Sales Coaching by Linda Richardson
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Sales Coaching
By Linda Richardson

Sales Coaching

Making the Great Leap from Sales Manager to Sales Coach 2nd Revised edition

By (author) See other recent books by Linda Richardson
Format: Hardback

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Sales Coaching by Linda Richardson

Book Description

Go from manager to coach--and motivate your staff to unprecedented success! Since the original publication of this classic guide, organizations have recognized that sales coaching is a sales manager's most important role. Now, author Linda Richardson has completely updated and revised Sales Coaching to include the latest tools and techniques, as well as a refined sales coaching process for increasing performance. Sales Coaching will help you make the essential transition from boss to coach so you can help salespeople achieve their goals. In this new role, you will empower your people to reach their highest potential by removing obstacles while fostering self and peer coaching, allowing direct reports to take responsibility for their own development. Richardson's broader objective is to help build and sustain a sales culture of continuous improvement and sales excellence. Inside you'll find a clear, practical, five-step approach to sales coaching that will result in dramatic changes in behavior. Sales Coaching includes brand new guidance on Maximizing technology Coaching more effectively Remote coaching Coaching in-the-action Quarterly coaching plans Richardson provides the skills and strategies you need to deliver feedback that changes behavior and strengthen relationships with your sales team. This new edition gives you everything you need to achieve your objectives and build a winning sales culture. You will watch members of your team reach performance heights they would not attain without your guidance. The results will benefit everyone--you, your staff, and ultimately your customers. The choice is yours: Be a manager who makes your salespeople do their jobs, or be a coach who helps your salespeople succeed.

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Book Details

ISBN: 9780071603805
ISBN-10: 0071603808
Format: Hardback
(233mm x 165mm x 20mm)
Pages: 208
Imprint: McGraw-Hill Professional
Publisher: McGraw-Hill Education - Europe
Publish Date: 30-Nov-2008
Country of Publication: United States

Books By Author Linda Richardson

Changing the Sales Conversation: Connect, Collaborate, and Close by Linda Richardson Changing the Sales Conversation: Connect, Collaborate, and Close, Hardback (January 2014)

Helps you create better, more effective conversations in hyper-digital world. This title also helps you understand what is on their checklists and align your solutions with their business and personal priorities to help you win.

Sales Success Handbook by Linda Richardson Sales Success Handbook, Paperback / softback (December 2013)

To sell today, salespeople must add value, provide perspective, and show customers how a product will solve their specific needs. The Sales Success Handbook outlines a six-step program for hearing and understanding exactly what customers have to say and for selling solutions--instead of just selling products.

Perfect Selling by Linda Richardson Perfect Selling, Hardback (July 2008)

Offers tips, techniques, and lessons in structuring and perfecting the key steps of a sales call-in. This book takes you through the perfect sales call, from the minute the dialogue begins to closing business. It features a concise method to win more sales and build deeper relationships which can be learned quickly on the go.

Stop Telling, Start Selling by Linda Richardson Stop Telling, Start Selling, Paperback (November 1997)

Stop Telling, Start Selling has become a leading textbook for sales training -- used by more than 150 of the world's leading corporations -- because it shows how to differentiate yourself, your product, and your organization in a hypercompetitive world of look-alike products.

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Author Biography - Linda Richardson

Linda Richardson is founder and executive chairwoman of Richardson, a leader in the global sales training industry. The recipient of many high-level sales awards, she is the author of numerous influential books, including Selling by Phone, Sales Coaching, and the New York Times bestselling Perfect Selling. She also teaches sales and management at The Wharton School and the University of Pennsylvania.

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Recent books by Linda Richardson close
Changing the Sales Conversation: Connect, Collaborate, and Close by Linda Richardson
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