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 Electronic eBook
LanguageEnglish
Published Bingley, U.K. : Emerald Publishing Limited, 2020.
Subjects
Sales personnel > Training of.
Employees > Coaching of.
Teams in the workplace.
elektronické knihy
electronic books
Online AccessFull text
ISBN9781789734898
9781789734874
DOI10.1108/9781789734874
Physical Description1 online resource (248 pages) ; cm

Cover

Table of Contents:
  • 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.

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