Leadership Sales Coaching: Transforming Manager to Coach

Audio can be downloaded in mp3 format.

Description

As a sales professional, author, professional speaker, and consultant to homebuilders, he helps sales professionals increase sales and retention through Leadership Sales training.

His father is a professional salesperson, his mother is a persuasive speaking professor, and his Sunday school teacher is a world-famous salesperson.

He is a salesperson first, a trainer on a mission, a national speaker, and a coach who pushes sales organizations to become the best version of themselves.

Corporate clients include The Villages and many others. Every year, he gives 92 keynotes and conducts 850 group coaching calls with sales teams, sales managers and executives. He is at the Pacific Coast Builders Conference.

He shares his knowledge of the art and science of selling in his books.

He lives in Fort Worth, Texas, with his wife and two children. They are the proud owners of a Golden dog named Happy.

Contents

Dedication and Acknowledgments are included. Definitions are listed in the second part. The introduction Leading or yielding? The paradoxes of success. Remember your purpose in the first principle. The second principle is to be a sales pro first. The third principle is to master the sales process. Principle 4 is Be the Sherpa. The fifth principle is coach, don’t manage. Principle 6 is Be On Offense. Principle 7 is be the majority. Principle 8 is about living by the formula for success. Prepare for the what ifs. The 10th principle is declare who you are. There are standards of performance. Set expectations early and often. Principle 13: Huddle Up. Principle 14: Revere Sales. The 15th principle is to communicate to sell your product. Principle 16: earn respect. Principle 17: respect their bucket of knowledge. Principle 18: Get permission. Principle 19 talks about using negative situations to get permission. Understand why your people are who they are and what they do. Principle 21: Understand your team’s programming. Principle 22: inspire the best. Principle 23: Know your people. Principle 24: Know the why behind their goal. Principle 25: Three Whys Deep. Approach coaching sessions with childlike curiosity. Principle 27: Ask better questions. Principle 28: Get Tactical. Principle 29 is Be Specific, Specific, Specific. Principle 30: Say what you mean. Principle 31: Strike a balance. Principle 32: Have no fear of conflict. Principle 33: use stories to communicate. Principle 34: Be Vulnerable. Test their Instincts; then teach the gap. They need to teach until they get it right. Principle 37: Coach Timing. Principle 38: Coach the D.T.R. Principle 39: introduction. Principle 39 states that you should spend 5% of your time coaching circumstances. Principle 40: Spend 5% of your time coaching results. You should spend 10% of your time coaching activities. Spend 15% of your time coaching the process. You should spend 15% of your time coaching the presentation. 50% of your time should be spent coaching the people side. Principle 45: dig down deep. Principle 46: Coach the Want. Principle 47: expand their comfort zone. Principle 48: teach at a mile deep. Principle 49: Change Perspective. Principle 50: Lock on. Principle 51 is Expect More, Get More. Principle 52: Provide objective Reality. Principle 53: create self-assurance. Principle 54: celebrate effort. Principle 55: celebrate X-Factor sales. Principle 56: focus on what has improved. The principle is Avoid the Experience Trap. Principle 58: Always top grade. Principle 59: Hire the X Factor. Hire based on the assumption that it is as good as it is going to get. Principle 61 encourages a growth mindset. Principle 62: create an achievement drive system. Team members should have an opportunity to learn and grow. The X-Factor Revolution is created by Principle 64. Principle 65: teach cultural alignment. Principle 66: Trump Logic. The X-Factor Advantage should be increased. Retain good people is a principle. Model the X-Factor mindset. Principle 70: Bring it. Principle 71 is Overcome Success Disease. Principle 72: Hold yourself accountable. Principle 73: Hold your people accountable. Principle 74: criticism. Principle 75 is Give Roots and Wings.

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