Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach 
asked by jan1975 on November 17, 2006 6:34 AM
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.
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This was an excellent book. The topics included were very applicable to creating a coaching culture. It is very straight forward and easy to read and comprehend! This book will be extremely helpful in creating a coaching culture in a sales call center environment.
reviewed by avi on November 18, 2006 4:41 AM
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I often say to Sales Managers, "Show me a great Sales Manager with lousy salespeople and I will show you a lousy Sales Manager." Then I tell them to read 'Sales Coaching.'
Linda Richardson has constructed the ultimate step-by-step guide in getting managers to reevaluate their priorities and focus their attention on improving the sales staff through effective developmental coaching. The book is easy to read and full of practical tips and coaching models that will make any sales team more productive.
Most importantly, unlike many sales management books, this work translates into practical application without the brain damage. Sales Managers should be able to apply these principles immediately. Read this with a highlighter in your hand - and be prepared to transform your sales management approach.
reviewed by markymark on November 24, 2006 7:58 PM