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Sales Coaching
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Table of Contents

Coach vs. Boss: The Mind Set. Obstacles to Coaching. A Team of Two. Critical Success Factors for Coaching. Why Coach? Giving Evaluative Feedback. Giving Developmental Feedback. The Balance. The ``Boss'' Model. The ``Coach'' Model. How to Give Feedback. ``They Talk First''. Giving Balanced Feedback: Positives and Areas for Improvement. Be Specific. Focus on a Few Key Things--Don't Overload. Be the Model. Be Open and Honest. Developmental Coaching.

About the Author

Linda Richardson is presidetn of The Richardson Company, sales and leadership consultants to business. She teaches at the University of Pennsylvania's Wharton School and is the author of Selling By Phone, Stop Telling, Start Selling; and Winning Group Sales Presentations.

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