Description
Book SynopsisMake sales coaching a daily priority for top-of-game staff performance
Those who do it right prove time and time again that sales coaching works. If youâre one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands.
Based on one of todayâs most popular sales training programs
Crushing Quota breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staffâs job. It all comes down to three critical points that the vast majority of sales managers today are missing:
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Provide clear direction for sellers on how to get to quotaâfor all sales roles
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Ensure effective execution by coaching the right things, in the right measure, executed the right way
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Assess seller performance and make timely course corrections
Itâs all about helping your peo
Table of ContentsForeword by Jill Konrath
Acknowledgments
Part I: Coaching: What It Is, What It Isn't, and What It Could BeChapter 1: The Case for Better Sales Coaching
Chapter 2: Welcome to the Jungle: The Scary Reality of Sales Management
Chapter 3: Sales Coaching: How It's Wrong and Why It Fails
Part II: The Groundwork for GreatnessChapter 4: Deciding What to Coach
Chapter 5: Structuring Coaching Conversations
Chapter 6: Formalizing Sales Coaching into Your Day-to-Day Job
Part III: Coaching to Activities: The Itty Bitty Nitty Gritty
Chapter 7: Territory and Account Coaching
Chapter 8: Opportunity Coaching
Chapter 9: Call Coaching
Chapter 10: Reality is Messy: Adapting Coaching to a Few Special Situations
Index
