Crushing Quota

Proven Sales Coaching Tactics for Breakthrough Performance
By Jason Jordan, Michelle Vazzana
# 15min reading time / 20min listening time
About the Summary

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 Will 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.
  • How to incorporate coaching into your day-to-day job – without working harder.
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