The Sales Coach’s Playbook

Mike Montague

The Sales Coach's Playbook, Second Edition Book Cover

Cracking the performance code.

The revised second edition of Bartlett’s playbook for effective sales coaching, based on the proven principles of the Sandler Selling System.

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.

Ready to create your winning coach’s playbook?

  • Outlines a comprehensive playbook for effective sales coaching, based on the proven principles of the Sandler Selling System.
  • Dozens of coaching anecdotes that illustrate critical Sandler coaching principles.
  • Features real-life examples illustrating each key principle.

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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.

 

About the Author, Bill Bartlett

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.

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