Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance

Having read a lot of sales books over the years, I rarely get past the first chapter. But this one is different - it's extremely useful for any sales organization serious about growing sales on purpose. And like, Cracking the Sales Management Code, I read it carefully, cover to cover.The books is full of useful advice and suggestions for sales managers based on research. It pops some the balloon of a lot of myths, like it's better to have a big pipeline, and reveals some counter-intuitive truths, like the best sales managers don't spend more time coaching their people, but their coaching is much more effective. And, probably most importantly, it grounds everything from the perspective of the buyer. Sales activity is only effective when the activity moves the buyer forward and creates competitive advantage - nothing else matters.Sellers can literally execute a near infinite number of selling activities on any given day. The question is do they choose the activities that provide the biggest impact on results and then execute those activities effectively. In my experience, most companies and sales managers only hope that they do. This book provides a way for sales managers (and sellers) to guide their sellers to exceed sales targets that doesn't rely on hope.

As a longtime sales manager, Michelle and Jason's research and guidance is the most realistic, practical and useful information I have ever read to ensure focussed strategy and measurable impact, both in terms of increased sales results (ie crushing quota) but also in terms of a motivated sales team who - as a result of the sales coaching that Michelle and Jason describe - have clarity around the expectations of their role and how to increase their performance.

If your organisation or you as a manager are looking for a sales manager playbook, this is the book to buy. The book provides you with guidelines to build your coaching rhythm, understand how much time you should coach and key questions to ask your team by sales process. A sales manager's MBA!

Great addition to Cracking the Sales Management Code. That kicks off the year whereas this brings it into monthly, weekly, and conversational focus.

Important content for sales managers and challenges common practices. Great read and solid application tools and examples

The writing style is very direct, totally relatable and in parts, even a little humorous. It offers sales managers specific suggestions to get their teams focused and motivated to not just achieve sales goals, but to exceed them -- all of which is backed by documented research. The book is filled with many real-life examples from the corporate world (both how TO and how NOT to) relate to those who are both new to sales, life-long veterans or somewhere in between. It's a practical guide everyone in sales management / coaching will find fascinating -- loved it!

If you are a sales leader or aspire to be - THIS IS A MUST READ! Loved this book...couldn't put it down!

Lot's of real world research into how sales managers actually operate. Dispelled several myths. Very helpful, practical and applicable.

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