Based on Sandler's breakthrough bestseller, The Sales Coach's Playbook
Learn Sandler's processes for coaching as an ongoing development system with your team. Sandler's coaching programs teach sales managers and other company leadership how to develop a coach's mindset, resulting in increased understanding of individual motivations, and maximizing individual and group performance.
Coaching requires a strong commitment by the manager to empower their salespeople to grow. It involves a customized action plan and a continuous-learning environment, propelling salespeople past self-imposed barriers. Learn more in the free white paper, Five Mistakes to Avoid When Coaching Salespeople.
In our experience, many sales organizations underestimate the importance of the coaching role. They misunderstand the definition of coaching, and coach inconsistently or not at all. As a result, the sales leader's skill-set is unbalanced... and the five challenges of sales management are more likely to become embedded in daily working operations.
This leads to stress, burnout, and less-than-optimal income numbers. Learn how to identify and unlock the performance code of each individual on your team, and maximize their performance.
A recent study found that few sales managers spend time coaching, and when they do it's generally ineffective, failing to get desired results. The Sales Coach's Playbook: Breaking the Performance Code, by Sandler trainer Bill Bartlett, answers the question of 'Why?' and offers a specific, actionable plan based upon the award-winning Sandler Selling System.
As a sales leader, you already know why coaching is important. Now in The Sales Coach's Playbook, you can learn how to become a winning coach who partners with your people for success. With real-life case studies and a commonsense, step-by-step approach, this book creates great coaches who produce great salespeople.
Ken Blanchard coauthor of The New One Minute Manager and Collaboration Begins with You