{"product_id":"sales-leadership-9781119483250","title":"Sales Leadership","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003ePreface The Power of Why xix\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER ONE Preparing for the Cultural Evolution 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat’s Your Business DNA? 1\u003c\/p\u003e \u003cp\u003eBurn the Bridge of Mediocrity 2\u003c\/p\u003e \u003cp\u003eBoardroom or Bored Room: Defining Corporate Culture 4\u003c\/p\u003e \u003cp\u003eThe Company Ecosystem 4\u003c\/p\u003e \u003cp\u003eYou’re Not Coaching Effectively 5\u003c\/p\u003e \u003cp\u003eA 10-Year Coaching Study 7\u003c\/p\u003e \u003cp\u003eAssessing Your Culture and the ROI of Coaching 8\u003c\/p\u003e \u003cp\u003e34 Characteristics of a Coaching Culture 11\u003c\/p\u003e \u003cp\u003ePreparing for Your Cultural Evolution 12\u003c\/p\u003e \u003cp\u003ePreparing for Your Cultural Journey 14\u003c\/p\u003e \u003cp\u003eCan’t Change Your Company’s Culture?\u003c\/p\u003e \u003cp\u003eCreate a Subculture Instead 19\u003c\/p\u003e \u003cp\u003eStop Selling, Start Coaching 23\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWO L.E.A.D.S.: Your Guiding Framework for Transformational Coaching 27\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eQuestions Are the Universal Language 29\u003c\/p\u003e \u003cp\u003eA Universal Definition of Coaching 30\u003c\/p\u003e \u003cp\u003eThe Revised L.E.A.D.S. Model for Masterful Coaching 31\u003c\/p\u003e \u003cp\u003e24 Types of Questions in the L.E.A.D.S. Coaching Framework 38\u003c\/p\u003e \u003cp\u003eHow to Coach in 10 Minutes or Less 45\u003c\/p\u003e \u003cp\u003eCoaching Simplified: The Only Three Coaching Gaps You’ll Ever Uncover 47\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER THREE The L.E.A.D.S. Coaching Model at Work 51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDirective Coaching Is Not a Thing 51\u003c\/p\u003e \u003cp\u003eUsing the L.E.A.D.S. Coaching Model 53\u003c\/p\u003e \u003cp\u003eTen-Minute Coaching Moments 53\u003c\/p\u003e \u003cp\u003eThe Cost of Not Coaching 57\u003c\/p\u003e \u003cp\u003eJustifying Your Role as the Super Salesperson 58\u003c\/p\u003e \u003cp\u003eCoaching versus Training: What’s the Difference? 61\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER FOUR How to Coach in 10 Minutes or Less 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“Coaching Takes Too Long” 66\u003c\/p\u003e \u003cp\u003eThe Five Parts of the 60-Second Coaching Question 69\u003c\/p\u003e \u003cp\u003eAsk for an Opinion, Not a Solution 71\u003c\/p\u003e \u003cp\u003eImpromptu Situational Coaching—the ABCs of Leadership 72\u003c\/p\u003e \u003cp\u003eTeam Coaching or Team Meetings? 75\u003c\/p\u003e \u003cp\u003eYour Meetings Suck: How Managers\u003c\/p\u003e \u003cp\u003eFacilitate Influential, Productive Meetings 76\u003c\/p\u003e \u003cp\u003eLead with Questions, Not Answers 78\u003c\/p\u003e \u003cp\u003eAbandon Absolute Thinking and Embrace Dualities 82\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER FIVE Tools to Manage the Coaching Process and Assess Results 85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Revised Coaching Prep Form 86\u003c\/p\u003e \u003cp\u003eCapturing the Measurable Impact of Coaching 87\u003c\/p\u003e \u003cp\u003eAre You Reviewing Results or Performance? 92\u003c\/p\u003e \u003cp\u003eEnter the Coaching Action Plan 93\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER SIX Transforming Critical Conversations into Positive Change and Measurable Results 97\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Hard Truth 97\u003c\/p\u003e \u003cp\u003eCoach and Be Happy 98\u003c\/p\u003e \u003cp\u003eResign as Chief Problem Solver 99\u003c\/p\u003e \u003cp\u003eControl Freak? A Case for Letting Go 102\u003c\/p\u003e \u003cp\u003ePerformance Coach or Chief Problem Solver? You Decide 103\u003c\/p\u003e \u003cp\u003eAn Eight-Minute Coaching Conversation 105\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER SEVEN Creating Unity, Trust, and Buy-In: The Art of Enrollment 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Enrollment? 