Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance 1 9781260121155 Make sales coaching a daily priority for top-of-game staff performance Those who do it right prove time and time again that sales coaching works. If you’re one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands. Based on one of today’s most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff’s job. It all comes down to three critical points that the vast majority of sales managers today are missing: • Provide clear direction for sellers on how to get to quota—for all sales roles • Ensure effective execution by coaching the right things, in the right measure, executed the right way • Assess seller performance and make timely course corrections It’s all about helping your people make the best use of their time and effort. That’s what coaches do. When a salesperson is skilled at making important decisions about which priorities to pursue and which ones to ignore to—results follow. It’s that simple. Crushing Quota teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices. This is the definitive guide to making sales coaching work for any sales team in any industry.
Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance

Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance

1st Edition
By Michelle Vazzana and Jason Jordan
ISBN10: 1260121151
ISBN13: 9781260121155
Copyright: 2019

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ISBN10: 1260121151 | ISBN13: 9781260121155



The estimated amount of time this product will be on the market is based on a number of factors, including faculty input to instructional design and the prior revision cycle and updates to academic research-which typically results in a revision cycle ranging from every two to four years for this product. Pricing subject to change at any time.

Program Details

Foreword by Jill Konrath


Part I: Coaching: What It Is, What It Isn't, and What It Could Be

Chapter 1: The Case for Better Sales Coaching

Chapter 2: Welcome to the Jungle: The Scary Reality of Sales Management

Chapter 3: Sales Coaching: How It's Wrong and Why It Fails

Part II: The Groundwork for Greatness

Chapter 4: Deciding What to Coach

Chapter 5: Structuring Coaching Conversations

Chapter 6: Formalizing Sales Coaching into Your Day-to-Day Job

Part III: Coaching to Activities: The Itty Bitty Nitty Gritty

Chapter 7: Territory and Account Coaching

Chapter 8: Opportunity Coaching

Chapter 9: Call Coaching

Chapter 10: Reality is Messy: Adapting Coaching to a Few Special Situations