** Business Book Awards 2023 Finalist **

Need your new sales hires to get up to speed faster?
Want your salespeople to stop depending on you? Like to get the very best from your sales team?

“This is the book you keep on your shelf and ‘dog-ear’ as a new or seasoned manager with tips you can action immediately. A rare find among sales books today.”
Ashton Williams – Senior Manager Revenue Enablement ADA

“A masterpiece in sales coaching. Your salespeople will become autonomous in their thinking, discovering their own answers, mastering their own objections, and you will be the guide to their success.”
Caroline McCrystal – Senior Account Manager UK&I GTM Banking Experian

“Mark does a phenomenal job demystifying sales coaching and making it actionable for frontline managers. A must-read for any sales leader unlocking the performance of their team.”
Matthew Dixon – Co-author of The Challenger Sale and Jolt

More than ever you need to coach your team so they can think for themselves, take responsibility for their performance and do what you hired them to do. If you want to turn your team into top sales performers, sales coaching must be your focus. Let this practical and easy-to-read book show you how.

Mark Garrett Hayes is an accredited coach and trainer, and is passionate about helping sales leaders to dramatically boost sales performance and accountability.

This book does what it sets out to do. In today’s world the effective sales leader is the head coach for the team. This is a book I would put on my desk to reread and make notes. prior to coaching sessions. It is organized around topics that are of immediate importance to sales. As well the overall view is leading the team and team members to solutions they come up with and are responsible for. You don’t do the work for them. Very useful book.

NetGalley

This is the best book on sales coaching out there.

Mark has done an exceptional job of showing sales leaders how to coach, and provides practical, actionable advice to everyone, from new managers who have never coached before to the most experienced managers who have been coaching for years.

This is a must-read for anyone leading a team of sales people. I highly recommend it.

Amazon

Many sales writers seem to fill pages with guff about their exploits and how to do it, but come from a place of never having done sales coaching in the reality of the profession.
This one is different because the writer makes you the expert. By the end of this book, I felt he had transformed my thinking and made the hero of the journey. First book to draw me in completely and do this.
Highly recommended for every sales leader – new or old!

Amazon

A no nonsense guide to one of the most underrated skills in a Sales Manager’s kitbag. Love it.

Amazon

Sales book of the year! In my role selling training, I read a lot of industry articles and books and I especially like how well organised and easy to use this book is.
You don’t get the feeling that you’re being talked down to. Instead, this book holds you by the hand. You get enough info to understand, learn and then apply. Then lots of brilliant coaching questions to use it fast. I especially love tools like the ‘quick-start guide’ and coaching plans.

Amazon

An absolute essential for any sales leaders wanting to develop their sales teams!

Amazon

Being a pragmatist, I am always looking for tips I can implement easily rather than an academic or theoretical approach. This book certainly delivers on that.

Amazon

“Coaching is the single biggest performance improvement lever available to sales leaders, but, is also one of the least understood by frontline managers. Too often managers confuse coaching with performance management and the two couldn’t be any more different. In Sales Coaching Essentials, Mark Hayes does a phenomenal job demystifying sales coaching and making it actionable for frontline managers. This is a must-read for any sales leader who is serious about unlocking the performance of their team.”
Matthew Dixon – Co-author of The Challenger Sale and The Challenger Customer“I have worked in sales for over 30 years and it is more than my profession, it is a passion. From my days of door to door cold calling in Dublin, to consulting on multi-million dollar ICT deals with Global brand names, I have learned that top quality coaching has been key to my success. Read ‘Sales Coaching Essentials’ and give it to your sales leaders to coach their teams. The results will be impressive and long-lasting.”Darragh Fitzgerald Selby – General Manager Business Solutions – Digicel Jamaica“Without a foundation and structure for sales coaching, your team is not realizing their full potential. Sales Coaching Essentials is a guidebook to teach new (and refresh veteran) sales leaders build and sharpen one their most essential tools – Coaching.”
Tim Wood, Sales Director, Intel Corporation

“Where Weinberg is the master of sales simplicity, Sobczak for calls, and Blount for prospecting, Hayes joins them as a master of coaching. Having been coached by Mark personally, I read this and got insight into how he was able to coach so effectively, regardless of the continent and ocean that separates us. Mark’s perspectives and approach make this book a part of every sales manager’s canon, and serves as a coaching field guide, to be referred to often, for every sales leader regardless of experience.”
Kaulana Shum, Senior Sales Manager, Okta

“Seller performance is most impacted by coaching – not fancy tools, not marketing lists, not product features. Mark Hayes’ book, Sales Coaching Essentials, has a practical and simple approach to making coaching the core focus for modern-day sales leaders. Get the results you want AND develop your people with skills that will serve them well in their careers. They will thank you.”
Guilio Magni, Sales Enablement Director, Bringg

