Book No 1 :
Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
by Linda Richardson ( Click the image for more details )
Book Description
As companies shift from hierarchical management into teamwork, managing is not nearly as important as coaching. Here is the first book on the coaching process written exclusively for sales managers--a brief, easy-to-digest primer on making the transition from a traditional boss to a sales coach. Created by an author/instructor who teaches sales
management as the prestigious Wharton Executive Development Center, this guide shows sales managers how to: understand the nuances and payoffs of coaching: conduct coaching sessions and improve key skills such as listening and giving feedback; deal with problems such as discipline and reluctant behavior within the sales team; and coach and peers on oneself.This book will show you as a sales manager how to:
- Help each of your salespeople increase effectiveness and productivity
- Develop questions, listening, and closing skills in your people
- Motivate your salespeople to stretch beyond their comfort zone
- Teach your salespeople to self-coach
- Increase your skill and comfort with giving feedback
- Turn sales problems into sales revenue
- Strengthen relationships with your sales team
- Take sales training out of the training room and put it into everyday sales practice
- Create a culture that supports team sales
- Increase the success and fun you have with your salespeople
Book No 2 :
Coaching for Sales Success by Tom Reilly
Book Description
COACHING FOR SALES SUCCESS provides sales managers with a model for building the value added sales culture. As they read this book, they learn to think, plan, and execute strategically.
This book begins with a culture-building exercise to help sales managers develop a core focus. Each chapter builds on the previous chapter, as it helps sales managers construct a value added sales management infrastructure around this core focus.
By the time sales managers complete reading this book, they will have completed a strategic planning exercise to guide their sales organizations to success. The last section in this book offers sixteen follow-up training exercises to help sales managers prepare their salespeople for the rigors of Value-Added Selling.
These are the main topics in this book:
* Create the value added sales culture
* Hire the right people
* Set goals that motivate
* Train your salespeople for success
* Pay for performance
* Motivate your salespeople
* Coach your salespeople to success
* Coach your team to succeed
About the Author
Tom Reilly is celebrating twenty-three years as a professional speaker and author. He is the president of Tom Reilly Training - a company that specializes in training salespeople and their managers. He has written ten business and self-help books and more than two hundred articles that have appeared in business publications, trade journals, and newspapers throughout the United States and Canada. In addition to his books and articles, Tom has written and produced forty audio cassette programs, a Value-Added Selling compact disc set and recently produced a video learning series at the PBS affiliate in St. Louis. He has started two successful businesses.
Book No 3
Coaching Companies to Greater Sales and Profits
Examples of proven, practical and street-tested action items. Sales leadership is the key
. Here are specific action ideas to help find, keep and grow top performers. 366 daily reminders that will stimulate you and your business.About the Author
Jack Daly brings 20 plus years of field proven experience - from a starting base with the CPA firm of Arthur Andersen to the CEO level of several national companies. He has participated at the senior executive level in four de novo businesses, two of which were subsequently sold to the Wall Street firms of Solomon Brothers and First Boston.
As the head of sales and production, Jack has led sales forces numbering in the thousands, operating out of hundreds of offices nationwide.
Happy Reading ....
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