Coaching Winning Sales Teams: Insights from the World of Sport and Business

Tim Chapman
Sales EQ Limited, UK

Lynn Pickford
Leadership and Sales Coach, UK

Tony Smith
Hull Kingston Rovers RFC, UK


Product Details
Format:
Hardback
ISBN:
9781789734881
Published:
22 Apr 2020
Publisher:
Emerald Publishing Limited
Dimensions:
285 pages - 152 x 229mm
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.
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
Tim Chapman is the Managing Partner of Sales EQ, an international sales coaching and consultancy business, and a Lecturer in Sales Management at the University of York. He has over 30 years' experience of complex international B2b selling, sales leadership and sales effectiveness. His previous co-authored book, The Salespersons Secret Code, is based on 3 years research into the beliefs and behaviours of high performing sales people. 
Lynn Pickford is a highly qualified Leadership and Sales Coach with a strong commercial background and over 25 years of experience working at board level. Winner of multiple awards, including Vodafone's prestigious Premier Club award for coaching and leadership development in 2011, she holds a first-class Professional Diploma in Management Skills, delivered by Leeds University and Accenture. 
Tony Smith is one of Rugby Super League's longest serving and most successful coaches. He led Leeds Rhinos to two league titles and a world club championship. Named RLIF Coach of the Year in 2007 for a successful season as GB Coach, he then went on to take England to the semi-finals in the 2008 Rugby League Cup. As head coach of Warrington Wolves, he led them to two Challenge Cups and three Grand Finals. Following a spell as an elite coaching mentor for the Football Premier League and League Manager's Association Tony is now head coach at Hull Kingston Rovers RFC.

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