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...

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Bibliographic Details
Main Authors: Chapman, Tim, (Author), Pickford, Lynn, (Author), Smith, Tony, (Author)
Format: eBook
Language: English
Published: Bingley, U.K. : Emerald Publishing Limited, 2020.
Subjects:
Sales personnel > Training of.
Employees > Coaching of.
Teams in the workplace.
Business & Economics > Training.
Management: leadership & motivation.
elektronické knihy
electronic books
ISBN: 9781789734898
9781789734874
Physical Description: 1 online resource (248 pages) ; cm

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Table of contents

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020 |a 9781789734898 
020 . . |a 9781789734874  |q electronic bk. 
040 |a UtOrBLW  |b eng  |e rda  |c UtOrBLW 
080 |a 658 
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 (Sales EQ Limited, UK), Lynn Pickford (leadership and sales coach, UK), Tony Smith (Hull Kingston Rovers RFC, UK). 
264 1 |a Bingley, U.K. :  |b Emerald Publishing Limited,  |c 2020. 
264 4 |c ©2020 
300 |a 1 online resource (248 pages) ;  |c cm 
336 |a text  |b txt  |2 rdacontent 
337 |a computer  |b c  |2 rdamedia 
338 |a online resource  |b cr  |2 rdacarrier 
500 |a Includes index. 
504 |a Includes bibliographical references. 
505 0 |a Chapter 1. Introduction -- Chapter 2. You as coach, your inner coach -- Chapter 3. The outer coach: the skills and behaviours of great coaches -- Chapter 4. Being coached -- Chapter 5. Structure, process and models -- Chapter 6. Preparing to coach -- Chapter 7. Coaching winning sales teams in action -- Chapter 8. Coaching winning sales teams, the how -- Chapter 9. Final thoughts -- Chapter 10. Meet our coaches. 
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. 
588 0 |a Print version record. 
650 0 |a Sales personnel  |x Training of. 
650 0 |a Employees  |x Coaching of. 
650 0 |a Teams in the workplace. 
650 7 |a Business & Economics  |x Training.  |2 bisacsh 
650 7 |a Management: leadership & motivation.  |2 bicssc 
655 7 |a elektronické knihy  |7 fd186907  |2 czenas 
655 9 |a electronic books  |2 eczenas 
700 1 |a Pickford, Lynn,  |e author. 
700 1 |a Smith, Tony,  |e author. 
776 |z 9781789734881 
856 4 0 |u https://proxy.k.utb.cz/login?url=https://doi.org/10.1108/9781789734874  |y Full text 

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