The Sales Coach's Playbook: Breaking the Performance Code
There is no one-size-fits all sales coaching model. There are only approaches that have been shown to be successful in particular situations. Acting as coach, the manager must identify each individual salesperson’s personal “success code” – and use that code to unlock the salesperson’s potential for success.
It is always up to the coach to choose the right approach for the salesperson and the situation. In this sense, effective sales coaching is a series of adjustments to particular people and circumstances. This book offers an overview of the sales coaching practices the best Sandler-trained sales coaches have found to be most effective over the past four decades, and a discussion of the situations where they are most likely to be useful.
Bill Bartlett is an experienced Sandler trainer who plays an important role in Sandler’s worldwide organization and is recognized as a business development expert specializing in executive sales training and sales productivity training. He helps clients increase productivity and profit by developing high performance behaviors, winning attitudes and superior sales and management techniques. A critically-acclaimed coach and facilitator who excels at identifying core challenges and implementing growth strategies, Bartlett has a client list spanning small companies to the Fortune 500. As an accomplished executive coach, he works with Fortune 1000 CEOs, professional athletes (PGA, MLB), and actors in Hollywood. He currently heads a Sandler Training center in the Chicago suburb of Naperville, IL.
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