Cargando…
Sales leadership : the essential leadership framework to coach sales champions, inspire excellence, and exceed your business goals /
"Coaching is the universal language of learning, development and change." style="color: #333333; font-family: Arial, sans-serif; font-size: 14px;" /> style="color: #333333; font-family: Arial, sans-serif; font-size: 14px;" />Imagine a workplace without fear, stres...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
John Wiley & Sons, Inc.,
[2018]
|
| Temas: | |
| Acceso en línea: | Texto completo |
Tabla de Contenidos:
- Cover; Title Page; Copyright; Contents; Preface: The Power of Why; Create the Unified Why; Why are You a Leader?; Supporting Your Quest for Coaching Greatness; Chapter One: Preparing for the Cultural Evolution; What's Your Business DNA?; Burn the Bridge of Mediocrity; The Scathing Truth; Choose No Initiative Over a Failed Initiative; Examining Culture; Boardroom or Bored Room: Defining Corporate Culture; The Company Ecosystem; When Company and Personal Values Clash; You're Not Coaching Effectively; Your Culture Sucks; A 10-Year Coaching Study; Assessing Your Culture and the ROI of Coaching
- Choose a Culture of Intention or ReactionA Culture of Strategic Communicators; 34 Characteristics of a Coaching Culture; Preparing for Your Cultural Evolution; Is Your Coaching Working? Assess Your Current Culture; Preparing for Your Cultural Journey; Can't Change Your Company's Culture? Create a Subculture Instead; Can You Truly Change a Metrics-Driven Culture?; Create a Subculture; The Culture is You; Stop Selling, Start Coaching; The Consultative Sales Coach; The Secret to Making Top Salespeople Great Managers; The Best Leaders-And Salespeople-Coach
- Chapter Two: L.E.A.D.S.: Your Guiding Framework for Transformational CoachingQuestions Are the Universal Language; A Universal Definition of Coaching; The Revised L.E.A.D.S. Model for Masterful Coaching; A Simple Coaching Framework; The Anatomy of the L.E.A.D.S. Coaching Model; Learn; Enroll; Assess; Define; Support; Tactical Application of the L.E.A.D.S. Coaching Model; 24 Types of Questions in the L.E.A.D.S. Coaching Framework; Learn; Enroll; Assess; Define; Support; Now Coach the Gap!; Wrap-Up and Next Steps; How to Coach in 10 Minutes or Less
- Laser Coaching: 12 Questions Away From a BreakthroughCoaching Simplified: The Only Three Coaching Gaps You'll Ever Uncover; Chapter Three: The L.E.A.D.S. Coaching Model at Work; Directive Coaching Is Not a Thing; Using the L.E.A.D.S. Coaching Model; Ten-Minute Coaching Moments; The Cost of Not Coaching; You Can't Always be Coaching-Or Can You?; Justifying Your Role as the Super Salesperson; Enter the Fan; How to Prevent it From Hitting the Fan; Let The Fan Blow Your Problems Away; Coaching versus Training: What's the Difference?; Chapter Four: How to Coach in 10 Minutes or Less
- "Coaching Takes Too Long"Saleshog Day; The Five Parts of the 60-Second Coaching Question; Part 1: "I'm Happy to Share My Opinion With You."; Part 2: "However, You're Much Closer to This Situation Than I am."; Part 3: "And i Trust You and Your Judgment on This."; Part 4: "So, What's Your Opinion on How to Handle This?"; Part 5: "Thanks for Sharing Your Opinion, I Really Appreciate it. Let's Walk Through Your Ideas to see How it Could Play out and Then, If Needed, Refine it Together to Ensure Your Strategy Will Achieve the Results You Want."; Ask for an Opinion, Not a Solution