Through extensive research into elite coaches in the world of business and sports, this book investigates the mindset, skills and behaviours required to be a top sales coach and provides a range of ...practical models, tools and techniques for sales leaders and professionals to use.
PRAISE FOR NEXT LEVEL SALES COACHING "Steve Johnson and Matthew Hawk have created the most comprehensive, actionable, step-by-step guide for successful sales management I've seen in 25 years as a ...corporate training and development professional. Creating sales teams that stay, sell, and succeed is a lesson in successful sales leadership that is packed with case studies, scripts, planning tools, and resources that will be invaluable resources to sales managers both new and experienced." -Corey Rewis, Learning & Development Executive, Fortune Top 100 Most Profitable Company, Fortune 100 Best Place to Work® Company "Management is dead. Ask any professional or salesperson if they want to be managed, and they'll tell you, 'I'm good.' Professionals want to grow and develop. They want someone to work with them on an individual basis to help them identify their gaps and build a plan to sharpen skills and close those gaps. That's what Steve Johnson is an expert at and what this book will help managers do at a high level. Managers can use this book to evolve their skills and migrate from being managers to becoming coaches. The 'coaching gap' is the biggest opportunity for businesses today. If managers have not yet developed coaching skills, this book will have an enormous return for those that buy it, read it, and put it to use. Our team can attest to this from firsthand experience." -David Patchen, Senior Vice President, Education and Practice Management, Raymond James Private Client Group "I loved this book as it covered all the sales processes and coaching strategies that helped us drive strong, double-digit growth over the last ten years. A must-read for sales leaders!" -Tom Chelew, Senior Vice President, Enterprise Fleet Management, Enterprise Rent-A-Car "Having implemented the sales coaching techniques described in Next Level Sales Coaching over the last decade and a half at several different companies, I've consistently seen immediate and sustained improvement on key performance metrics in both customer satisfaction and overall conversions. The 'secret sauce' is in the defined coaching processes." -Michael Hatt, Principle Program Manager, Go Learning Development Team, Amazon "Next Level Sales Coaching provides comprehensive guidance for developing and executing core sales management activities that drive predictable and profitable sales. This is a must-read and an excellent reference for those who lead-or aspire to lead-sales teams." -Dario F. Priolo, Former Executive Vice President, Miller Heiman Group
•Facial hair is used as a cue of masculinity, but has not been examined in sales.•Facial hair on male sales personnel drives increased perceptions of expertise.•Increased ratings of expertise drive ...perceptions of trust and purchase likelihood.•Five studies conducted using a variety of male ethnicities and sales contexts.•Sporting a beard in a sales/service role may be beneficial to sales outcomes.
Service and sales personnel researchers have long been interested in the effects of physical appearance on sales and service outcomes. In the current work, we examine a specific physical feature—facial hair. Interestingly, evolutionary psychologists have found that facial hair does not consistently increase perceived attractiveness (Dixson & Vasey, 2012; Dixson, Vasey, & Brooks, 2013), but it does serve as an indicator of masculine traits. The present research examines how males with beards are perceived in a sales/service specific context. We present five studies, in which the power of the beard (versus other facial hair styles or no hair) is evident. Sales personnel with a beard are perceived as having more expertise across various industries; furthermore, increased perceptions of expertise predict higher ratings of trustworthiness and, subsequently, increase consumers’ purchase likelihood.
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GEOZS, IJS, IMTLJ, KILJ, KISLJ, NLZOH, NUK, OILJ, PNG, SAZU, SBCE, SBJE, UILJ, UL, UM, UPCLJ, UPUK, ZAGLJ, ZRSKP
Although the increasing complexity of selling environments has been widely recognized, we know little about how salespeople manage the cognitive demands associated with information processing and ...decision-making during a sales encounter. Drawing on the Sensemaking Intuition Model and Dual Process Theory, we examine unique influences of salesperson traits and reliance on intuition as contributing to a sensemaking mechanism in the adaptive selling process. Further, we consider the moderating role that reliance on intuition has on the relationships between salesperson traits and adaptive selling. Survey results from 250 business-to-business salespeople produce well-fitting confirmatory and structural models that identify positive direct influences of cognitive empathy, trait competitiveness, and reliance on intuition in the adaptive selling process. Moderation analyses reveal that reliance on intuition reduces the positive impact of empathy, highlighting the complexity that salesperson traits and reliance on intuition introduce to the adaptive selling process.
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GEOZS, IJS, IMTLJ, KILJ, KISLJ, NLZOH, NUK, OILJ, PNG, SAZU, SBCE, SBJE, UILJ, UL, UM, UPCLJ, UPUK, ZAGLJ, ZRSKP
This study presents an empirical test of an integrative framework based on the Unified Theory of Acceptance and Use of Technology, capturing what drives salesperson social media use in ...business-to-business relationships and under which circumstances social media use affects customer loyalty. The authors test the framework by drawing on a unique hierarchical dataset with data from three sources (over 30 sales managers, over 150 salespeople, and almost 400 customers). The most important finding is that the social media’s effect on customer loyalty depends strongly on the context. Salesperson social media use increases customer loyalty only for high-status customers and customers with small buying centers.
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