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Chapter 1: The Case for Better Sales Coaching
The Size of the Coaching Problem
How Training Comes into Play
The Driving Force for our Research
A Preview of What's to Come
Chapter 2: Welcome to the Jungle
The Rocky Transition to Sales Manager
The Chaos of Sales Management
Light at the End of the Tunnel
Chapter 3: Sales Coaching: How It's Wrong and Why It Fails
The Current State of Affairs
How Managers are Prepared to Coach
How Sales Managers Coach (or Don't Coach)
Inspection Disguised as Coaching
The Curse of Knowledge: Your Biggest Blind Spot
The Culture of Dependence -- Your Worst Enemy
The Best Path Forward
Section 2: The Groundwork for Greatness
Chapter 4: Deciding What to Coach
The Coaching Chase
Clarity of Task: Your Salesperson's Best Friend
The Relationship Between Coaching and Quota Attainment
What's Measured vs What's Manageable
The Nature of Sales Activities
Matching Sales Roles and Sales Processes
Selecting Activities that Matter Most
Standards as Contributor to Clarity of Task
Key Takeaways: The Beginning of a Common Language for Coaching
Chapter 5: Structuring Coaching Conversations
Creating the Right Amount of Structure
Conducting Effective Coaching Conversations
Coaching Doesn't Have to be Complicated
Key Takeaways: Structuring Coaching Conversations
Chapter 6: Formalizing Sales Coaching into Your Day-to-Day Job
How Formality Impacts Coaching
Ad-Hoc versus Formal Coaching
Formality as a Mechanism for Inspection
There is a Rhythm to Formality
Getting on the Right Path
Key Takeaways: Regarding Formality
Section 3: Coaching Activities -- The Itty Bitty Nitty Gritty
Chapter 7: Territory and Account Coaching
Territory Coaching
Structuring Territory Coaching Conversations
Establishing a Rhythm of Territory Coaching
Real Case Example: Strategic and Tactical Territory Coaching in Action
Account Coaching
Structuring Account Coaching Conversations
Establishing a Rhythm of Opportunity Coaching
Real Case: Putting it all Together
Key Takeaways: Opportunity Coaching
Chapter 8: Opportunity Coaching
The Goal of Opportunity Coaching
Coaching Across the Buying Process
Sales Process Meets Buying Process
Structuring Opportunity Coaching Conversations
Finding the Right Rhythm of Opportunity Coaching
Real Case: Putting it all Together
Key Takeaways: Opportunity Coaching
Chapter 9: Call Coaching
Coaching Sales Calls Across the Buying Process
Where to Apply Your Call Coaching Efforts
Structuring Call Coaching Conversations
Coaching for Better Call Planning
Coaching Through Observation and Feedback
Formality of Call Coaching
Key Takeaways: Call Coaching
Chapter 10: Reality is Messy -- Adapting Coaching to a Few Special Situations
Different Sales Roles, Different Sales Activities
Creating a Path to Results: By Role and By Salesperson
Unique Characteristics of the Sales Assignment
How to Ensure Coaching Happens
Putting a Bow on It