Ann-Marie Heidingsfelder's new book, The 20 Minute Sales Coach: Increase Sales & Improve Sales Performance in As Little As 20 Minutes a Day, stands out on the shelf of selling "how-to" books. Its very unique, hands-on approach for B2B sales executives and their leaders provides solid sales coaching benefits in brief chapters and workbook pages that can be mastered in a mere 20 minutes a day. For many sales teams coaching is an option that simply isn't available due to lack of organizational funding, or management time and skill set. Yet studies show that coaching can and does help sales teams exceed their goals. The 20 Minute Sales Coach solves this dilemma -- transforming how sales people navigate on their own the most vexing detours to success with proven maps to drive their own personal, high-impact selling plans.
According to Ms. Heidingsfelder, research shows that over 80% of sales training is forgotten within 30 days when not followed by coaching. Today's career development shelves are packed with hundreds of books describing the competencies for increasing sales. Sales professionals can read what they need to do but are very often left wondering, "Okay, but now how do I implement these behaviors?" Training is the "seeing and hearing" but coaching is the actual "doing" that makes learning stick. The 20 Minute Sales Coach provides this important component with practical advice as well as a framework for formulating customized success strategies.
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