Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach
Book Details
- Author: Linda Richardson
- Binding: Hardcover
- Published: 1996-09-01
- Edition: 1st
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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.
The More Than Words double bottom line: Every purchase provides hands on job training opportunities, and all revenue supports our nonprofit to empower youth to take charge of their lives.
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