Great sales coaching positively impacts individual, team and organisational sales performance. However, in today's results-driven and time-poor business world, the embedding of sales coaching into everyday practice is often overlooked. This guide utilises the authors' own experiences of helping
companies and individuals turn average, static and infrequent sales coaching regimes into successful business strategies for winning sales teams. Looking at the reality of sales coaching today, the book explores the how, what and why of sales coaching. Through extensive research into elite
coaches in the world of business and sports the authors explore the mindset, skills and behaviours required to be a top sales coach. They also consider how to be coached. How the sales person can overcome any natural shyness, fear of performance critique and seek out specific, timely and actionable
coaching feedback. Using the latest thinking in neuroleadership and psychology, the book outlines the nine key behaviours of a great coach and provides a range of practical sales coaching models, tools and techniques which can be easily integrated into a sales leaders every-day pressurised
role. Coaching Winning Sales Teams is an essential read for sales leaders and professionals, alongside researchers and practitioners working in HR, Learning and Development and Sales Effectiveness.
Much of the fear and uncertainty surrounding the global recession is concerned with the adverse impact it will have on organisations and society. However, recessions are nothing new. We know from past experience that when a recession is over, there always emerge organisations and individuals who
have not only survived but have thrived. They often emerge stronger, fitter and better performing. Developing Resilient Organizations argues that one of the fundamental keys to survival in these circumstances is resilience or mental toughness. It can make challenge and change an opportunity rather
than a threat. The book addresses a wide variety of organizational issues including motivation, performance, staff retention, behaviour, trust, attention span and teamwork. With case studies from leading organizations across the public and private sector internationally, it will show you how to
develop organizational performance, well being and a positive approach to adversity and change in your organization.
There's a well-known saying: what doesn't get measured doesn't get done. So it is no surprise that communicators, human resource and change managers and other professionals recognise the need to measure and evaluate their work, particularly its worth to their organization and seek the most effective
ways to achieve this. Whether you're already involved in research, planning your first project or commissioning an external research company, Employee Engagement and Communication Research covers everything you need to know in order to conduct robust, reliable research. Whether it's a full-scale
employee survey or research focusing on a particular subject area such as communication, engagement, change or corporate social responsibility, Employee Engagement and Communication Research is your essential guide covering all the tools, strategy and actions to make your project a success.
Published with the Association for Coaching, Excellence in Coaching presents cutting-edge thinking in the field of workplace coaching. This comprehensive industry guide enables coaches to achieve personal excellence in a rapidly evolving profession through a collection of best-practice material from
some of the biggest names in the profession including Sir John Whitmore, Philippe Rosinski and Peter Hawkins. Part One covers the business of coaching, telling practitioners everything they need to know about setting up a coaching practice, defining the coaching requirements, building a business
case and embedding best practice in workplace coaching. Part Two covers models and approaches including NLP, appreciative coaching, cognitive behavioural coaching and solution-focused coaching. Part Three considers issues around coaching including evaluating coaching programmes, ethics, and
coaching supervision. This latest edition has been updated to reflect recent developments in the industry and includes a new chapter on team coaching.Excellence in Coaching is essential reading for practising coaches as well as for anyone studying coaching through the ILM, coaching training, a
Master's course, or more generally as part of a psychology or business degree.
The pressures on executives to succeed, both internal and external, are intense. They are constantly fighting to make sense of their changing worlds and to make the right decisions for themselves, their teams and their business. Executive Advantage gives ambitious leaders the powerful strategies
they need to become authentic 21st century leaders. It makes sense of the complexities faced by organizations, especially in the face of aggressive growth or, conversely, recession and downsizing. Any change presents challenges and it's the leader's role to tackle these head on. Understanding human
needs, and the consequences of not meeting these needs, is key to effective handling of change, conflict and executive 'gremlins', the barriers and sticking points that can get in the way of optimal business performance. Leadership expert Jacqui Grey presents a 10 step solution for leaders who are
looking to make a real difference in their business.
