xv, [1], 176 pages. Boxes. Figures. Appendix: Coaching Tools. Index. Author's

xv, [1], 176 pages. Boxes. Figures. Appendix: Coaching Tools. Index. Author's inscription on the fep. Inscription reads Charles--You've been my advisor and coach. Here is to great success for you in your new role. All the Best, Linda March 23, 98. Linda Richardson is founder and executive chairwoman of Richardson, a leader in the global sales training industry. The recipient of many high-level sales awards, she is the author of numerous influential books, including Selling by Phone, Sales Coaching, and the New York Times best-selling Perfect Selling. She also teaches sales and management at The Wharton School and the University of Pennsylvania. As companies shift from hierarchical management into teamwork, managing is not nearly as important as coaching. Here is the first book on the coaching process written exclusively for sales managers--a brief, easy-to-digest primer on making the transition from a traditional boss to a sales coach. Created by an author/instructor who teaches sales management as the prestigious Wharton Executive Development Center, this guide shows sales managers how to: understand the nuances and payoffs of coaching: conduct coaching sessions and improve key skills such as listening and giving feedback; deal with problems such as discipline and reluctant behavior within the sales team; and coach and peers on oneself. Since the original publication of this classic guide, organizations have recognized that sales coaching is a sales manager's most important role. Sales Coaching will help you make the essential transition from boss to coach so you can help salespeople achieve their goals. In this new role, you will empower your people to reach their highest potential by removing obstacles while fostering self and peer coaching, allowing direct reports to take responsibility for their own development. Richardson's broader objective is to help build and sustain a sales culture of continuous improvement and sales excellence. Inside you'll find a clear, practical, five-step approach to sales coaching that will result in dramatic changes in behavior.