Sales Coaching Playbook: A Sales Managers Guide to Increase Sales - Softcover

9780966939705: Sales Coaching Playbook: A Sales Managers Guide to Increase Sales

Softcover

ISBN 10: 0966939700 ISBN 13: 9780966939705

The sales coaching Playbook is a book of action designed to help sales professionals compete and win in today's fast changing marketplace. It is a step by step guide to help sales managers change from the administrative manager mindset to an action centered sales coach philosophy. It is a book loaded with the strategies and tactics to improve performance, productivity, and motivation of the sales team. Its pragmatic design illustrates a business growth system rooted in How to's. From cover to cover this book provides the insightful ideas, tools,and processes to assist you in the development of the skills and attitudes of every member of your team. It's more than just a book it's a business growth system designed specifically to increase sales. It includes: 1) Action Coaching Model 2)Player Selection Process 3) Action Selling System 4) Motivation Plan 5) Winspiration- Winning through adversity. NOW- Let The Game Begin!

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�ber die Autorin bzw. den Autor

Chick Waddell is the managing partner for Excellence in Action Partners located in Dallas Texas. Chick is the author of the acclaimed Sales Coaching Playbook and of the business development, Action Selling System. As the former Director of National Accounts for one of the nations largest health care companies, Chick's focus was business growth and development. In that role he was responsibe for the education,training,and motivation of over 300 field managers and representatives. The initiatives of this team helped provide consistant growth of 50% to 75% per year. In addition, Chick served as master trainer and account executive for the Fortune Group International and the Zig Ziglar Corporation. Today Chick provides business growth solutions to companies worldwide through keynote talks, custom training and development, coaching and consulting.

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Sales Coaching Playbook is a coaching system designed to help sales managers compete and win in today's fast changing marketplace.

USE THE SALES COACHING PLAYBOOK TO: * Increase performance and productivity of each team member * Improve employee commitment * Increase sales and profitability * Improve your relationship with your team * Identify how to interview and select winners * Master different methods of motivation * Improve your ability to teach and train * Improve the selling skills of every sales person * Modify the behavior and improve the habits of each team member

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The coaching challenge calls for the development of new skills that take the spotlight away from simply managing numbers and statistics to building the organization's most critical resource - PEOPLE. With people as the focus, these keys are fundamental to coaching success. To be a winning sales coach, you must be:
- Philosophy focused
- Establish standards
- Objective driven
- Paradigm shifting
- Let them know you care
- Encourage and build belief
- PARADIGM SHIFTING

I know some of you think this is a backfield shift designed by Coach Knute Rockne of Notre Dame back in the late 1920's. Yes and no. A paradigm shift is a new way of thinking about an old problem. As a creative thinker, Rockne was one of the first to use the forward pass in a football game and he was always creating new strategies and tactics for victory. In addition to coaching for Notre Dame, Rockne also taught chemistry at the university. My high school chemistry teacher called chemistry "cooking." Rockne was always cooking up something new and creative. Another creative thinker, Marcel Proust, author of the classic "Remembrance of Things Past" summarized it all when he said "the real voyage of discovery consists not in seeing new lands but in seeing with new eyes." For an example of inside-the-box thinking, I recall reading about the great inventor, Alexander Graham Bell when he visited President Rutherford B. Hayes. Bell proudly demonstrated his invention, the telephone. President Hayes, being an inside the box thinker, replied, "that's an amazing invention but who would ever want to use one?"

Then there is the outside the box thinker. A golfing buddy shared this hypothetical story with me:

A golfer is standing at a beautiful par five hole at the St. Simon Island Golf Club. He hits a perfect approach shot. As the golfer walks up over a knoll in front of the green, he can't find the ball. After further searching, he sees the ball has rolled into a paper bag on the side of the green. So what does he do?

Number 1.

Take a stroke and remove the ball from the bag.
Number 2.

Give it a good, old-fashioned whack.
Number 3.

Wait and hope the wind blows the bag away from the ball.
None of the above!

Instead he takes out a match and burns the bag. He's an outside the box thinker.

Maybe the greatest outside the box thinker ever was Thomas Edison. It is said he conducted over 10,000 experiments to invent the electric light bulb. When asked how it felt to have failed l0,000 times, his response was "I haven't failed l0,000 times. I've just found l0,000 ways that it would not work."

Thanks to his perseverance, we're no longer in the dark.

Thinking outside the box involves creative, forward type thinking. It's about anticipating, adapting to change and not being afraid to take the road less traveled.

A glaring example of resisting change is told by futurist Joel Barker about the Swiss watch making industry. In 1968, the Swiss were the leaders of the world in manufacturing watches. However, ten years later, their market share has gone from approximately 65 percent worldwide to less than 10 percent. Why? Because of the invention of the quartz movement watch and because of Swiss inside the box thinking. The day of the quartz watch had come. It was much more accurate than a standard timepiece. It was less expensive. And most important, it was what the customer wanted. Even with all of these telltale signs of change, the Swiss still ignored the obvious.

They simply felt that the old way was the only way. The ironic twist in all of this lies in the identity of the inventors of the quartz watch. Yes, it was the Swiss themselves. They felt so confident and complacent about their old ways and were so oblivious to the signs of change that they didn't even protect the quartz patent. Seiko of Japan and Texas Instruments embraced the idea and that was the beginning of the end. The Swiss gave away the goose that laid the golden egg, giving new meaning to Bruce Barton's saying "When you're through changing, you're through."

The moral of the story is: As Coach Rockne put it: "Don't coast. Because when you coast, there is only one way to go - downhill."

Also know your customer. If the Swiss really had listened to and understood the wants and needs of their customers, they would have protected the quartz patent and introduced the quartz watch to the world themselves. In doing so, they would have preserved and improved the economic state of their country, rather than incurring the loss of tens of thousands of jobs.

Why is forward thinking and the ability to adapt to change so important? In the long run it has everything to do with survival.

Look at the Fortune l00 list of 50 years ago. Many of the companies listed are no longer included today. Existence has everything to do with our ability to adapt to change. The only thing really permanent in life is change and the greatest challenge lies in changing ourselves.

Companies are made up of people. If the people change, the company will change. If the people grow, the company will grow. This only happens with effective coaching and leadership.

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