Next Level Sales Coaching
How to Build a Sales Team That Stays, Sells, and Succeeds
1st Edition
Published on 24. June 2020
224 pages
978-1-119-68549-4 (ISBN)
Description
Do you remember being "in the trenches" as a salesperson? What did you think of your sales manager? If you're like many front-line sellers, you probably didn't think she or he was a wonderful example of leadership who could inspire you to do your best in life and in work. The unfortunate truth is that many sales managers--well-meaning though they usually are--lack the skills and know-how to help their sales teams grow and achieve greater success.
Over a combined 50 years of experience as salespeople, managers, coaches, and executives, authors Steve Johnson and Matthew Hawk have witnessed the do's and don'ts of top performing sales teams. Next Level Sales Coaching is the culmination of their experience. In this book, they distill what they have learned working with organizations like Google, Bank of America, Enterprise Rent-A-Car, and many more. The result is a compendium of best sales coaching practices with the power to make any sales manager into an inspirational and transformational leader.
At its heart, this book is about how to integrate a person-centered development mindset into sales environments. Readers will work through practical examples, including a self-assessment, to identify the best way to implement strong coaching programs within their organizations. Each chapter concludes with takeaway questions and tips that sales leaders can use right away. From goal setting to daily sales huddles, and sales development training to analytics, Next Level Sales Coaching covers the best practices that readers will want to implement to take sales management to the next level.
Over a combined 50 years of experience as salespeople, managers, coaches, and executives, authors Steve Johnson and Matthew Hawk have witnessed the do's and don'ts of top performing sales teams. Next Level Sales Coaching is the culmination of their experience. In this book, they distill what they have learned working with organizations like Google, Bank of America, Enterprise Rent-A-Car, and many more. The result is a compendium of best sales coaching practices with the power to make any sales manager into an inspirational and transformational leader.
At its heart, this book is about how to integrate a person-centered development mindset into sales environments. Readers will work through practical examples, including a self-assessment, to identify the best way to implement strong coaching programs within their organizations. Each chapter concludes with takeaway questions and tips that sales leaders can use right away. From goal setting to daily sales huddles, and sales development training to analytics, Next Level Sales Coaching covers the best practices that readers will want to implement to take sales management to the next level.
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Steve Johnson | Matthew Hawk
Next Level Sales Coaching: How to Build a Sales Team That Stays, Sells, and Succeeds
How to Build a Sales Team That Stays, Sells, and Succeeds
Book
07/2020
1st Edition
Wiley
€24.00
Shipment within 15-20 days
Persons
STEVE JOHNSON is the President and Founder of The Next Level Sales Consulting. He has been working with clients to increase their sales effectiveness for over 35 years. Steve has developed hundreds of selling programs for clients such as Morgan Stanley, Merrill Lynch, and U. S. Bank. He is the coauthor of Selling is Everyone's Business and If You're Not Out Selling, You're Being Outsold.
MATTHEW HAWK, PHD, is Vice President of Instructional Design and Training Delivery at Synchrony. Matthew earned his doctorate from Yale University and is a member, contributing author, and speaker on the topic of sales enablement for the Association for Talent Development.
MATTHEW HAWK, PHD, is Vice President of Instructional Design and Training Delivery at Synchrony. Matthew earned his doctorate from Yale University and is a member, contributing author, and speaker on the topic of sales enablement for the Association for Talent Development.
Content
Introduction
Why We Wrote This Book
Who This Book Is For
Who We Are
Chapter 1: The Case for Sales Coaching
Dynamic Sales Coaching is Better than Random Sales Coaching
The Benefits of Reading (and Using!) This Book
What's in This Book
What's NOT in this Book
Are You Ready?
Takeaway Questions
The Road Ahead
Chapter 2: Why Coaching Fails or Fails to Happen
Personal Background
Company Culture
Quantity: Why Managers Don't Coach Enough
Quality: Why Sales Managers Coach Ineffectively.
Takeaway Questions
Chapter 3: Sales Coaching Model & Self-Assessment
Sales Coaching Model
Sales Manager Attitudes
Sales Manager Self-Assessment: Attitudes and Activities
Impact of Coaching
Takeaway Questions
Chapter 4: Review & Plan Meetings
Planning Varies by Type of Sales Organization
Benefits of Review & Plan Conversations
Review and Plan Conversation
Review & Plan Meeting Tips
Takeaway Questions
Chapter 5: Goal Setting Meetings
Why Salespeople Miss Expectations
Guidelines for Conducting Goal Setting Meetings
Goal Setting Meeting Overview
Goal Setting Meeting Process
Addressing Attitude Issues on Your Team: The Classic Types
Goal Setting Meeting Best Practices
Takeaway Questions
Chapter 6: Skill Development Training
Talent Is Overrated
Skill Development Training Challenges
Benefits of Skill Development Training
Opportunities for Skill Development Training.
