A huge difference separates being a great salesperson and creating one. And being a good salesperson doesn’t necessarily mean that you have the skills or knowledge to coach or create another good salesperson. This book helps you defy the Peter Principle by teaching you how to coach a sales team to greatness. Sales training consultants Steve Johnson and Adam Shaivitz created this easy-to-follow handbook. They cover all the basics, including developing sales goals and a plan to meet them, teaching and reinforcing essential sales skills, training in the field, running effective sales meetings and providing constructive feedback. The authors stick to what they know best and, although the result isn’t particularly original, it does provide a step-by-step template for managing a sales team and pumping up their performance. getAbstract recommends this book to anyone who wants to make the transition from salesperson to sales department manager.
In this summary, you will learn
- How to improve sales team performance by “coaching” rather than “managing”;
- How sales coaches set goals, run effective sales meetings, train their teams, turn sales calls into learning situations, and provide feedback and recognition; and
- Which tactics can transform good salespeople into great salespeople.
About the Authors
Steve Johnson and Adam Shaivitz are partners in a sales training company. Johnson is the co-author of the book If You’re Not Out Selling, You’re Being Outsold.