Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance

Section 1: Coaching -- What It Is, What It Isn't, and What It Could Be
Chapter 1: The Case for Better Sales CoachingThe Size of the Coaching ProblemHow Training Comes into PlayThe Driving Force for our ResearchA Preview of What's to Come
Chapter 2: Welcome to the JungleThe Rocky Transition to Sales ManagerThe Chaos of Sales ManagementLight at the End of the Tunnel
Chapter 3: Sales Coaching: How It's Wrong and Why It FailsThe Current State of AffairsHow Managers are Prepared to CoachHow Sales Managers Coach (or Don't Coach)Inspection Disguised as CoachingThe Curse of Knowledge: Your Biggest Blind SpotThe Culture of Dependence -- Your Worst EnemyThe Best Path Forward
Section 2: The Groundwork for Greatness
Chapter 4: Deciding What to CoachThe Coaching ChaseClarity of Task: Your Salesperson's Best FriendThe Relationship Between Coaching and Quota AttainmentWhat's Measured vs What's ManageableThe Nature of Sales ActivitiesMatching Sales Roles and Sales ProcessesSelecting Activities that Matter MostStandards as Contributor to Clarity of TaskKey Takeaways: The Beginning of a Common Language for Coaching
Chapter 5: Structuring Coaching ConversationsCreating the Right Amount of Structure Conducting Effective Coaching ConversationsCoaching Doesn't Have to be ComplicatedKey Takeaways: Structuring Coaching Conversations
Chapter 6: Formalizing Sales Coaching into Your Day-to-Day JobHow Formality Impacts CoachingAd-Hoc versus Formal CoachingFormality as a Mechanism for InspectionThere is a Rhythm to FormalityGetting on the Right PathKey Takeaways: Regarding Formality
Section 3: Coaching Activities -- The Itty Bitty Nitty Gritty
Chapter 7: Territory and Account CoachingTerritory Coaching Structuring Territory Coaching ConversationsEstablishing a Rhythm of Territory CoachingReal Case Example: Strategic and Tactical Territory Coaching in ActionAccount CoachingStructuring Account Coaching ConversationsEstablishing a Rhythm of Opportunity CoachingReal Case: Putting it all TogetherKey Takeaways: Opportunity Coaching
Chapter 8: Opportunity CoachingThe Goal of Opportunity CoachingCoaching Across the Buying ProcessSales Process Meets Buying ProcessStructuring Opportunity Coaching ConversationsFinding the Right Rhythm of Opportunity CoachingReal Case: Putting it all TogetherKey Takeaways: Opportunity Coaching
Chapter 9: Call CoachingCoaching Sales Calls Across the Buying ProcessWhere to Apply Your Call Coaching EffortsStructuring Call Coaching ConversationsCoaching for Better Call PlanningCoaching Through Observation and Feedback Formality of Call CoachingKey Takeaways: Call Coaching
Chapter 10: Reality is Messy -- Adapting Coaching to a Few Special SituationsDifferent Sales Roles, Different Sales ActivitiesCreating a Path to Results: By Role and By SalespersonUnique Characteristics of the Sales AssignmentHow to Ensure Coaching HappensPutting a Bow on It