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" Coaching Champions : "
Frank Salisbury
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BL
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| Record Number
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768445
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| Doc. No
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b588432
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| Main Entry
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Frank Salisbury
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| Title & Author
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Coaching Champions : : How to Build a Winning Sales Team.\ Frank Salisbury
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| Publication Statement
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Cork : Oak Tree Press, 2011
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| Series Statement
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2
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| Page. NO
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(308 pages).
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| ISBN
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1904887678
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: 9781904887676
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| Notes
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About the authoroak tree press.
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| Contents
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Acknowledgements; preface; chapter 1 the seeds of greatness; chapter 2 salespeople; chapter 3 taking a professional approach; chapter 4 from sales manager to sales coach; chapter 5 what does it take to be a good coach?; chapter 6 a systematic approach to sales coaching; chapter 7 purpose and parameters; chapter 8 objectives and options; chapter 9 what is happening now?; chapter 10 empowerment; chapter 11 review; chapter 12 taking a reality check; chapter 13 the coach in action; chapter 14 epilogue; appendix 1 the champions' journal; appendix 2 the power form; end-notes; recommended reading.
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| Abstract
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Coaching Champions deliberately challenges you to question everything you have ever known or held dear about selling, sales management and professionalism. Selling is a physical skill, which requires salespeople, sales managers, and sales trainers alike to apply the simple processes of repetition and hard work, in order to have a successful outcome. Based on over 30 years' research into what makes sales teams successful, Coaching Champions focuses on the POWER© coaching model, recognising that sustainable sales success has less to do with the sales team than it has to do with the person ma.
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| LC Classification
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HF5438.4F736 2011
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| Added Entry
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Frank Salisbury
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