John Hoskins

As sales professionals, we all have opportunities to engage in coaching conversations. Often they can be challenging. Therefore, communication skills are vital to a successful outcome, whether the discussion is in your professional or personal life, as a coach or coachee.

It can be perplexing to have several highly talented sales leaders executing the same strategy, with some receiving dramatically better results than others. How could that be? We discovered that sales leaders who… Show more

As sales professionals, we all have opportunities to engage in coaching conversations. Often they can be challenging. Therefore, communication skills are vital to a successful outcome, whether the discussion is in your professional or personal life, as a coach or coachee.

It can be perplexing to have several highly talented sales leaders executing the same strategy, with some receiving dramatically better results than others. How could that be? We discovered that sales leaders who consistently perform at the top of their game are collaborative coaches and outstanding communicators.

The coaching relationships and challenges are special situations that call for professionalized communication skills.

If you fail to understand your sales professional’s point of view, you stand little chance of winning them to your point of view.

If you fail to explicitly call attention to your sales professional’s strengths, progress, and successes, you squander opportunities to encourage more positive behavior.

If you shrink from clearly and directly expressing disagreement or calling out counter-productive behavior or performance, you deny your sales professionals the information they need to make progress.

On the other hand, if you can establish and maintain collaborative coaching relationships with your salespeople, you can help them to flourish.

Here is the good news: We will focus on only four skills, and each has just a few simple steps. Now, for the tricky part: Because you have been communicating your entire life, you will face constant temptation to revert to old habits; it will be up to you to set new standards and monitor the professionalism of your communication even when you aren't coaching. Show less

Our learning journey working side by side with frontline sales leaders sent a clear message. If a company expects its sales leaders to meet or exceed their revenue goals, they need to be outstanding recruiters, trainers, and coaches. We wrote The Level Five Sales Leader to share our insights gained from our combined decades of sales consulting experience helping sales leaders to achieve that goal.

The Appendix offers many reflection points we have collected from the great sales leaders… Show more

Our learning journey working side by side with frontline sales leaders sent a clear message. If a company expects its sales leaders to meet or exceed their revenue goals, they need to be outstanding recruiters, trainers, and coaches. We wrote The Level Five Sales Leader to share our insights gained from our combined decades of sales consulting experience helping sales leaders to achieve that goal.

The Appendix offers many reflection points we have collected from the great sales leaders with whom we have had the privilege of working. Try some out. If you do, we firmly believe you will see dramatic improvements in sales results, less turnover, higher win rates, and more satisfied and loyal customers. Show less

CSO Insights reported two findings in their 5th annual Sales Enablement study that makes this book a must-read for every sales enablement professional and sales leader.1. The #1 driver of seller engagement was sales management leadership.2. Dynamic coaching showed the greatest impact on performance. This is when the organization follows a formal approach to coaching (one that is documented and fully implemented) plus aligns coaching services to the enablement services provided to sales… Show more

CSO Insights reported two findings in their 5th annual Sales Enablement study that makes this book a must-read for every sales enablement professional and sales leader.1. The #1 driver of seller engagement was sales management leadership.2. Dynamic coaching showed the greatest impact on performance. This is when the organization follows a formal approach to coaching (one that is documented and fully implemented) plus aligns coaching services to the enablement services provided to sales professionals. This year, organizations that followed a dynamic coaching approached achieved an average win rate of 55.2%, 8.8 points above the study's average. The Level Five Coaching System provides a road map for sales enablement managers and sales leaders to follow when implementing a documented and fully implemented process for coaching and developing preeminent sales teams. This system provides the frontline sales leaders the method, skills, tools, and resources to execute dynamic coaching. This book provides a step by step formula and specific "how to's" for any sized sales organization to improve win rates, reduce turnover, reduce ramp to productivity time, and meet and exceed your top-line revenue targets. Show less

This book is written for sales leaders who want to dramatically increase their odds of exceeding their quota year after year. However, it is equally relevant for sales trainers, who want to increase the certainty of a payback on the training programs they build or buy, and sales representatives, who seek to master the art of selling, earn top commissions, and enjoy the recognition associated with being number one on the sales leader board.

This book is written for sales leaders who want to dramatically increase their odds of exceeding their quota year after year. However, it is equally relevant for sales trainers, who want to increase the certainty of a payback on the training programs they build or buy, and sales representatives, who seek to master the art of selling, earn top commissions, and enjoy the recognition associated with being number one on the sales leader board.

7 best practices for Front Line Sales Managers who recruit sales professionals.