Crushing Quota

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Book Summary (961)

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Crushing Quota

Proven Sales Coaching Tactics for Breakthrough Performance

by Michelle Vazzana & Jason Jordan

Sales coaching works. Crushing Quota breaks the process down into manageable components. Critical points are: provide clear direction for sellers on how to get to quota; ensure effective execution by coaching the right things, in the right measure, executed the right way; and assess seller performance and make timely course corrections. Based on research-based best practices, Crushing Quota is a guide to make sales coaching work for any sales team.

In This Summary You'll Learn:

Why coaching must focus on activities rather than outcomes.
The four groups of activities in which salespeople engage.
Why good sales-coaching conversations are similar to good sales conversations.
To incorporate coaching into your day-to-day job - without working harder.