Available in hardback, Kindle, Audible & Audible Books & Podcast Series
Great sales coaching positively impacts individual, team and organisational sales performance. However, in today’s results-driven and time-poor business world, the embedding of sales coaching into everyday practice is often overlooked. This guide utilises the authors’ own experiences of helping companies and individuals turn average, static and infrequent sales coaching regimes into successful business strategies for winning sales teams.
Looking at the reality of sales coaching today, the book explores the how, what and why of sales coaching. Through extensive research into elite coaches in the world of business and sports the authors analyse the mindset, skills and behaviours required to be a top sales coach. They also consider, how to be coached. hHow the sales person can overcome any natural shyness, fear of performance critique and seek out specific, timely and actionable coaching feedback.
Using the latest thinking in neuroleadership and psychology, the book outlines the nine key behaviours of a great coach and provides a range of practical sales coaching models, tools and techniques, which can be easily integrated into a sales leaders every-day pressurised role.
Coaching Winning Sales Teams is an essential read for sales leaders and professionals, alongside researchers and practitioners working in HR, Learning and Development and Sales Effectiveness.
Tim Chapman is the Managing Partner of Sales EQ, an international sales coaching and consultancy business, and a Lecturer in Sales Management at the University of York. He has over 30 years’ experience of complex international B2b selling, sales leadership and sales effectiveness. His previous co-authored book, The Salespersons Secret Code, is based on 3 years research into the beliefs and behaviours of high performing sales people.
Lynn Pickford is a highly qualified Leadership and Sales Coach with a strong commercial background and over 25 years of experience working at board level. Winner of multiple awards, including Vodafone’s prestigious Premier Club award for coaching and leadership development in 2011, she holds a first-class Professional Diploma in Management Skills, delivered by Leeds University and Accenture.
Tony Smith is one of Rugby Super League’s longest serving and most successful coaches. He led Leeds Rhinos to two league titles and a world club championship. Named RLIF Coach of the Year in 2007 for a successful season as GB Coach, he then went on to take England to the semi-finals in the 2008 Rugby League Cup. As head coach of Warrington Wolves, he led them to two Challenge Cups and three3 Grand Finals. Following a spell as an elite coaching mentor for the Football Premier League and League Manager’s Association Tony is now head coach at Hull Kingston Rovers
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The Salesperson's Secret Code
Available in hardback, Kindle, Audible & Audiobooks
The Salesperson’s Secret Code’ is based on interviews and analysis (qualitative and quantitative) of 1000 of the world's leading salespeople, across a mix of industries, cultures and context. The authors present the most rigorous evaluation of how salespeople behave and how they are driven.
The objective was to write a book that is easy to read, engaging and thought provoking, but which is also backed up with rigorous research. In other words, not what experience ‘tells’ us but what we observe as we learn how salespeople behave and how they are driven.
What makes a great salesperson? What beliefs, attitudes and behaviours are linked to being a top performing salesperson? What impact does culture, industry and sales context have? Does a formal sales methodology or process make a difference?
This book is for any sales professional, or indeed anyone involved in the sales process of their company, who wants to learn the secrets of successful selling.
The authors have all ‘carried a bag’ and are passionate about the development of the sales profession. A collaboration between; best-selling authors Ian Mills, Mark Ridley and Ben Laker from Transform People International, and Tim Chapman, Managing Partner at Sales EQ.