Unleashing your inner sales coach

Unleashing your Inner Sales Coach - How to Inspire, Motivate and "Coach" your Sales Team to Success

In Unleashing your Inner sales coach, I address the role of the middle manager (and up) and how these individuals can strengthen their team’s sales and management practices. My hope is that by reading this book, and adding to your skill set, you will improve your interactions, both with your sales professionals and your customers.

I’ll help with the hard questions. The answers to all my questions are YES.

You should be building your sales professional’s skills. You should stop doing your sales professional’s work for them. You should demand more accountability (in a compassionate manner.) And – yes, this should be an important topic to you. 

Through my involvement with sales organizations, I have developed the following five premises…

1. That - managers in many sales organizations are more comfortable moving cases (either with a hand truck, or discounts) than they are motivating (or moving) their salespeople to be able to do it themselves

2. That managers in sales organizations are often promoted because they are the best at sales, not because they are the best at management.

3. That managers allow a lack of accountability to thrive where victims (sales professionals who blame others) run rampant in sales organizations.

4. That managers are much better at setting goals than they are helping their salespeople reach those goals.

5. That managers spend a lot of time putting out fires, instead of coaching and mentoring salespeople.

Does this describe your management team?

My research, my prior management experience and my interaction with thousands of talented sales professionals and managers tell me that the point of entry for continuous improvement in any sales organization is the middle management level. These are the individuals who interact with sales professionals on a daily basis. These are the individuals who help sales professionals achieve success, instead of failure. Sure, sales professionals have to want it, but the manager has to want it for (that individual) also – and be willing to help him or her get there.

Unleashing Your Inner Sales Coach will help you... 

• Control the controllables

• Maintain a healthy attitude

• Engage your sales professionals

• Make the right moves as a sales manager

• Set clear expectations

• Manage Accountability

• Handle price changes

• Lead Business Reviews

• Conduct one-to-one coaching sessions

• Foster Creativity

• "Ride" together to success

• Handle objections and close sales

• Run effective meetings

• Having difficult conversations

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