Next Level Sales Coaching : How to Build a Sales Team That Stays, Sells, and Succeeds

Cover -- Title Page -- Copyright -- Contents -- Introduction -- Chapter 1: The Case for Sales Coaching -- Dynamic Sales Coaching is Better than Rndom Sales Coaching -- The Benefits of Reading (and Using!) This Book -- Delivering Consistent Sales Performance as a Sales Manager -- Shortening the Time to Proficiency for New Hires -- Developing the Untapped Potential of Your Sales Team -- Developing Your Sales Team Through the Phases of Building a Business and Career -- Increasing Retention -- Leading a Diverse Workforce -- Getting Competitive Results on "Great Place to Work" Surveys to Help Attract and Retain Talent -- Delivering Competitive Customer Satisfaction and "Net Promoter" Scores as a Customer Service Manager -- What's in This Book -- What's NOT in This Book -- Your Own Motivation, Drive, and Desire -- A Sales Process and Methodology -- Are You Ready? -- The Road Ahead -- Chapter 2: Why Coaching Fails or Fails to Happen -- Personal Background -- The Achiever -- The Culture‐Shocked -- The Change Agent -- The Sales Rookie -- Company Culture -- Quantity: Why Managers Don't Coach Enough -- Quality: Why Sales Managers Coach Ineffectively -- Chapter 3: Sales Coaching Model and Self‐Assessment -- Sales Coaching Model -- Sales Manager Attitudes -- Sales Manager Self‐Assessment: Attitudes and Activities -- Impact of Coaching -- Chapter 4: Review and Plan Meetings -- Planning Varies by Type of Sales Organization -- Benefits of Review and Plan Conversations -- Review and Plan Conversation -- Successes - Example Questions -- Career Goals - Example Questions -- Sales Goals - Example Questions -- Personal Development Goals - Example Questions -- Coaching and Support - Example Questions -- Confirm Understanding -- Give Encouragement - Examples -- Review and Plan Meeting Tips -- Chapter 5: Goal‐Setting Meetings -- Why Salespeople Miss Expectations.