Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance - Hardcover

by Michelle Vazzana (Author), Jason Jordan (Author)

Make sales coaching a daily priority for top-of-game staff performance


Those who do it right prove time and time again that sales coaching works. If you're one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands.


Based on one of today's most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff's job. It all comes down to three critical points that the vast majority of sales managers today are missing:


- Provide clear direction for sellers on how to get to quota--for all sales roles
- Ensure effective execution by coaching the right things, in the right measure, executed the right way
- Assess seller performance and make timely course corrections


It's all about helping your people make the best use of their time and effort. That's what coaches do. When a salesperson is skilled at making important decisions about which priorities to pursue and which ones to ignore to--results follow. It's that simple.


Crushing Quota teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices. This is the definitive guide to making sales coaching work for any sales team in any industry.

Back Jacket

I've read hundreds of books on coaching and leadership through the years and I must say Crushing Quota is in a league of its own. It is the most practically useful book on sales coaching I've read. This is a must-read for those who are serious about sales coaching. --Chris Dials, Vice President, Global Operations, VMware
"While there is no silver bullet to improving sales performance, coaching comes pretty close and this is the best sales coaching book I've ever read." --Doug Bushee, Vice President, Sales Enablement, Xerox
"Sales Playbooks and processes are foundational, but execution depends on sales manager's ability to prioritise, apply them, and coach to clear outcomes. This book is all about that and is relevant for all sales processes and all sales roles. The research rigour and the practical framework is spot on and was something I could implement immediately. Ultimately, this book will help make any sales manager a top performer, and provides organizations looking to deliver sustainable and profitable growth the formula to succeed." --Lotta Bager, Director of Sales Excellence, QBE Insurance
"Crushing Quota is an essential manual for sales organization improvement. It makes the case for salesperson coaching as sales management's most vital and overlooked contribution to firm performance, then offers a teardown of coaching's essential elements and a practical guide to implementing them. Crushing Quota stands alone as the definitive sales coaching guide." --Bob Kelly, Chairman, Sales Management Association
"As a learning leader, I appreciate the applicability of this framework to the entire sales force. I have had the privilege of working with Michelle, Jason, and the Vantage Point team to successfully implement the practices outlined in Crushing Quote with measurable outcomes. The sales managers found the concepts relatable, providing fresh clarity to the sales process and renewed energy to coaching the sellers." --Karen Basile, Vice President of Enterprise Learning, Johnson Controls
"Finally, a highly relevant and practical guide to sales coaching. A refreshing look at how research challenges conventional wisdom on this important topic." --John E. Davis, SVP Global Sales and Marketing, CyroLife, Inc.
"Surely the quest of all Sales leaders is outperformance in every area. In a world of rapid change and commoditisation any competitive advantage should be leveraged to its fullest. In my 28 years of professional sales leadership roles across 4 continents and leading teams of 1,000s in extremely complex and challenging environments has taught me that I can still improve. So little credible research has been done in the world of sales leadership. Michelle and Jason have taken the lead in a critical area that needs constant analysis and review. This book is a must read for all soon to be and established sales leaders. The recommendations in this book provide a guide, that when applied, can facilitate a genuine positive change. Conventional old school wisdom has lost the race against progress. Chose to make a positive difference while taking your team to outstanding sales performance. I highly recommend this book as a must read." -- Paul Helmore, Director of Global Accounts, Schlumberger

Author Biography

Michelle Vazzana and Jason Jordan are founding partners of the sales training firm Vantage Point Performance, which specializes in building research-based management practices that revolutionize sales performance. Vazzana is a prolific researcher and thought leader in the sales management and coaching domain and is the first to truly focus and simplify sales coaching into executable practices that create the environment for long-term performance change. Jordan is a thought leader in business-to-business selling and conducts research into management best practices in hiring, developing, measuring, and managing world-class sales organizations.


URL: www.vantagepointperformance.com/crushingquota