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Coaching salespeople into sales champions : a tactical playbook for managers and executives /
Coaching Salespeople into Sales Champions is the ultimate guide to maximizing team productivity through executive sales coaching. Between professional deadlines and other business responsibilities, most sales managers can?t find the time to develop their sales staff. This book shows you how to devel...
| Clasificación: | Libro Electrónico |
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| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, N.J. :
John Wiley & Sons,
©2008.
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| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
Tabla de Contenidos:
- Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives; CONTENTS; ABOUT THE AUTHOR; ACKNOWLEDGMENTS; INTRODUCTION; Chapter 1: The Death of Management; Chapter 2: The Coach's Mindset: Six Universal Principles of Maserful Coaching; Chapter 3: Six Fatal Coaching Mistakes and How to Avoid Them; Chapter 4: Tactical Coaching; Chapter 5: The Seven Types of Sales Managers; Chapter 6: Ignition On! Now They're Inspired; Chapter 7: Assumptive Coaching and Dangerous Listening; Chapter 8: Vulnerability-Based Leadership.
- Chapter 9: Facilitating an Effective Coaching ConversationChapter 10: The Art of Enrollment; Chapter 11: The Seduction of Potential; Chapter 12: Develop an Internal Coaching Program; Conclusion; Appendix; INDEX.