Emotional Intelligence for Sales Leadership: The Secret to Building High-Performance Sales Teams
Autor Colleen Stanleyen Limba Engleză Paperback – 15 iun 2020
Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Sales leadership expert Colleen Stanley shows how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads.
In Emotional Intelligence for Sales Leadership, Colleen provides sales secrets that:
- Shows sales leaders why ‘real world’ empathy and emotion management are the key to building strong relationships with their sales team.
- Offers simple steps on how sales leaders create sales cultures that embrace feedback and change through the development of critical emotional intelligence skills.
- Provides guidance on how to identify key emotional intelligence skills needed in your hiring process to build resilient sales teams.
- Walks readers through the process of training sales teams on soft skills that ensure the consistent execution of the right selling behaviors.
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Specificații
ISBN-13: 9781400217724
ISBN-10: 1400217725
Pagini: 256
Dimensiuni: 138 x 212 x 17 mm
Greutate: 0.23 kg
Editura: HarperCollins Leadership
Colecția HarperCollins Leadership
Locul publicării:Nashville, United States
ISBN-10: 1400217725
Pagini: 256
Dimensiuni: 138 x 212 x 17 mm
Greutate: 0.23 kg
Editura: HarperCollins Leadership
Colecția HarperCollins Leadership
Locul publicării:Nashville, United States
Recenzii
'As a previous sales leader and now CEO, sales management has become one of the most challenging aspects of growing a business. Business has evolved with the application of new technologies but sales management is still reliant on interpersonal, human connections. This book shows leaders how to teach and apply empathy, humility and accountability. A must read!' -Karen Short, CEO, Universal Companies
'Building a great sales team starts with sales leaders that have self-awareness and effective sales management skills. Whether you're hiring young talent or experienced salespeople, this book provides exceptional tools and stories that prepare your company for greater sales growth and less stagnant sales cultures.' - Eric Taylor, Director, Global Talent Management, Gallagher
'Colleen is masterful at guiding us through the application of emotional intelligence skills such as empathy, assertiveness and emotion management needed in our role as sales managers. This book gives pragmatic tools for creating emotionally intelligent sales teams that will excel in sales beyond their wildest dreams!' - Polly Lestikow, President,Closet Factory -- Colorado
'I had the great privilege of working with Colleen as a colleague and now as President of Varsity Spirit. If you are looking to build a new sales organization or retool an existing sales organization, this book is a must read. You'll discover that EQ is an absolute necessity for building a high-performance sales organization.' -Bill Seely, President, Varsity Spirit
'Once again, Colleen Stanley has raised the bar by writing a fantastic book on integrating emotional intelligence into sales management processes. Potential, new and experienced sales managers will benefit from this book. We certainly plan to use it in our sales management courses.' - Weston Agri-Food Sales Program, Texas A and amp; M University
'The topic of emotional intelligence has been over generalized and underperformed by the masses in management seats. Finally, a book that has made the 'how to' of applying emotional intelligence in sales management tangible and real world. Great book that all my sales managers will read.' -Tiffany Bierschank, Vice President of Sales and Training, Home Advisor
'This book has the 'it factor' because the author 'gets it.' I wish I'd counted how many times I said out loud, 'This is spot on.' We do a ton of promoting from within our 700 employees. This book will be a prerequisite for an individual contributor applying for sales management. Even after years of leadership experience, I personally gained new and valuable insights.' - Dan Tuohy, President, COTG- A Xerox Company
'This is another great book by Colleen Stanley. The focus on improving emotional intelligence skills will help sales leaders take a different approach to traditional sales management practices. I'm recommending this book to my students, fellow sales educators and sales leaders.' - Yashar Atefi, PhD, Director, Sales Leadership Center, Daniels College of Business, University of Denver
'Building a great sales team starts with sales leaders that have self-awareness and effective sales management skills. Whether you're hiring young talent or experienced salespeople, this book provides exceptional tools and stories that prepare your company for greater sales growth and less stagnant sales cultures.' - Eric Taylor, Director, Global Talent Management, Gallagher
'Colleen is masterful at guiding us through the application of emotional intelligence skills such as empathy, assertiveness and emotion management needed in our role as sales managers. This book gives pragmatic tools for creating emotionally intelligent sales teams that will excel in sales beyond their wildest dreams!' - Polly Lestikow, President,Closet Factory -- Colorado
'I had the great privilege of working with Colleen as a colleague and now as President of Varsity Spirit. If you are looking to build a new sales organization or retool an existing sales organization, this book is a must read. You'll discover that EQ is an absolute necessity for building a high-performance sales organization.' -Bill Seely, President, Varsity Spirit
'Once again, Colleen Stanley has raised the bar by writing a fantastic book on integrating emotional intelligence into sales management processes. Potential, new and experienced sales managers will benefit from this book. We certainly plan to use it in our sales management courses.' - Weston Agri-Food Sales Program, Texas A and amp; M University
'The topic of emotional intelligence has been over generalized and underperformed by the masses in management seats. Finally, a book that has made the 'how to' of applying emotional intelligence in sales management tangible and real world. Great book that all my sales managers will read.' -Tiffany Bierschank, Vice President of Sales and Training, Home Advisor
'This book has the 'it factor' because the author 'gets it.' I wish I'd counted how many times I said out loud, 'This is spot on.' We do a ton of promoting from within our 700 employees. This book will be a prerequisite for an individual contributor applying for sales management. Even after years of leadership experience, I personally gained new and valuable insights.' - Dan Tuohy, President, COTG- A Xerox Company
'This is another great book by Colleen Stanley. The focus on improving emotional intelligence skills will help sales leaders take a different approach to traditional sales management practices. I'm recommending this book to my students, fellow sales educators and sales leaders.' - Yashar Atefi, PhD, Director, Sales Leadership Center, Daniels College of Business, University of Denver
Descriere
The best way to get ahead in sales is by developing the critical soft skills that will enable you not just survive but thrive.
Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Sales leadership expert Colleen Stanley shows how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads.
In Emotional Intelligence for Sales Leadership, Colleen provides sales secrets that:
Chronic complainers, no accountability finger-pointers, or learning-resistant laggards—these culture-killers costs sales organizations more in productivity than being weak in the so-called hard skills of selling. Sales leadership expert Colleen Stanley shows how emotional intelligence and the development of these critical soft skills improve sales leadership effectiveness and outperforms doubling down on more sales technology tools and fads.
In Emotional Intelligence for Sales Leadership, Colleen provides sales secrets that:
- Shows sales leaders why ‘real world’ empathy and emotion management are the key to building strong relationships with their sales team.
- Offers simple steps on how sales leaders create sales cultures that embrace feedback and change through the development of critical emotional intelligence skills.
- Provides guidance on how to identify key emotional intelligence skills needed in your hiring process to build resilient sales teams.
- Walks readers through the process of training sales teams on soft skills that ensure the consistent execution of the right selling behaviors.