Crushing Quota is the newest book by best-selling authors Michelle Vazzana and Jason Jordan.
Everyone agrees that sales coaching is the only way to continually up-skill a sales force, that it’s critical for staying competitive in today’s ever-evolving business landscape. Then why do so few sales managers succeed in actually coaching their staff to success? The answer is in Crushing Quota, which takes you through the steps of developing your own sales-coaching program that delivers results.
In this game-changing sales-coaching guide, the founders of VantagePoint Performance take sales coaching beyond the loose notion of general discussions about performance and into the realm of what coaching should be: targeted, robust conversations on how to move real sales forward. Using their newest research into sales management coaching practices, the authors identify the failure points that inhibit managers from effectively coaching their sellers, including:
Ambiguity – What exactly is sales coaching? When should it take place? What topics should be covered? What should be documented?
Urgency – Forecasts, expense reports, and CRMs are absolute priorities. Why isn’t coaching raised to the same level?
Accountability – How do you know coaching is delivering hard and fast results? How do you measure its effectiveness?
Crushing Quota lays out a rock-solid business case for sales coaching and ignites the fire of urgency. You’ll learn how to build a sales coaching program that’s robust enough to increase sales but finite enough for measurement and accountability. You’ll come away with the practical, research-based guidance you need to improve your ability to coach the right things, in the right way, at the right time.
A sports coach who meets with his or her team only when it’s convenient, who thinks about coaching only before practice, doesn’t win championships. Sales coaching is no different. Learn and apply the lessons in this groundbreaking guide and go from disorder to results in no time flat.