Selling is Everyone's Business What it Takes

"Selling Is Everyone's Business is a guide specifically designed for sales team leaders who want to take their own and their team's performance to the next level. Written by two top sales training consultants, this comprehensive guide features case studies, interviews, and special learning tools that help you understand these, and many other, vital topics."--BOOK JACKET.

STEVE JOHNSON and ADAM SHAIVITZ are partners in Next Level, a sales training and consulting business. With a combined fifty years of experience in the field, and having conducted training sessions with more than 500,000 salespeople and 10,000 sales coaches and sales executives, they are among the top experts in sales and sales coaching. Johnson is also the coauthor of If You're Not Out Selling, You're Being Outsold, from Wiley.</p>

Acknowledgments

ix

Introduction

xi

Sales Coaching

1

(14)

Planning---The Foundation of Coaching

15

(16)

Goal-Setting Meetings

31

(44)

Training

75

(30)

Follow-Up---``How's It Going?''

105

(20)

Coaching in the Crunch

125

(20)

Sales Meetings and Huddles

145

(32)

Recognition

177

(14)

Tying It All Together

191

(4)

Index

195

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Selling is Everyone's Business What it Takes to Create a Great Salesperson

Summary

Author Biography

Table of Contents

Supplemental Materials