The definitive playbook for effective sales coaching, based on the proven principles of the Sandler Selling System.
There is no one-size-fits-all sales coaching model. There are only approaches that have been shown to be successful in particular situations. Acting as coach, the manager must identify each individual salesperson's personal "success code" and use that code to unlock the salesperson's potential for success. It is always up to the coach to choose the right approach for the salesperson and the situation. In this sense, effective sales coaching is a series of adjustments to particular people and circumstances.
The Sales Coach’s Playbook offers an overview of the sales coaching practices the best Sandler-trained sales coaches have found to be most effective over the past four decades, and an in-depth discussion of the situations where they are most likely to be useful. This revised second edition features powerful true stories of remarkable personal and professional turnarounds made possible by Bartlett’s playbook.
“There is a difference between coaching and managing sales professionals. If you don’t understand the distinction, you are not getting the most out of your sales team. This book is a great guide to learning to coach and be coached. It speaks of the commitment required to be a good coach. The book is filled with great stories and anecdotes. It is a great read that is easy to understand and implement. But you need commitment to succeed.”
Michael Nick | Author, Adapt or Fail
Get an overview of coaching practices from an award-winning Sandler trainer, and a discussion of the situations where they are most likely to be useful.
Bill Bartlett is Sandler’s Executive Vice President and, for 27 years, was the owner of Corporate Strategies & Solutions Inc., an authorized Sandler Training® center located in Naperville, Illinois. Bill is a critically acclaimed coach and facilitator who excels at identifying core challenges and implementing growth strategies that are transformative in their depth.
Bill’s client list spans from small businesses to Fortune 500 companies. As an accomplished executive coach, Bill also has worked with Fortune 1000 CEOs, professional athletes, and some of the leading actors in Hollywood.
With over 40 years of sales success, Bill helps clients increase productivity and profit by developing high performance behaviors, winning attitudes and superior sales and management techniques. This has made Bill an internationally sought-after speaker and trainer who offers a unique perspective and insight to his audiences on a wide range of professional development topics. Bill has a proven track record helping countless professionals achieve professional and personal heights previously unimagined.