Skill Development Training Steps
Types of Feedback in Skill Development Training
Skill Development Training Tips
Takeaway Questions
Chapter 7: Check-Ins
How Check-Ins Impact Your Sales Team in a Positive Way
How to Check In
Takeaway Discussion Questions
Chapter 8: Performance Feedback
The practice coach, the game coach, then the practice coach
Define roles and responsibilities
Performance Feedback Process
Performance Feedback Form
Insights on Performance Feedback
Takeaway Questions
Chapter 9: Sales Meetings
Top Ten Reasons Why Salespeople Hate Sales Meetings
Sales Meeting Agenda
The End Game
Preparation
Welcome / Overview Agenda
Opening Inspiration
Success Stories
Skills Development Training
Goal Reporting and Goal Setting
Summary and Action Steps
Next Meeting Logistics
Closing inspiration
Other Activities
Takeaway Discussion Questions
Chapter 10: Sales Huddles
Benefits of Sales Huddles
How to Recognize Effective Sales Huddles
Sales Huddle Example Scripting
Takeaway Discussion Questions
Chapter 11: Sales and Service Coaching in the Contact Center
A Tale of Two Coaches
Make Time
Use Non-Scored Feedback
Coach Proactively
Focus on One Behavior at a Time
Use Questions to Coach
Recognize People
Calibrate
Takeaway Discussion Questions
Chapter 12: Sales Enablement Best Practices
Micro Learning
Video
Web Conferencing and Video Chat
Competency Assessment Tools
Field Coaching Tools
Machine Learning/Artificial Intelligence
Analytics
Takeaway Discussion Questions
Appendix
Field Sales Coaching Cadence
Inside Sales Coaching Cadence
Contact Center Coaching Cadence
References
Acknowledgments
About the Authors
Index
Why We Wrote This Book
Who This Book Is For
Who We Are
Chapter 1: The Case for Sales Coaching
Dynamic Sales Coaching is Better than Random Sales Coaching
The Benefits of Reading (and Using!) This Book
What's in This Book
What's NOT in this Book
Are You Ready?
Takeaway Questions
The Road Ahead
Chapter 2: Why Coaching Fails or Fails to Happen
Personal Background
Company Culture
Quantity: Why Managers Don't Coach Enough
Quality: Why Sales Managers Coach Ineffectively.
Takeaway Questions
Chapter 3: Sales Coaching Model & Self-Assessment
Sales Coaching Model
Sales Manager Attitudes
Sales Manager Self-Assessment: Attitudes and Activities
Impact of Coaching
Takeaway Questions
Chapter 4: Review & Plan Meetings
Planning Varies by Type of Sales Organization
Benefits of Review & Plan Conversations
Review and Plan Conversation
Review & Plan Meeting Tips
Takeaway Questions
Chapter 5: Goal Setting Meetings
Why Salespeople Miss Expectations
Guidelines for Conducting Goal Setting Meetings
Goal Setting Meeting Overview
Goal Setting Meeting Process
Addressing Attitude Issues on Your Team: The Classic Types
Goal Setting Meeting Best Practices
Takeaway Questions
Chapter 6: Skill Development Training
Talent Is Overrated
Skill Development Training Challenges
Benefits of Skill Development Training
Opportunities for Skill Development Training.
Skill Development Training Steps
Types of Feedback in Skill Development Training
Skill Development Training Tips
Takeaway Questions
Chapter 7: Check-Ins
How Check-Ins Impact Your Sales Team in a Positive Way
How to Check In
Takeaway Discussion Questions
Chapter 8: Performance Feedback
The practice coach, the game coach, then the practice coach
Define roles and responsibilities
Performance Feedback Process
Performance Feedback Form
Insights on Performance Feedback
Takeaway Questions
Chapter 9: Sales Meetings
Top Ten Reasons Why Salespeople Hate Sales Meetings
Sales Meeting Agenda
The End Game
Preparation
Welcome / Overview Agenda
Opening Inspiration
Success Stories
Skills Development Training
Goal Reporting and Goal Setting
Summary and Action Steps
Next Meeting Logistics
Closing inspiration
Other Activities
Takeaway Discussion Questions
Chapter 10: Sales Huddles
Benefits of Sales Huddles
How to Recognize Effective Sales Huddles
Sales Huddle Example Scripting
Takeaway Discussion Questions
Chapter 11: Sales and Service Coaching in the Contact Center
A Tale of Two Coaches
Make Time
Use Non-Scored Feedback
Coach Proactively
Focus on One Behavior at a Time
Use Questions to Coach
Recognize People
Calibrate
Takeaway Discussion Questions
Chapter 12: Sales Enablement Best Practices
Micro Learning
Video
Web Conferencing and Video Chat
Competency Assessment Tools
Field Coaching Tools
Machine Learning/Artificial Intelligence
Analytics
Takeaway Discussion Questions
Appendix
Field Sales Coaching Cadence
Inside Sales Coaching Cadence
Contact Center Coaching Cadence
References
Acknowledgments
About the Authors
Index