114\u003c\/p\u003e \u003cp\u003eEveryone Loves Confrontation 117\u003c\/p\u003e \u003cp\u003eThere’s No Such Thing as a Difficult Conversation 118\u003c\/p\u003e \u003cp\u003eThe Six Steps of Enrollment 120\u003c\/p\u003e \u003cp\u003eCoaching versus Enrollment: The Difference and Synergy 123\u003c\/p\u003e \u003cp\u003eHow to Destroy Trust and Isolate Your Team 127\u003c\/p\u003e \u003cp\u003eThe Cost of Not Enrolling 129\u003c\/p\u003e \u003cp\u003eManage Expectations with Precision: A Different Kind of Conversation 131\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER EIGHT Seven Essential Enrollment Conversations That Create Companywide Alignment 133\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrepare Your People for Change 134\u003c\/p\u003e \u003cp\u003eA Subtle Distinction 150\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER NINE Coach Tracks: Turn Difficult Situations into Coaching Wins 151\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConversation #1: Eliminating Departmental and Interpersonal Silos 151\u003c\/p\u003e \u003cp\u003eConversation #2: Inheriting an Existing Team 155\u003c\/p\u003e \u003cp\u003eConversation #3: Peer Yesterday, Boss Today: Changing Roles from Peer to Boss 158\u003c\/p\u003e \u003cp\u003eConversation #4: The Revised 30-Day Turnaround Strategy for Underperformers 158\u003c\/p\u003e \u003cp\u003eConversation #5: The Evolution of the 30-Day Turnaround Strategy: The Success Acceleration Program 161\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TEN Mindful Coaching: The Inner Game of Coaching Champions 163\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAssumptions in Communication 164\u003c\/p\u003e \u003cp\u003eCoach the Written Message 174\u003c\/p\u003e \u003cp\u003eCoaching the Elusive Topic of Time Management and Personal Productivity 177\u003c\/p\u003e \u003cp\u003eCoaching a Top Producer to Change Their Toxic Attitude and Behavior 180\u003c\/p\u003e \u003cp\u003eCan You Coach Fear and Confidence? 184\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER ELEVEN Know Your Players: Transforming Talent Through Observation and Feedback 185\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThree Ways to Uncover the Gap 186\u003c\/p\u003e \u003cp\u003eCoach the Person, Not the Spreadsheet 188\u003c\/p\u003e \u003cp\u003eSharing an Observation versus Developing Someone: What’s the Difference? 197\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWELVE 15 Common Coaching Killers That Sabotage Coaching Success 201\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eToxic Tactic #1: Nine Painfully Stupid, Disempowering Words to Stop Using 201\u003c\/p\u003e \u003cp\u003eToxic Tactic #2: Are You Coaching People or Closing Them? 203\u003c\/p\u003e \u003cp\u003eToxic Tactic #3: Coaching in Your Own Image 209\u003c\/p\u003e \u003cp\u003eToxic Tactic #4: Living Everywhere but Now 211\u003c\/p\u003e \u003cp\u003eToxic Tactic #5: Coaching Multiple Gaps at a Time 217\u003c\/p\u003e \u003cp\u003eToxic Tactic #6: Double-Dipping on Questions 219\u003c\/p\u003e \u003cp\u003eToxic Tactic #7: Coaching Is for Losers 220\u003c\/p\u003e \u003cp\u003eToxic Tactic #8: In Search of the Perfect Coaching Question 221\u003c\/p\u003e \u003cp\u003eToxic Tactic #9: Caring Too Much 222\u003c\/p\u003e \u003cp\u003eToxic Tactic #10: Is Everyone Truly Coachable? 222\u003c\/p\u003e \u003cp\u003eToxic Tactic #11: The Coachee Answers the Question—Not You! 223\u003c\/p\u003e \u003cp\u003eToxic Tactic #12: Getting Suckered by These Two Common Phrases 223\u003c\/p\u003e \u003cp\u003eToxic Tactic #13: Thinking You’re Super Coach 225\u003c\/p\u003e \u003cp\u003eToxic Tactic #14: Losing Patience in Coaching 226\u003c\/p\u003e \u003cp\u003eA GPS for Your Patience 226\u003c\/p\u003e \u003cp\u003eToxic Tactic #15: Dishonoring the ABCs of Leadership 228\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER THIRTEEN Culture-Shift: Sustaining The Habit of Coaching 231\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSix Strategies to Build and Maintain Your Coaching Culture 232\u003c\/p\u003e \u003cp\u003e1. Peer-to-Peer Coaching 232\u003c\/p\u003e \u003cp\u003e2. Cross-Team Coaching and Observation 234\u003c\/p\u003e \u003cp\u003e3. Monthly Coaching Mindshare Sessions 234\u003c\/p\u003e \u003cp\u003e4. Get Your Own Coach 235\u003c\/p\u003e \u003cp\u003e5. Create Coaching Evangelists 235\u003c\/p\u003e \u003cp\u003e6. Leverage Technology or Build Reciprocated Accountability 235\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART I YOUR JOURNEY BEGINS HERE 237\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER FOURTEEN The Final Transformation 239\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e16 Final Guidance Principles to Become a Coaching Prodigy 243\u003c\/p\u003e \u003cp\u003eAppendix Seven Steps to Creating a Top Performing Coaching Culture 247\u003c\/p\u003e \u003cp\u003eBecome the Model of Exemplary Sales Leadership 251\u003c\/p\u003e \u003cp\u003eBring This Coaching Code into Your Company 251\u003c\/p\u003e \u003cp\u003eAcknowledgments 253\u003c\/p\u003e \u003cp\u003eAbout the Author 255\u003c\/p\u003e \u003cp\u003eIndex 257\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48866398798167,"sku":"9781119483250","price":19.55,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9781119483250.jpg?v=1722278458","url":"https:\/\/bookcurl.com\/products\/sales-leadership-9781119483250","provider":"Book Curl","version":"1.0","type":"link"}