From the Publisher
“Coaching is the single biggest performance improvement lever available to sales leaders, but, is also one of the least understood by frontline managers. Too often managers confuse coaching with performance management and the two couldn’t be any more different. In Sales Coaching Essentials, Mark Hayes does a phenomenal job demystifying sales coaching and making it actionable for frontline managers. This is a must-read for any sales leader who is serious about unlocking the performance of their team.”
Matthew Dixon - Co-author of The Challenger Sale and The Challenger Customer“I have worked in sales for over 30 years and it is more than my profession, it is a passion. From my days of door to door cold calling in Dublin, to consulting on multi-million dollar ICT deals with Global brand names, I have learned that top quality coaching has been key to my success. Read ‘Sales Coaching Essentials’ and give it to your sales leaders to coach their teams. The results will be impressive and long-lasting.”Darragh Fitzgerald Selby - General Manager Business Solutions - Digicel Jamaica“Without a foundation and structure for sales coaching, your team is not realizing their full potential. Sales Coaching Essentials is a guidebook to teach new (and refresh veteran) sales leaders build and sharpen one their most essential tools – Coaching.”
Tim Wood, Sales Director, Intel Corporation
“Where Weinberg is the master of sales simplicity, Sobczak for calls, and Blount for prospecting, Hayes joins them as a master of coaching. Having been coached by Mark personally, I read this and got insight into how he was able to coach so effectively, regardless of the continent and ocean that separates us. Mark’s perspectives and approach make this book a part of every sales manager’s canon, and serves as a coaching field guide, to be referred to often, for every sales leader regardless of experience.”
Kaulana Shum, Senior Sales Manager, Okta
“Seller performance is most impacted by coaching – not fancy tools, not marketing lists, not product features. Mark Hayes’ book, Sales Coaching Essentials, has a practical and simple approach to making coaching the core focus for modern-day sales leaders. Get the results you want AND develop your people with skills that will serve them well in their careers. They will thank you.”
Guilio Magni, Sales Enablement Director, Bringg
“A universal challenge today is around sales leaders who just don’t spend enough time coaching their team. Sales Coaching Essentials will open your eyes to a new way of coaching which both empowers and keeps reps and leaders accountable for on-going learning and performance improvement. This is a must-read for any sales leader who is committed to helping their people become outstanding sales professionals!”
Bob Perkins, CEO, AA – ISP
“Mark sounds the ‘call to action’ for all leaders to become better coaches and lays out practical guidance you can start doing today. Your people (or team) will be happier, more engaged, and more successful as a result of your growth as a sales coach.”
Jonathan Swartz, Director Azure Sales, Microsoft
“Front line managers and senior sales leaders are so entwined in operations and strategy decisions of their teams, that the coaching element is often ignored and forgotten! Sales Coaching Essentials captures powerful, easy, bite sized techniques that could be incorporated easily for sales teams from across industries to maximize the productivity of your teams.”
Pradeepa Kolli, Head of Global SDR / Inside Sales, at Workplace @Facebook
“Being Coachable is sales reps inherent superpower! Knowing how to structure, organize and tap into that potential is extremely powerful. Mark Hayes has made a brilliant guide to help managers get started and take sales coaching to the next level.”
Sindre Halland, CEO, SalesScreen
“Coaching sales team members is NOT optional; if you lead a sales organization, It. Is. Your. Job. Mark Hayes’ brilliant new book, Sales Coaching Essentials, should be required reading for sales leaders and those who implement his practical wisdom will not only become better managers and mentors, but they will drive significant sales increases!”
Mike Weinberg, author of the bestsellers New Sales: Simplified and Sales Management: Simplified
“Sales coaching is a skill that not enough leaders focus on developing and Mark has made it into an art. This book has done an amazing job of distilling the key lessons that every sales leader – regardless of experience level – needs to invest in for the betterment of their team. Definitely required reading for all sales leaders with good reminders, new ideas, and numerous best practices. Time and money definitely well spent! Highly recommend to all!”
Zeeshan Hafeez, Chief Revenue Officer, VeeOne Health
“Mark understands the value of a sales manager being able to coach their teams effectively. I’ve experienced this first-hand in my time working with Mark and have received tremendous value from implementing what is outlined in his book, Sales Coaching Essentials. I recommend this book to anyone exploring sales management, is new to sales management, and even to experienced sales managers who are looking to add more value to their teams through more concentrated sales coaching.”
Dustin Abney, Enterprise Sales Manager U.S. East, Redgate Software
“A very practical book that shows sales leaders how to leverage sales coaching to unlock their team’s potential and drive change. Practical hands-on advice on how to use sales coaching to drive execution, develop the team and achieve targets.”
Per Anders Åberg, Manager Business Development Nordics, Salesforce
“Coaching is a gamechanger when done well, but too often underutilized or poorly delivered in organizations. Mark clears away the fog and shows us how coaching can be a gamechanger for us. Mark starts with what it is, what it is not and makes it easy to follow… it starts with understanding. Read NOW to understand.”
John Massey, EMEA Regional Business Development VP, Commercial Sales & Channel, SAP
“When you think of the lifeblood of a sales manager you should be thinking of coaching. An essential that should never be taken for granted. Mark Hayes puts it perfectly in his new book, Sales Coaching Essentials. If you’re an aspiring sales leader to a seasoned master, this should be on your shelf.”
Christian Curdy, Regional Sales Director, Onfido
“Sales Coaching Essentials is a no fluff, easy to follow practical guide on sales coaching. The importance of the subject can sometimes be forgotten in the current ‘no time to spare’ commercial era. Mark provides a hands-on guide demystifying essential topics whilst also providing invaluable insights. Written in an easy-to-follow style it is an extremely helpful if not invaluable tool for the modern sales manager. A must-read addition to one’s knowledge toolkit.”
Axel Lagerborg, VP Worldwide Sales, Sorted Group
