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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 |
Tabla de Contenidos:
- 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?
- 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
- 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
- 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
- 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?