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Coaching Champions: How to Get the Absolute Best Out of Your Salespeople

Coaching Champions: How to Get the Absolute Best Out of Your Salespeople

by Frank Salisbury (Author), Catriona Neary (Author), Frank Salisbury (Author), Karl O'Connor (Author)

  • Used

    Paperback 2001

    $6.73
Synopsis

Coaching Champions should provide sales managers, from executive level to first-line manager, with tools and techniques to develop their sales people into star performers. Using the power coaching method, the authors aim to show that coaching is a much more powerful tool than mere training and that remarkable results are possible if used properly. Everyone can get better, and this book claims performance coaching can turn ordinary salespeople into champions.

$6.73

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1 in stock

More Information

Format: Paperback
 Pages: 272
 Publisher: Oak Tree Press
Published: 01 May 2001
ISBN 10: 1860762034
ISBN 13: 9781860762031

Media Reviews
This programme radically changed the way we manage and develop our sales force with fantastic results. Marilyn Corke, AGM (Sales) Chelsea Building Society The fundamental issues facing managers in the information age is how to make knowledge productive. This book shows managers how this issue can be addressed in a practical and easily accessible way. Dr Anthony Walsh, Chief Executive The Institute of Bankers Coaching your sales team delivers bottom-line results. The POWER coaching model described in this book is a very useful addition to the sales manager's toolkit. Gerry Murphy, Director Sherry Fitzgerald Group plc and Mortgage Insight Ltd
Author Bio
Frank Salisbury is a director of Softsell, based in Oxford, and of Business and Training Solutions, based in Dun Laoghairc, County Dublin; and a partner of The Salisbury Partnership based in Banbury, along with his wife Pauline and their son Michael. These companies specialise in sales process and point of sale design, sales training, and sales coaching. He also oper-ates as a personal coach for senior executives. In 1990 he com-pleted his MPhil on the subject of 'The effectiveness of sales training'. He has written two editions of 'Sales Training', the second of which was published by Gower in 1999. His first book on coaching was Developing Mangers as Coaches, published by McGraw-Hill in 1994. Frank and Pauline live in Oxfordshire and in Dublin. Their daughter Helen has worked for the Partnership and now also lives in Dublin. Cariona Neary is an international business consultant and trainer with expertise in the field of transnational marketing and personal development. She is an associate tutor with the Irish Management Institute as well as Director of Campaigns with the Irish Exporters Association. She also worked for over ten years with the German-Irish Chamber of Industry and Commerce where she provided consultancy and training on market entry strategies and cross-cultural communications. She holds a de-gree in Business Studies from the University of Limerick and the Graduateship in Marketing, awarded by MII, as well as a num-ber of diplomas for German and French. Cariona is the author of three distance learning programmes in marketing and in customer care and is editor of a direct marketing journal as well as contributing regularly to specialist marketing magazines. She co-founded Ireland's first direct marketing certificate, sponsored by the Irish Direct Marketing Association (IDMA) and has lectured in the fields of communication and international marketing. She has also acted as Examiner for a number of professional education bodies. Karl O'Connor is Senior Manager Training & Development with First Active ple. He has worked in financial services for 19 years and has won national and international awards for excel-lence in human resource management. He is Chairman of the Institute of Bankers (Dublin Region). Karl has lectured in sev-eral Irish universities and management institutes and holds a business degree from both the University of Limerick and a Masters degree from University College Dublin. He has published articles in several trade journals and contributed to The Irish Employee Recruitment Handbook which was published by Oak Tree Press in 1999. Karl is a member of the Irish Institute of Training and Development and a Fellow of the Chartered Insti-tute of Personnel and Development (CIPD). He is a regular pre-senter on several CIPD courses.