Coaching salespeople into sales champions: a tactical playbook for managers and executives

INDICE: Section 1. The Inner Game of Coaching. Foreword. Introduction. Chapter One. The Death of Management. Becoming an Executive Sales Coach. But I'm Already Coaching Making the Shift from Sales Manager to Executive Sales Coach. The Missing Discipline of Sales Coaching - Defined. Defining the Role of a Sales Coach. Coaching vs. Mentoring. The Nine Barriers to Coaching Your Sales Team. The Consultant. The Trainer. The Executive Sales Coach. Managers Don't HaveTime to Manage. Understanding the Commitment to Coach Your Sales Team. Get a Coach for The Coach. Five Core Characteristics of the World's Greatest Sales Coaches. Chapter Two. The Coach's Mindset: Six Universal Principles of Masterful Coaching. Management's Eternal Conundrum. Hitting Rock Bottom. You Can't Coach What You Fear. Universal Principles of Masterful Coaching #1 - Make Fear Your Ally. Universal Principles of Masterful Coaching #2 - Be Present. UniversalPrinciples of Masterful Coaching #3 - Detach From the Outcome. Universal Principles of Masterful Coaching #4- Become Process Driven. Universal Principles of Masterful Coaching #5- Coaching is the Art of Creating Possibility. Universal Principles of Masterful Coaching #6 Become Fully Accountable - For Everything. Chapter Three. Six Fatal Coaching Mistakes and How to Avoid Them. Coach theRelationship with Their Story Fatal Coaching Mistake #1 Believing The S.C.A.M.M. A Manager's Most Elusive Adversary. Fatal Coaching Mistake #2 Wanting Morefor Your Clients Than They Want for Themselves. Fatal Coaching Mistake #3 AreYou Coaching Your Salespeople or Judging Them? Fatal Coaching Mistake #4 Coaching Isn't About the Coach. Fatal Coaching Mistake #5 Share Ideas, Not Expectations. Fatal Coaching Mistake #6 Mismanaging Expectations Are You Preparing Your Sales Team for Change? Section 2: Coaching the Core. Developing the Critical Competencies of an Executive Sales Coach. Chapter Four. Tactical Coaching. Who Do You Coach? Coaching the Coachable. A. G.R.O.W.T.H. Success Indicator to Determine Personal Coachability. Don't Coach the Squeaker. Coaching the Whole Person. Developing Sales Champions from The Inside Out. Where Do You Coach? Coach The Gap. Do I Coach Them or Train Them? What Exactly Can/Do You Coach? OverThe Top Ten Characteristics of Highly Effective Salespeople. Chapter Five. The Seven Types of Sales Managers. The Seven Types of Sales Managers. The Problem Solving Manager. The Question Is the Answer. Solution Oriented Questions. Chapter Six. Ignition On! Now They're Inspired. The Pitchfork Manager. Push vs. Pull A Simple Model of Motivation. Tap Into the Individuality of Your Team. Let Your Salespeople Tell You What Motivates Them. Ask Them How They Want To Be Coached Set the Expectation. Motivate Through Pleasure Rather Than Consequence. #4 Communicate from Abundance Rather Than From Scarcity. Make AcknowledgmentUnconditional, Measurable and Specific. Make Your People Right, Even When They're Not. Questions that Gracefully Create New Opportunities Rather Than Make People Wrong. Chapter Seven. Assumptive Coaching and Dangerous Listening. The Pontificating Manager. Eight Barriers That Prevent Masterful Listening. Listening Through Filters A Manager's Lethal Weakness. Expose the Filters In Your Listening. Just the Facts, Please. Encourage Silence. Focus More on the Message Than on the Messenger. Listening ‘To’ Someone or Listening ‘For’ Something. Make People Feel They Are Truly Being Heard. The Presumptuous Manager. Don't Believe Everything You Sell, I Mean Tell Yourself. Get Out of Your Way and Out ofYour Head. The Top Ten Costly Assumptions That Can Destroy a Selling Opportunity. Be Curious. Chapter Eight. Vulnerability Based Leadership. The Perfect Manager. Express Your Authenticity-Become Vulnerable. Embrace Your Humanity. Evidence of an Emerging Culture. Vulnerability Based Leadership. The Passive Manager. Embrace Healthy Conflict. Call Them Out Using The Coaching Edge. Take a Stand for Your Salespeople. The Proactive Manager. A View from the Sidelines. Section Three. Tactical Evolution Creating a Culture of Change. Chapter Nine. Facilitating an Effective Coaching Conversation. Preparing For The Coaching Session. The Anatomy of A Coaching Session. The Coaching Prep Form. From The Sales Coaches Playbook: Strategic Coaching Questions. The L.E.A.D.S. Coaching Model. Coaching In Action. How Much Coaching Is Enough? Chapter Ten. The Art of Enrollment. It's All About Connection. Making an Impact. Leaving Your Legacy as a Manager. The Art of Enrollment. Enrollment Is A Universal Phenomenon. Creating the Possibility for Change. The Six Steps of An Enrollment Conversation. Enrollment in Action Case Studies. Enrolling People to Become More Accountable. The Written Word- Crafting a Compelling Message: Templates and Examples. Chapter Eleven. The Seduction of Potential. Potential Is the Holy Grail. The Seduction Begins The Ether of Potential. The Hard Cost of Complacency. You Can't Build a Business On Potential. When to Give up and Let Go Master the Art of Abandonment. The Top Trigger Points of Seduction. Chapter Twelve. How To TurnaroundOr Terminate An Underperformer Developing an Internal Coaching Program. Identifying a Turnaround Opportunity. Holding Your People Accountable. Week One: Introducing the Turn-Around Strategy An Enrollment Conversation. Week Two: A Minor Setback or Imminent Failure? Week Three: On The Winners Path. Week Four: A Successful Turnaround. Designing An Internal Executive Sales Coaching Program.How to Turnaround or Terminate an Underperformer In Less Than 30 Days A Sustainable Outline. Fire Them and Then Hire Them. From The Coaches Playbook. Conclusion. Appendix. From The Coaches Playbook: Questions for Sales Coaches. The Types of Coaching Questions. The 80-20 Rule on Coaching Questions: How Many Questions to Ask.

• ISBN: 978-0-470-14251-6
• Editorial: John Wiley & Sons
• Encuadernacion: Cartoné
• Páginas: 320
• Fecha Publicación: 19/03/2008
• Nº Volúmenes: 1
• Idioma: Inglés