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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

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$34.00

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

Acknowledgments

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

Index