앨범 정보
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- Leadership Sales Coaching: Transforming from Manager to Coach
- Jason Forrest
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- 01
- Dedication / Acknowledgments
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- 02
- Definitions
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- 03
- Introduction
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- 04
- Leading or Yielding
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- 05
- Paradox of Success
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- 06
- Principle 1: Remember Your Purpose
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- 07
- Principle 2: Be a Sales Pro First
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- 08
- Principle 3: Master the Sales Process
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- 09
- Principle 4: Be the Sherpa
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- 10
- Principle 5: Coach, Don't Manage
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- 11
- Principle 6: Be On Offense
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- Principle 7: Be the 66%
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- Principle 8: Live By the Formula for Success
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- Principle 9: Prepare for the What Ifs
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- Principle 10: Declare Who You Are
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- Principle 11: Have Standards of Performance
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- Principle 12: Set Expectations Early and Often
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- Principle 13: Huddle Up
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- Principle 14: Revere Sales
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- 'Principle 15: Communicate to Sell Your 'Product''
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- 21
- Principle 16: Earn Respect
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- 22
- Principle 17: Respect Their Bucket of Knowledge
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- Principle 18: Get Permission
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- Principle 19: Use Negative Situations to Get Permission
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- Principle 20: Understand Why Your People Are Who They Are and Do What They Do
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- Principle 21: Understand Your Team's Programming
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- 27
- Principle 22: Inspire the Best
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- 28
- Principle 23: Know Your People
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- 29
- Principle 24: Know the Why Behind Their Goal
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- Principle 25: Three Whys Deep
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- Principle 26: Approach Coaching Sessions With Childlike Curiosity
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- Principle 27: Ask Better Questions
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- Principle 28: Get Tactical
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- Principle 29: Be Specific, Specific, Specific
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- Principle 30: Say What You Mean, Mean What You Say
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- Principle 31: Strike a Balance
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- Principle 32: Have No Fear of Conflict
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- Principle 33: Use Stories to Communicate
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- Principle 34: Be Vulnerable
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- Principle 35: Test Their Instincts; Then Teach the Gap
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- Principle 36: Teach Until They Get It Right
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- Principle 37: Coach Timing
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- Principle 38: Coach the D.T.R
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- Principle 39: Intro
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- Principle 39: Spend 5% of Your Time Coaching Circumstances
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- Principle 40: Spend 5% of Your Time Coaching Results
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- Principle 41: Spend 10% of Your Time Coaching Activities
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- Principle 42: Spend 15% of Your Time Coaching the Process
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- 49
- Principle 43: Spend 15% of Your Time Coaching the Presentation
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- 50
- Principle 44: Spend 50% of Your Time Coaching the People Side
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- 51
- Principle 45: Dig Down Deep
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- Principle 46: Coach the Want to
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- Principle 47: Expand Their Comfort Zone
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- Principle 48: Teach at an Inch Wide, Mile Deep
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- Principle 49: Change Perspective
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- Principle 50: Lock on, Lock out
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- Principle 51: Expect More, Get More
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- Principle 52: Provide Objective Reality
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- Principle 53: Create Self-Assurance
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- Principle 54: Celebrate Effort
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- Principle 55: Celebrate X-Factor Sales
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- Principle 56: Focus on What's Improved
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- Principle 57: Avoid the Experience Trap
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- Principle 58: Always Top Grade
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- Principle 59: Hire the X Factor
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- Principle 60: Hire Based on the Assumption That It's as Good as It's Gonna Get
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- 67
- Principle 61: Encourage a Growth Mindset
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- Principle 62: Create an Achievement Drive System
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- Principle 63: Give Team Members an Opportunity to Learn and Grow
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- 70
- Principle 64: Create the X-Factor Revolution
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- Principle 65: Teach Cultural Alignment
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- 72
- Principle 66: Trump Logic With Passion
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- Principle 67: Increase the X-Factor Advantage
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- Principle 68: Retain Good People
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- Principle 69: Model the X-Factor Mindset
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- Principle 70: Bring It
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- Principle 71: Overcome Success Disease
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- Principle 72: Hold Yourself Accountable
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- Principle 73: Hold Your People Accountable
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- Principle 74: Revere Criticism
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- Principle 75: Give Roots and Wings
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