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The Sales Coach's Playbook: Breaking the Performance Code

Bill Bartlett

The definitive playbook for effective sales coaching, based on the proven principles of the Sandler Selling System

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Book Information

Publisher: Sandler Training.
Publish Date: 03/16/2016
Pages: 238
ISBN-13: 9780692606681
ISBN-10: 0692606688
Language: English

Full Description

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.

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