Here's a short list of some of our favourite books on the subjects of coaching and leadership. None of these are particularly heavy reads but they all have a pragmatic approach with useful tips for implementation that have stood the test of time.

 

One of our long-standing clients has recently asked us not only to design and deliver their sales training programmes, but also to get out on the road (in this case it’s a very long road consisting of nearly 50 cities across the globe!) and spend time with their sales teams to see how the training is being implemented.

The success of the training programme hinges around the implementation of a clear set of sales standards and the coaching support given to the sales executives by their local managers.

One thing has been crystal clear – in those places where the training has been supported by effective coaching, the capability of the salesperson has dramatically increased and when we’ve been out on sales calls with them we have seen that the quality of these calls and the results achieved, exceeds those areas where coaching is not a priority or is being conducted inconsistently.

Of course, we knew this already! Research has, for a long time, supported the fact that training delivered without...