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Description of  Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives

Technology has not only changed the way companies sell but the way managers build and develop their team. With a savvy, younger generation to manage and fewer resources to do so, managers have less face time with their staff. As more companies transition to a virtual team environment, it's essential for managers to learn how to quickly and efficiently coach, develop, motivate and retain their top performers at a distance over the telephone and via the internet. Today's sales managers may know how to sell but most don't know how to effectively develop their salespeople. Even with the right knowledge and resources, they're usually too bogged down in daily challenges, deadlines, and personal responsibilities to get it all done. As a result, advancing their salespeople takes a back seat to more immediate problems, keeping sales teams mired in mediocrity. Coaching Salespeople into Sales Champions is an essential playbook that you can reference daily to develop your own executive sales coaching skills the missing discipline amongst today's leaders. Using a tactical coaching system that is easy to deploy on a consistent basis, this book shows you how to realize the potential of your sales team- and retain your top performers. Packed with real case studies, a 30-Day Turnaround Strategy, coaching templates and a library of powerful coaching questions, this is the ultimate practical sales coaching resource for sales managers, executives, and business owners. Tap into the experience of a master coach. Discover step by step how to become an effective and influential sales coach, and turn your people into motivated, successful sellers. • Turn underperformers into super-achievers fast. • Attract and retain top sales talent by developing your own internal coaching program. • Coach your salespeople to become self-motivated through the Art of Enrollment, the new language of leadership. • Handle difficult salespeople and determine when to let them go without collateral damage. • Eliminate time consuming distractions and the heavy burden of dependency that traditional management styles create. • Empower salespeople to solve their own problems and become fully accountable for their success using the L.E.A.D.S. Coaching System - rather than being dependant on you.