The Sales Coach's Playbook: Breaking the Performance Code

by Bill Bartlett

There is no one-size-fits-all sales coaching model. There are only approaches that have been shown to be successful in particular situations. Acting as coach, the manager must identify each individual salesperson’s personal “success code” – and use that code to unlock the salesperson’s potential for success. It is always up to the coach to choose the right approach for the salesperson and the situation. In this sense, effective sales coaching is a series of adjustments to particular people and circumstances. Named a Porchlight Books Business Bestseller (previously 800-CEO-Read), this book offers an overview of the sales coaching practices the best Sandler-trained sales coaches have found to be most effective over the past four decades and a discussion of the situations where they are most likely to be useful.

222 pages, Kindle Edition

Published April 7, 2016

Reviews

[Crystal Gayle Lewis · Rating 4 out of 5]

is was a great book about coaching using the Sandler Methodology. I appreciate that many of the themes and techniques are consistent and repeated multiple times throughout the book. I also enjoyed how they would explain a method and then give a real-life example of using that method successfully. At the end of each chapter, there were "Sandler Coaching Rules". These provided a summary and an action list to implement the ideas in each chapter.

🎧 I listened to the audiobook and feel like that written copy would’ve been easier to go through. There’s lots of lists, which is helpful but tougher via Audiobook. Overall, I enjoyed the content and tooks LOTS of notes. I'm excited to put some of this in practice as a new manager.

[Thomas · Rating 4 out of 5]

Surprisingly good read on the Sandler coaching methodology. Slightly sceptical starting, but very structured and with many good tips on how to coach sales people.

[Cosmin Stroe · Rating 5 out of 5]

Sales Coach's Playbook is basically all you can get from at least 8 books from Sandler, in a condensed version. You will find a lot of techniques, processes and valuable insights for coaching, even though is a sales-structure format - which is essential for Sandler's profile and can be easily used in different coaching niches as well.

[Melody L · Rating 3 out of 5]

Nice blend of using the Sandler sales process, also known as the submarine, with a coaching model. Understanding the psychology of what’s happening with the sales person, and the approach of encouragement and direction that will help them achieve their growth. Also a good review of how to assess your sales team to look for strength and weaknesses and opportunities for growth.

[Ellen · Rating 2 out of 5]

Read it. Can’t say that it was enjoyable.