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Coaching winning sales teams : insights from the world of sport and business /
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 he...
| Clasificación: | Libro Electrónico |
|---|---|
| Autores principales: | , , |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Bingley, United Kingdom :
Emerald Publishing, Ltd.,
2020.
|
| Edición: | First edition. |
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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|---|---|---|---|
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| 003 | OCoLC | ||
| 005 | 20231005004200.0 | ||
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| 037 | |a 9781789734898 |b Emerald Publishing | ||
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| 082 | 0 | 4 | |a 658.3/1245 |2 23 |
| 049 | |a UAMI | ||
| 100 | 1 | |a Chapman, Tim, |e author | |
| 245 | 1 | 0 | |a Coaching winning sales teams : |b insights from the world of sport and business / |c Tim Chapman, Lynn Pickford, Tony Smith. |
| 250 | |a First edition. | ||
| 264 | 1 | |a Bingley, United Kingdom : |b Emerald Publishing, Ltd., |c 2020. | |
| 264 | 4 | |c ©2020 | |
| 300 | |a 1 online resource ([xv], 227 pages) | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 520 | |a 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 explore the mindset, skills and behaviours required to be a top sales coach. They also consider how to be coached. How 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. | ||
| 504 | |a Includes bibliographical references and index. | ||
| 505 | 0 | |a Cover -- COACHING WINNING SALES TEAMS -- COACHING WINNING SALES TEAMS: Insights from the World of Sport and Business -- Copyright -- Dedication -- CONTENTS -- FOREWORD -- FOREWORD -- ACKNOWLEDGEMENTS -- 1. Introduction -- What's Sports Got to Do with Sales Coaching? -- Our Approach -- The Case for Coaching -- The Context of Today's Sales Leader and Sales Professional -- If Sales Coaching is so Good, then, and the Payoffs are Considerable, Why Don't We All Do It? -- Why Sales Managers Don't Coach -- What's in This Book for You as a Sales Coach? | |
| 505 | 8 | |a What's in This Book for You as the Sales Professional? -- Our Wish for the Book -- 2. You as Coach, Your Inner Coach -- What Are You in It For? -- Knowing Me, Knowing You -- The Emotional Intelligence Equation -- Understanding Yourself Better -- Coach: Born or Made? -- Will It Make Me a Better Coach? -- Integrity and Authenticity -- Self-improvement -- Habits -- Breaking up Is Hard to Do -- Duhigg Habit Loop -- It's a Marathon Not a Sprint -- Looking after Yourself -- Get off the Podium -- Getting Inside the Head of a Great Performance Coach -- Closing Thoughts | |
| 505 | 8 | |a 3. The Outer Coach: The Skills and Behaviours of Great Coaches -- The Coaching Relationship -- Coach the Person First -- Building the Chemistry -- Observation: Look, Listen and Sense -- Watch the Story Unfold -- Observing Once with Your Eyes and Ears is Not Enough -- Are You Really Listening? -- It's the Small Things that Matter -- Preparation -- Feedback -- Without Freaking People Out -- Feedback -- Part of the Everyday -- It's Not What You Say, It's the Way that You Say It -- Timing Is Everything -- Strengths or Weaknesses: Positive or Negative? -- Feedback -- It's Just a Note | |
| 505 | 8 | |a Ask More Than Tell? -- When To Ask, When To Tell -- Finding Your Rhythm -- Coaching the Individual and Team -- Where Do You Start, Team or Individual? -- Coach the Whole Team, Not Just Your Favourites -- You Don't Need to Be the Coach to Coach -- Commitment to Action -- Goal Setting and the Power of Progress -- Create an Environment for Success -- Closing Thoughts -- 4. Being Coached -- Coachable vs Uncoachable -- Fear of Failure -- I Have Been Doing This Job for 15 Years ... -- You Don't Want to Admit You Are Losing Your Edge -- Only You Can Hold Yourself Back -- Know Yourself First | |
| 505 | 8 | |a Using Psychometric Tools -- Never Stop Questioning Your Practice -- Building a Coaching Relationship -- Your Coach Doesn't Have to Be Your Manager -- Look Beyond the Obvious -- Beware of Choosing Someone Like You -- Trust and Relationship -- Self-Coaching Isn't Enough -- Getting the Most out of Coaching -- Being Prepared -- In the Coaching Moment -- The Art of Dealing with Feedback -- Five-Step Framework for Dealing with Feedback -- Closing Thoughts -- 5. Structure, Process and Models -- Start with Culture -- Whose Responsibility Is It to Set the Coaching Culture? | |
| 588 | 0 | |a Online resource; title from digital title page (viewed on April 30, 2020). | |
| 590 | |a Emerald Insight |b Emerald All Book Titles | ||
| 650 | 0 | |a Sales personnel |x Training of. | |
| 650 | 0 | |a Employees |x Coaching of. | |
| 650 | 0 | |a Personal coaching. | |
| 650 | 0 | |a Executive coaching. | |
| 650 | 0 | |a Mentoring in business. | |
| 650 | 0 | |a Sales force management. | |
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Sports |x Psychological aspects. | |
| 650 | 0 | |a Teams in the workplace. | |
| 650 | 6 | |a Vendeurs |x Formation. | |
| 650 | 6 | |a Accompagnement (Psychologie) | |
| 650 | 6 | |a Accompagnement de gestionnaires. | |
| 650 | 6 | |a Mentorat dans les affaires. | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Équipes de travail. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a Management: leadership & motivation. |2 bicssc | |
| 650 | 7 | |a Business & Economics |x Training. |2 bisacsh | |
| 650 | 7 | |a Employees |x Coaching of |2 fast | |
| 650 | 7 | |a Executive coaching |2 fast | |
| 650 | 7 | |a Mentoring in business |2 fast | |
| 650 | 7 | |a Personal coaching |2 fast | |
| 650 | 7 | |a Sales force management |2 fast | |
| 650 | 7 | |a Sales personnel |x Training of |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 650 | 7 | |a Sports |x Psychological aspects |2 fast | |
| 650 | 7 | |a Teams in the workplace |2 fast | |
| 700 | 1 | |a Smith, Tony, |e author | |
| 700 | 1 | |a Pickford, Lynn, |e author | |
| 776 | 0 | 8 | |i Print version: |a Chapman, Tim. |t Coaching winning sales teams. |b First edition. |d Bingley, United Kingdom : Emerald Publishing, Ltd., 2020 |z 1789734886 |z 9781789734881 |w (OCoLC)1126799917 |
| 856 | 4 | 0 | |u https://emerald.uam.elogim.com/insight/publication/doi/10.1108/9781789734874 |z Texto completo |
| 938 | |a Askews and Holts Library Services |b ASKH |n AH36915259 | ||
| 938 | |a Askews and Holts Library Services |b ASKH |n AH36915257 | ||
| 938 | |a ProQuest Ebook Central |b EBLB |n EBL6173880 | ||
| 938 | |a EBSCOhost |b EBSC |n 2289450 | ||
| 938 | |a YBP Library Services |b YANK |n 301215652 | ||
| 938 | |a YBP Library Services |b YANK |n 16729662 | ||
| 994 | |a 92 |b IZTAP | ||