Sales Leadership : The Essential Leadership Framework to Coach Sales Champions, Inspire Excellence and Exceed Your Business Goals

Cover -- Title Page -- Copyright -- Contents -- Preface: The Power of Why -- Create the Unified Why -- Why are You a Leader? -- Supporting Your Quest for Coaching Greatness -- Chapter One: Preparing for the Cultural Evolution -- What's Your Business DNA? -- Burn the Bridge of Mediocrity -- The Scathing Truth -- Choose No Initiative Over a Failed Initiative -- Examining Culture -- Boardroom or Bored Room: Defining Corporate Culture -- The Company Ecosystem -- When Company and Personal Values Clash -- You're Not Coaching Effectively -- Your Culture Sucks -- A 10-Year Coaching Study -- Assessing Your Culture and the ROI of Coaching -- Choose a Culture of Intention or Reaction -- A Culture of Strategic Communicators -- 34 Characteristics of a Coaching Culture -- Preparing for Your Cultural Evolution -- Is Your Coaching Working? Assess Your Current Culture -- Preparing for Your Cultural Journey -- Can't Change Your Company's Culture? Create a Subculture Instead -- Can You Truly Change a Metrics-Driven Culture? -- Create a Subculture -- The Culture is You -- Stop Selling, Start Coaching -- The Consultative Sales Coach -- The Secret to Making Top Salespeople Great Managers -- The Best Leaders-And Salespeople-Coach -- Chapter Two: L.E.A.D.S.: Your Guiding Framework for Transformational Coaching -- Questions Are the Universal Language -- A Universal Definition of Coaching -- The Revised L.E.A.D.S. Model for Masterful Coaching -- A Simple Coaching Framework -- The Anatomy of the L.E.A.D.S. Coaching Model -- Learn -- Enroll -- Assess -- Define -- Support -- Tactical Application of the L.E.A.D.S. Coaching Model -- 24 Types of Questions in the L.E.A.D.S. Coaching Framework -- Learn -- Enroll -- Assess -- Define -- Support -- Now Coach the Gap! -- Wrap-Up and Next Steps -- How to Coach in 10 Minutes or Less.