In a fast-paced and innovative world, traditional training methods can no longer be relied on to improve performance, engagement or promote behavioural change. Experience-based learning, in which the experience is central to the learning process, is more affordable, appealing and effective than ever
before. Experiential Learning combines in-depth theory with international case studies from companies including KidZania, Shell and the UK National Health Service (NHS) and numerous practical tools for developing and delivering learning experiences in both for-profit and not-for-profit
organizations. It presents a simple model, the Learning Combination Lock, which enables trainers, coaches, facilitators and educators to select the best strategies for their circumstances to maximize comprehension, knowledge retention and application. Essential reading for anyone designing and
delivering learning experiences, it covers areas such as experiential learning activities, indoor and outdoor learning environments, creative learning, working with the senses and emotions to help promote learning, and reviewing and evaluating initiatives.In addition to featuring new international
case studies and examples, this updated fourth edition of Experiential Learning contains new material on the mechanisms underpinning learning, mindfulness and wellbeing, experience and language and digital games and the design of multi-sensory experiences. Online supporting resources consist of
audio files exploring sensory intelligence.
Group Coaching is everything you need to run successful coaching sessions effectively. Based on 20 years of HR, consulting and practical coaching experience, this book offers tools, tips, ideas, different perspectives and easy-to-use templates. Group coaching on its own is a powerful tool and when
linked to your talent strategy becomes the means to optimize collective talent in any organization.
Organizations are increasingly complex, requiring flexibility to implement significant, rapid change that goes beyond the ability of an individual leader or CEO. A high-performing and cohesive leadership team is critical for success. Leadership Team Coaching in Practice presents enlightening case
studies on how leadership team coaching techniques have been applied internationally across a variety of team types and industries, including professional services, pharmaceuticals, airlines, healthcare and finance. With expert contributions from chief executives, team coaches, team leaders and
consultants, this practical guide illustrates best practice tailored to the needs of each organization. This fully updated 2nd edition of Leadership Team Coaching in Practice includes new case studies and addresses hot topics in systemic leadership coaching theory. Answering questions such as how do
you get the most from working across multiple teams? how should inter-team coaching be approached? and how do you coach millennials and tech start-ups?, it helps foster collective transformational leadership, whatever the business sector and type of team. Ideal for executive coaches, organizational
development consultants (OD), HR leaders and aspiring managers, it shows how to develop leadership teams that can implement strategic change effectively and sustain competitive advantage.
Evidence suggests that research on mentorship has been dominated by the West, and little is known about the cultural variations of the mentoring phenomenon. While some research has begun in emerging economies such as China and India, there is obviously a need for more research in different country
contexts on the practice of mentoring, as well as its antecedents, intervening variables and expected outcomes in order to move the field forward. There is a need to identify the core theories and methodologies of mentorship which can be utilized to examine the Asian cultural context and the nuances
of its management practices. This book aims to provide a deeper understanding of the contextual interpretation of mentoring by focusing on the Asian experience in countries such as China, India, Korea, Taiwan, Japan and Bangladesh. Shining a light on the importance of cross-cultural awareness and
demographic dynamics when applied to talent management, it questions the positivist trend of decontextualizing HRM from the social-historical context of the workplace. It will provide business leaders and scholars with a critical understanding of what makes development, training and competency
initiatives thrive in particular cultural contexts under the influence of larger historical and social structures. Heeding the call for mentoring relationships to be studied across cultures, this book on mentoring experiences in Asia is the need of the hour.
Mindfulness is a way of paying attention to the present moment, helping us become more aware of our thoughts and feelings so that instead of being overwhelmed by them, we are better able to manage them. Mindful Coaching is a comprehensive guide to using mindfulness effectively in coaching. It
enables coaches to work closely with their clients on a range of issues, including work-life balance, stress management, decision making, coping with ambiguity, dealing with crises, employee engagement, heightening focus and clarity, improving listening and communication, and increasing presence.
Mindful Coaching includes a range of real-life examples and practical exercises to enable coaches to become more resilient in their practice, something that is of particular importance at a time where coaches are facing increasing challenges in defining clarity in their work.