
Benefits of Skill Development Training 79
 
Opportunities for Skill Development Training 79
 
Skill Development Training Steps 82
 
Types of Feedback in Skill Development Training 95
 
Skill Development Training Tips 97
 
Chapter 7 Check-Ins 99
 
How Check-Ins Impact Your Sales Team in a Positive Way 100
 
How to Check In 102
 
Chapter 8 Performance Feedback 115
 
The Practice Coach, the Game Coach, Then the Practice Coach 116
 
Define Roles and Responsibilities 117
 
Performance Feedback Process 122
 
Performance Feedback Form 124
 
Insights on Performance Feedback 136
 
Chapter 9 Sales Meetings 139
 
Top Ten Reasons Why Salespeople Hate Sales Meetings 141
 
Sales Meeting Agenda 142
 
The End Game 143
 
Preparation 145
 
Welcome/Overview Agenda 146
 
Opening Inspiration 148
 
Success Stories 150
 
Skills Development Training 154
 
Goal Reporting and Goal Setting 160
 
Summary and Action Steps 163
 
Next-Meeting Logistics 164
 
Closing Inspiration 164
 
Other Activities 164
 
Chapter 10 Sales Huddles 167
 
Benefits of Sales Huddles 168
 
How to Recognize Effective Sales Huddles 171
 
Sales Huddle Example Scripting 174
 
Chapter 11 Sales and Service Coaching in the Contact Center 177
 
A Tale of Two Coaches 177
 
Make Time 179
 
Use Non-Scored Feedback 179
 
Coach Proactively 181
 
Focus on One Behavior at a Time 182
 
Use "MAPs" - Micro Action Plans 183
 
Use Questions to Coach 186
 
Recognize People 188
 
Calibrate 190
 
Chapter 12 Sales Enablement Best Practices 193
 
Micro Learning 193
 
Video 193
 
Web Conferencing and Video Chat 195
 
Competency Assessment Tools 196
 
Field Coaching Tools 197
 
Machine Learning/Artificial Intelligence 197
 
Analytics 198
 
Appendix: Sale

Product details

• Authors: Matthew Hawk, Johnson, Stev Johnson, Steve Johnson, Steve Hawk Johnson
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 31.07.2020
• EAN: 9781119685487
• ISBN: 978-1-119-68548-7
• No. of pages: 224
• Subjects: Social sciences, law, business > Business > Management; Marketing, Management, Verkauf, Business & management, sales management, Wirtschaft u. Management, Marketing & Sales, Marketing u. Vertrieb, Spezialthemen Wirtschaft u. Management, Business & Management Special Topics, Verkaufsleitung