{"product_id":"next-level-sales-coaching-isbn-9781119685487","title":"Next Level Sales Coaching","description":"\u003cp\u003eDo 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 \u003ci\u003edidn't\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eOver 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. \u003ci\u003eNext Level Sales Coaching\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eAt 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, \u003ci\u003eNext Level Sales Coaching\u003c\/i\u003e covers the best practices that readers will want to implement to take sales management to the next level.\u003c\/p\u003e \u003cp\u003e\u003cb\u003eIntroduction 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy We Wrote This Book 1\u003c\/p\u003e \u003cp\u003eWho This Book is For 2\u003c\/p\u003e \u003cp\u003eWho We Are 3\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 1 The Case for Sales Coaching 7\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDynamic Sales Coaching is Better than Random Sales Coaching 8\u003c\/p\u003e \u003cp\u003eThe Benefits of Reading (and Using!) This Book 11\u003c\/p\u003e \u003cp\u003eWhat’s in This Book 14\u003c\/p\u003e \u003cp\u003eWhat’s NOT in This Book 14\u003c\/p\u003e \u003cp\u003eAre You Ready? 15\u003c\/p\u003e \u003cp\u003eThe Road Ahead 17\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 2 Why Coaching Fails or Fails to Happen 19\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePersonal Background 20\u003c\/p\u003e \u003cp\u003eCompany Culture 22\u003c\/p\u003e \u003cp\u003eQuantity: Why Managers Don’t Coach Enough 23\u003c\/p\u003e \u003cp\u003eQuality: Why Sales Managers Coach Ineffectively 23\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 3 Sales Coaching Model and Self-Assessment 25\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSales Coaching Model 25\u003c\/p\u003e \u003cp\u003eSales Manager Attitudes 27\u003c\/p\u003e \u003cp\u003eSales Manager Self-Assessment: Attitudes and Activities 28\u003c\/p\u003e \u003cp\u003eImpact of Coaching 29\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 4 Review and Plan Meetings 31\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePlanning Varies by Type of Sales Organization 32\u003c\/p\u003e \u003cp\u003eBenefits of Review and Plan Conversations 34\u003c\/p\u003e \u003cp\u003eReview and Plan Conversation 36\u003c\/p\u003e \u003cp\u003eReview and Plan Meeting Tips 38\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 5 Goal-Setting Meetings 41\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhy Salespeople Miss Expectations 42\u003c\/p\u003e \u003cp\u003eGuidelines for Conducting Goal-Setting Meetings 43\u003c\/p\u003e \u003cp\u003eGoal-Setting Meeting Overview 44\u003c\/p\u003e \u003cp\u003eGoal-Setting Meeting Process 46\u003c\/p\u003e \u003cp\u003eAddressing Attitude Issues on Your Team: The Classic Types 66\u003c\/p\u003e \u003cp\u003eGoal-Setting Meeting Best Practices 72\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 6 Skill Development Training 75\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTalent is Overrated 76\u003c\/p\u003e \u003cp\u003eSkill Development Training Challenges 78\u003c\/p\u003e \u003cp\u003eBenefits of Skill Development Training 79\u003c\/p\u003e \u003cp\u003eOpportunities for Skill Development Training 79\u003c\/p\u003e \u003cp\u003eSkill Development Training Steps 82\u003c\/p\u003e \u003cp\u003eTypes of Feedback in Skill Development Training 95\u003c\/p\u003e \u003cp\u003eSkill Development Training Tips 97\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 7 Check-Ins 99\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eHow Check-Ins Impact Your Sales Team in a Positive Way 100\u003c\/p\u003e \u003cp\u003eHow to Check In 102\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 8 Performance Feedback 115\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Practice Coach, the Game Coach, Then the Practice Coach 116\u003c\/p\u003e \u003cp\u003eDefine Roles and Responsibilities 117\u003c\/p\u003e \u003cp\u003ePerformance Feedback Process 122\u003c\/p\u003e \u003cp\u003ePerformance Feedback Form 124\u003c\/p\u003e \u003cp\u003eInsights on Performance Feedback 136\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 9 Sales Meetings 139\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eTop Ten Reasons Why Salespeople Hate Sales Meetings 141\u003c\/p\u003e \u003cp\u003eSales Meeting Agenda 142\u003c\/p\u003e \u003cp\u003eThe End Game 143\u003c\/p\u003e \u003cp\u003ePreparation 145\u003c\/p\u003e \u003cp\u003eWelcome\/Overview Agenda 146\u003c\/p\u003e \u003cp\u003eOpening Inspiration 148\u003c\/p\u003e \u003cp\u003eSuccess Stories 150\u003c\/p\u003e \u003cp\u003eSkills Development Training 154\u003c\/p\u003e \u003cp\u003eGoal Reporting and Goal Setting 160\u003c\/p\u003e \u003cp\u003eSummary and Action Steps 163\u003c\/p\u003e \u003cp\u003eNext-Meeting Logistics 164\u003c\/p\u003e \u003cp\u003eClosing Inspiration 164\u003c\/p\u003e \u003cp\u003eOther Activities 164\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 10 Sales Huddles 167\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBenefits of Sales Huddles 168\u003c\/p\u003e \u003cp\u003eHow to Recognize Effective Sales Huddles 171\u003c\/p\u003e \u003cp\u003eSales Huddle Example Scripting 174\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 11 Sales and Service Coaching in the Contact Center 177\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eA Tale of Two Coaches 177\u003c\/p\u003e \u003cp\u003eMake Time 179\u003c\/p\u003e \u003cp\u003eUse Non-Scored Feedback 179\u003c\/p\u003e \u003cp\u003eCoach Proactively 181\u003c\/p\u003e \u003cp\u003eFocus on One Behavior at a Time 182\u003c\/p\u003e \u003cp\u003eUse “MAPs” – Micro Action Plans 183\u003c\/p\u003e \u003cp\u003eUse Questions to Coach 186\u003c\/p\u003e \u003cp\u003eRecognize People 188\u003c\/p\u003e \u003cp\u003eCalibrate 190\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter 12 Sales Enablement Best Practices 193\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eMicro Learning 193\u003c\/p\u003e \u003cp\u003eVideo 193\u003c\/p\u003e \u003cp\u003eWeb Conferencing and Video Chat 195\u003c\/p\u003e \u003cp\u003eCompetency Assessment Tools 196\u003c\/p\u003e \u003cp\u003eField Coaching Tools 197\u003c\/p\u003e \u003cp\u003eMachine Learning\/Artificial Intelligence 197\u003c\/p\u003e \u003cp\u003eAnalytics 198\u003c\/p\u003e \u003cp\u003eAppendix: Sales Coaching Cadences 199\u003c\/p\u003e \u003cp\u003eReferences\/Further Reading 203\u003c\/p\u003e \u003cp\u003eAcknowledgments 205\u003c\/p\u003e \u003cp\u003eAbout the Authors 209\u003c\/p\u003e \u003cp\u003eIndex 211\u003c\/p\u003e  \u003cp\u003e\u003cb\u003eSTEVE JOHNSON\u003c\/b\u003e 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 \u003ci\u003eSelling is Everyone’s Business \u003c\/i\u003eand \u003ci\u003eIf You’re Not Out Selling, You’re Being Outsold\u003c\/i\u003e. \u003c\/p\u003e\u003cp\u003e\u003cb\u003eMATTHEW HAWK, P\u003csmall\u003eH\u003c\/small\u003eD,\u003c\/b\u003e 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.   \u003c\/p\u003e\u003cp\u003eDo 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 \u003ci\u003edidn’t \u003c\/i\u003ethink 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. \u003c\/p\u003e\u003cp\u003eOver 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. \u003ci\u003eNext Level Sales Coaching \u003c\/i\u003e 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. \u003c\/p\u003e\u003cp\u003eAt 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, \u003ci\u003eNext Level Sales Coaching\u003c\/i\u003e covers the best practices that readers will want to implement to take sales management to the next level.\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989690466533,"sku":"NP9781119685487","price":25.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119685487.jpg?v=1761785119","url":"https:\/\/k12savings.com\/es\/products\/next-level-sales-coaching-isbn-9781119685487","provider":"K12savings","version":"1.0","type":"link"}