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Type of bind: Hardcover
Dewey Decimal Number: 658.81
EAN num: 9780070523821
ISBN number: 0070523827
Label: McGraw-Hill
Manufacturer: McGraw-Hill
Quantity: 1
Page Count: 130
Printing Date: September 01, 1996
Publishing house: McGraw-Hill
Sale Popularity Level: 64341
Studio: McGraw-Hill
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Editor's Notes and Comments:
Product Description:
As companies shift from hierarchical management into teamwork, managing is not nearly as important as coaching. Here is the very first book on the coaching process written exclusively for sales managers--a brief, easy-to-digest primer on making the transition from a traditional boss to a sales coach. Created by an author/instructor who teaches sales management as the prestigious Wharton Executive Development Center, this guide shows sales managers how to: understand the nuances and payoffs of coaching: conduct coaching sessions and improve key skills such as listening and giving feedback; deal with problems such as discipline and reluctant behavior within the sales team; and coach and peers on oneself.
User popularity level:
Rated by buyers 
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This is the best book I have read in a long time. Everyone should read this no matter what career your in.
Rated by buyers 
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This book could have been summed up in two pages. There was nothing new or insightful in this book. If you need someone to tell you that to be an effective coach you have to communicate, give feedback, dont leave negative emails, etc. then this book is for you. If you are looking for something more, save your money.
Rated by buyers -
This book is a real treasure. I would have been successful by 1000% if I had read this book earlier. The price of this book is such a small investment in comparison what you get from this book. I recommend it a thousand of times!
I recommend it for all the leaders no matter if you coach sales teams or teams of other profiles.
Thanks the author for such an extreemely useful and practical book.
Rated by buyers -
Very practical and helpful for anyone who want to be effective coaches. Ms. Richardson really understands what most managers and sales persons tend to do in a coaching situation and was able to 'coach' readers in how to avoid common pitfalls.
Rated by buyers -
This was an excellent book. The topics included were very applicable to creating a coaching culture. It is very straight forward and easy to read and comprehend! This book will be extremely helpful in creating a coaching culture in a sales call center environment.
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