Accountability

, 68, 188

Albert-Majendie, Samantha

, 207

Anonymous feedback

, 6

Appreciative inquiry

, 115

Authenticity

, 30–31

Autopilot behaviours

, 26

Behavioural change

, 69

Behavioural coaching, 114–115

Birrell, Niki

, 199–200

Buckthorp, Jon

, 200

Challenging feedback

, 63

Classroom-based sales training

, 80

Coachability

, 80

coaching relationship

, 81

contact strategy

, 82

fear of failure

, 81–83

opportunities

, 92

psychometric tools

, 87–88

self-awareness

, 87

uncoachability

, 80–81

Coaching models

frameworks

, 109–110

GROW model

, 110

Coaching relationship

, 45–49, 89–95, 151–159

Coaching winning sales teams

coaching relationship

, 151–159

commitment to action

, 191–194

environment for success

, 166–167

feedback

, 181–187

individuals

, 162–166

observation

, 173–181

resistance

, 167–171

rhythm and timing

, 159–162

safety

, 156–157

sales leader

, 155–156

teams

, 162–166

trusting environment

, 153–155

virtual practice field

, 157–158

Cultural leadership

, 77

Culture of communication

, 59

Culture, responsibility

, 105

Darley, Claire

, 200–201

Devlin, Paul

, 201

Directional coaching

, 66

Dorks, Ben

, 201–202

Dynamic coaching

action

, 127

behaviour

, 127

coaching winning sales teams

, 119–120

cue/observation

, 126

definition

, 125–126

engage

, 127

feedback

, 127

model

, 120–122

purposes

, 118–119

Emotional intelligence

, 26, 29

Environment for success

, 166–167

Evolutionary psychology

, 48

Evraire, Ken

, 24, 38, 69, 76, 85, 202

Experience level

, 66

Feedback

, 99–102

art of dealing

, 99–102

five-step framework

, 101–102

message positively

, 182–184

salesperson

, 184–185

Fern, Tony

, 202–203

Finn, Tony

, 203

Fitzpatrick, Karl

, 203–204

Giglia, Megan

, 204

Goal settings

, 73–76

Grattan, Ian

, 204–205

GROW model

, 110

alternatives

, 113

goal

, 111

options

, 112

reality

, 112

sales coaching

, 111–113

High-performing sales people

, 2, 31, 58

Individuals

abilities

, 162–163

good performer

, 164

high performers

, 163–164

low performers

, 165

performances

, 163–165

setting goals

, 165–166

single vision

, 166

Inner coach

authenticity

, 30–31

autopilot behaviours

, 26

emotional intelligence

, 29

habits

, 34–36

integrity

, 30–31

interpersonal skills

, 30

neuroscience research

, 29

performances

, 30

personal competence

, 30

self-awareness

, 26

self-improvement

, 31–33

self-reflection process

, 28

Women’s UK Football Association Cup

, 24

Interpersonal attraction, similarity paradigm

, 93

Jarvis, Sean

, 205

Livesey, Owen

, 205–206

Longmire, John

, 206

Lowden, Carson

, 206–207

Matthias, Alison

, 207–208

Mcdonnell, Anwen

, 208

Mcnaughton, Craig

, 208

Mcveigh, Paul

, 209

Metric-driven sales coaching

, 114

Millennial generation

, 88

Montemurro, Joe

, 209

Mortimore, Alistair

, 209–210

Naughton, Hollie

, 210

Nelson, Megan

, 210–211

Neuroleadership

, 57, 174

Neuroscience research

, 29

Nixon, David

, 211

Non-directional coaching

, 66

Observation

, 49–56

action

, 178

behaviour

, 177–178

coaching observation framework

, 176

distance bias

, 175

engage

, 178

expediency bias

, 174

experience bias

, 174–175

feedback

, 178

positive effects

, 180–181

radical listening

, 178–180

safety bias

, 175

similarity bias

, 174

Observational coaching

, 116–117

Opportunities

action

, 128

behaviour

, 128

cue/observation

, 127–128

engaging

, 128

feedback

, 128

Outer coach

coaching relationship

, 45–49

commitment to action

, 73–76

feedback

, 57–59

individual and team

, 70–71

observation

, 49–56

preparation

, 56–57

rhythm

, 68–69

strengths

, 62–63

subjective

, 62

success environment

, 76–78

weaknesses

, 62–63

Ownership

, 68, 74, 83, 188, 192

Pearce, Stuart

, 211–212

Penny, Lauren

, 32, 82, 144, 212

Pickering, Gary

, 212–213

Preparation

, 56–57

activity data

, 144

behaviours

, 144

confidentiality

, 146

learning

, 136–141

linking behaviours

, 141–143

mood and mindset

, 133

observed skills

, 144

place

, 146

relationship

, 133

sources

, 145

space

, 146

stages

, 132

time

, 134, 146

Radical listener

, 54, 178–180

Reflective

, 115–116

Regular feedback

, 58, 62, 187

Rhythm

, 68–69, 159–162

definition

, 159

GROW model

, 160

individual’s personal goals

, 159

Roberts, Chris

, 213

Robust trusted relationship

, 65

Sales coaching

approaches

, 8–10

cases

, 11–12

reality

, 1

sports

, 2–8

Sales development programmes

, 34

Sales Management Association

, 5

Sales managers

, 65

Sales professionals

analyse and assess

, 124

observation

, 123–124

performance

, 124

planning

, 124

practice

, 124

Self-coaching

, 94–95

Self-compassion

, 36

Self-improvement

, 31–33

Self-reflection process

, 28

Stanley, Rob

, 214

Stanworth, John

, 214–215

Starling, James

, 213–214

Structured approach

customer relationship management (CRM)

, 107

face-to-face practical workshops

, 107

internal/external observations

, 107

standardised coaching frameworks

, 107

video-based coaching energisers

, 107

Structured feedback

, 58

Success environment

, 76–78

Thomasson, Ross

, 215–216

Timing

, 61–62, 159–162

Training

, 68, 108, 109, 188

Trust

, 18, 31, 47, 93–94

Trusting environment

, 153–155

Uncoachability

, 80–81

Virtual practice field

negotiation

, 158

opportunity review

, 157–158

pitch

, 158

Ward, Cathy

, 216

Willstrop, Malcolm

, 216–217

Women’s UK Football Association Cup

, 24

Wood, Matthew

, 217

Woods, Michael

, 217–218