“Telesales Coaching” by Jim Domanski
Today’s blog is a book review of Telesales Coaching: The Ultimate Guide to Helping Your Inside Sales Team Sell Smarter, Sell better and Sell MORE!—Jim Domanski’s fourth book. Jim is a colleague of mine in the STA Sales Mastermind Group. His company is Teleconcepts Consulting, Inc.; they help businesses use the telephone more effectively to sell. You can reach Jim at www.teleconceptsconsulting.com or telephone him at 613-591-1998.
Telesales Coaching was written for B2B telephone sales managers, owners and executives who are serious about getting the absolute best from their inside-sales team and improving their sales results. According to Jim Domanski, and I think he’s spot on, “There are two fundamental reasons why your telephone sales reps don’t sell as much as they could or should. The first reason is that many reps are not very good at selling despite formal (and ongoing) training. Over time, telephone reps dilute the fundamentals, cut corners, get complacent, forget techniques or fail to master the skill sets that will lead to increased sales. The second reason is that the majority of telesales reps do not get the coaching and support that they need to excel at sales. Most telephone sales managers have been taught how to be managers, not coaches. Consequently, telesales reps do not get the proper constructive feedback and encouragement they need to change their selling behavior and improve.”
I found Telesales Coaching to be an easy read and chock full of vital information that will help management improve their inside-sales team’s results. Here are just a few of the points that I personally found striking:
1. A 4-Step Guide to how coaching really works; 7 compelling reasons why you need to coach your people, not just train them; and the top 11 traits of a great telesales coach.
2. What happens when you don’t have standards, and 3 steps to creating a standard.
3. How you should be monitoring your reps calls. This section goes into great detail and you don’t want to miss a thing.
4. Why you need an analyzing process, including 4 reasons why you need to take the time to analyze.
5. A complete chapter on feedback; again, you don’t want to miss a detail; Jim goes into great depth.
All in all, I don’t think I’ve ever read a more comprehensive book on how to coach inside-salespeople. This book covers it all! Here’s your choice: You can keep doing what you’re doing, which is nowhere near enough to help the majority of your people succeed, which leads to the deep frustration causing you to lose sleep at night, or you can tap into a pro’s pro who’s going to provide you with a detailed step-by-step program to help you turn them into the kind of achievers you didn’t think possible. And just as important: Jim Domanski is not only going to help you help your people, he’s going to help you understand why each point he brings to your attention is significant.
You can order Telesales Coaching at Amazon.com. Do it! You’ll be glad you did!
Posted by Robert Terson | 0 comments