“A universal challenge today is around sales leaders who just don’t spend enough time coaching their team. Sales Coaching Essentials will open your eyes to a new way of coaching which both empowers and keeps reps and leaders accountable for on-going learning and performance improvement. This is a must-read for any sales leader who is committed to helping their people become outstanding sales professionals!”
Bob Perkins, CEO, AA – ISP

“Mark sounds the ‘call to action’ for all leaders to become better coaches and lays out practical guidance you can start doing today. Your people (or team) will be happier, more engaged, and more successful as a result of your growth as a sales coach.”
Jonathan Swartz, Director Azure Sales, Microsoft

“Front line managers and senior sales leaders are so entwined in operations and strategy decisions of their teams, that the coaching element is often ignored and forgotten! Sales Coaching Essentials captures powerful, easy, bite sized techniques that could be incorporated easily for sales teams from across industries to maximize the productivity of your teams.”
Pradeepa Kolli, Head of Global SDR / Inside Sales, at Workplace @Facebook

“Being Coachable is sales reps inherent superpower! Knowing how to structure, organize and tap into that potential is extremely powerful. Mark Hayes has made a brilliant guide to help managers get started and take sales coaching to the next level.”
Sindre Halland, CEO, SalesScreen

“Coaching sales team members is NOT optional; if you lead a sales organization, It. Is. Your. Job. Mark Hayes’ brilliant new book, Sales Coaching Essentials, should be required reading for sales leaders and those who implement his practical wisdom will not only become better managers and mentors, but they will drive significant sales increases!”
Mike Weinberg, author of the bestsellers New Sales: Simplified and Sales Management: Simplified

“Sales coaching is a skill that not enough leaders focus on developing and Mark has made it into an art. This book has done an amazing job of distilling the key lessons that every sales leader – regardless of experience level – needs to invest in for the betterment of their team. Definitely required reading for all sales leaders with good reminders, new ideas, and numerous best practices. Time and money definitely well spent! Highly recommend to all!”
Zeeshan Hafeez, Chief Revenue Officer, VeeOne Health

“Mark understands the value of a sales manager being able to coach their teams effectively. I’ve experienced this first-hand in my time working with Mark and have received tremendous value from implementing what is outlined in his book, Sales Coaching Essentials. I recommend this book to anyone exploring sales management, is new to sales management, and even to experienced sales managers who are looking to add more value to their teams through more concentrated sales coaching.”
Dustin Abney, Enterprise Sales Manager U.S. East, Redgate Software

“A very practical book that shows sales leaders how to leverage sales coaching to unlock their team’s potential and drive change. Practical hands-on advice on how to use sales coaching to drive execution, develop the team and achieve targets.”
Per Anders Åberg, Manager Business Development Nordics, Salesforce

“Coaching is a gamechanger when done well, but too often underutilized or poorly delivered in organizations. Mark clears away the fog and shows us how coaching can be a gamechanger for us. Mark starts with what it is, what it is not and makes it easy to follow… it starts with understanding. Read NOW to understand.”
John Massey, EMEA Regional Business Development VP, Commercial Sales & Channel, SAP

“When you think of the lifeblood of a sales manager you should be thinking of coaching. An essential that should never be taken for granted. Mark Hayes puts it perfectly in his new book, Sales Coaching Essentials. If you’re an aspiring sales leader to a seasoned master, this should be on your shelf.”
Christian Curdy, Regional Sales Director, Onfido

“Sales Coaching Essentials is a no fluff, easy to follow practical guide on sales coaching. The importance of the subject can sometimes be forgotten in the current ‘no time to spare’ commercial era. Mark provides a hands-on guide demystifying essential topics whilst also providing invaluable insights. Written in an easy-to-follow style it is an extremely helpful if not invaluable tool for the modern sales manager. A must-read addition to one’s knowledge toolkit.”
Axel Lagerborg, VP Worldwide Sales, Sorted Group

FORMAT / ISBN / PUBLICATION DATE / RRP

Paperback / 9781788603300 / May 17, 2022 / £15.99

Ebook / 9781788603324 / May 16, 2022 / £7.99

Paperback and eBook Bundle / £17.99

Mark Garrett Hayes

Mark Garrett Hayes is a Sales Enablement Expert, Accredited Coach and Certified Trainer who helps sales leaders and managers learn how to coach their salespeople and dramatically boost performance and revenue.

Working both in-house and remotely with sales teams internationally, Mark has developed powerful tools to help sales leaders to get the very best from their teams.

He has helped leaders reduce A-Player churn, drive greater accountability among their reps and revolutionize how they get the best from their sales people.

Mark is the host of the popular weekly The Sales Coach podcast where he interviews sales leaders and thought leaders at SaaS and tech companies worldwide each week.