Sales Coaching
Published on 13. May 2008
Book
Pamphlet
16 pages
978-1-56286-525-2 (ISBN)
Description
Successful sales coaches understand the potential of their sales staff and work to draw that potential out. This Infoline is designed for sales coaches and managers that work with sales staff. Readers will learn the three anchor points of sales coaching, how to determine a sales person's ability and motivation, and coaching styles that are appropriate for employees of various skill levels. Finally, you will learn how to put all this together to develop a complete coaching plan for your sales staff.
More details
Language
English
Place of publication
Englewood Cliffs, NJ
United States
Publishing group
American Society for Training & Development
Target group
College/higher education
Professional and scholarly
Illustrations
illustrations
ISBN-13
978-1-56286-525-2 (9781562865252)
Copyright in bibliographic data and cover images is held by Nielsen Book Services Limited or by the publishers or by their respective licensors: all rights reserved.
Schweitzer Classification
Person
Tim Ohai is the founder and president of Growth & Associates, a consulting group that focuses on solving sales and marketing problems. With well over a decade's worth of experience in developing sales team performance, he consistently helps Fortune 500 companies design and implement selling solutions internationally, build sales systems that increase revenue and customer loyalty, and create genuine coaching cultures. He is often asked to consult larger, more complex issues, especially around the topics of redesigning sales organizations and leading organizational change.As a researcher, author, and recognized thought leader in modern selling, Tim's expertise and enthusiasm have taken him to Latin America, Europe, Africa, Asia, and the Middle East as both consultant and keynote speaker. His most recent book, Sales Chaos: Using Agility Selling to Think and Sell Differently, is on sale now.