References

Tim Chapman (Sales EQ Limited, UK)
Lynn Pickford (Leadership and Sales Coach, UK)
Tony Smith (Hull Kingston Rovers RFC, UK)

Coaching Winning Sales Teams

ISBN: 978-1-78973-488-1, eISBN: 978-1-78973-487-4

Publication date: 22 April 2020

Citation

Chapman, T., Pickford, L. and Smith, T. (2020), "References", Coaching Winning Sales Teams, Emerald Publishing Limited, Leeds, pp. 219-223. https://doi.org/10.1108/978-1-78973-487-420201013

Publisher

:

Emerald Publishing Limited

Copyright © 2020 Emerald Publishing Limited


Chapter 1

1. Studd, S. (1998). Herbert Chapman football emperor: A study in the origins of modern soccer. London, UK: Souvenir Press Ltd.

2. Gawande, A. (2017). Want to get great at something, get a coach. Retrieved from https://www.ted.com/talks/atul_gawande_want_to_get_great_at_something_get_a_coach?language=en. Accessed on January 08, 2018.

3. The Sales Management Association . (2018). Research brief, sales coaching practices. Retrieved from https://salesmanagement.org/resource/sales-coaching-practices/research-brief-sales-coaching-practices/ Accessed on February 04, 2019.

4. Freifeld, L. (2018). 2018 industry training report. Retrieved from https://trainingmag.com/trgmag-article/2018-training-industry-report/

5. CSO and Miller Heiman Group . (2019). All that glitters is not gold: 2019 World-Class Sales Practices Study. Retrieved from https://www.millerheimangroup.com/uk/resources/news/cso-insights-and-miller-heiman-group-releases-2019-world-class-sales-practices-study-all-that-glitters-is-not-gold/. Accessed on August 23, 2019.

6. Dixon, M. and Adamson, B. (2011). The dirty secret of effective sales coaching. Harvard Business Review. Retrieved from https://hbr.org/2011/01/the-dirty-secret-of-effective. Only available in web version. Accessed on February 15, 2019.

7. De Meuse, K.P. , Dai, G. and Lee, R.J. (2009). Evaluating the effectiveness of executive coaching: Beyond ROI? Coaching: An International Journal of Theory, Research and Practice, 2(2), pp. 117134.

8. Dweck, C. (2012). Mindset: Changing the way you think to fulfil your potential. New York, NY: Ballantine Books.

Chapter 2

1. Kahneman, D. (2011). Thinking, fast and slow. New York, NY: Macmillan.

2. Covey, S.R. (2004). The 7 habits of highly effective people: Powerful lessons in personal change. New York, NY: Simon & Schuster.

3. Bradberry, T. and Greaves, J. (2009). Emotional Intelligence 2.0. San Diego, CA: TalentSmart.

4. Goleman, D. (2006). Emotional intelligence. New York, NY: Bantam Books.

5. Lieberman, M.D. (2013). Social, why our brains are wired to connect. Oxford, UK: Oxford University Press.

6. Bergland, C. (2017). How do neuroplasticity and neurogenesis rewire your brain. Psychology Today. Retrieved from https://www.psychologytoday.com/us/blog/the-athletes-way/201702/how-do-neuroplasticity-and-neurogenesis-rewire-your-brain, Posted 6th of February 2017. Accessed on August 12, 2019.

7. Blakey, J. (2016). The trusted executive: Nine leadership habits that inspire results, relationships and reputation. London, UK: Kogan Page Publishers.

8. Perarnau, M. (2014). Pep confidential: Inside Pep Guardiola's first season at Bayern Munich. New York, NY: Birlinn.

9. Jackson, P. and Delehanty, H. (2014). Eleven rings: The soul of success. New York, NY: Penguin.

10. Mills, I. , Ridley, M. , Laker, B. and Chapman, T. (2017). The sales persons secret code: The belief systems that distinguish winners. London, UK: LID Publishing.

11. Duhigg, C. (2013). The power of habit: Why we do what we do and how to change. New York, NY: Random House.

12. Ericsson, A. and Pool, R. (2016). Peak: Secrets from the new science of expertise. Boston, MA: Houghton Mifflin Harcourt.

Chapter 3

1. Mills, I. , Ridley, M. , Laker, B. and Chapman, T. (2017). The sales persons secret code: The belief systems that distinguish winners. London, UK: LID Publishing.

2. Jackson, P. and Delehanty, H. (2014). Eleven rings: The soul of success. New York, NY: Penguin.

3. Rousseau, D.M. , Sitkin, S.B. , Burt, R.S. and Camerer, C. (1998). Not so different after all: A cross-discipline view of trust. Academy of Management Review, 23(3), pp. 393404.

4. Kline, N. (2009). More time to think: A way of being in the world. Poole-in-Wharfdale, UK: Fisher King Publishing.

5. Lewis, M. (2004). Moneyball: The art of winning an unfair game. New York, NY: W. W. Norton & Company.

6. Franks, I. and Hughes, M. (2016). Soccer analytics: Successful coaching through match analysis. Maidenhead, UK: Meyer & Meyer Sport.

7. Rosenburg, M. (2013). Spotlight on learning styles. Surrey, UK: Delta Publishing.

8. Walker, C. (2014). From contempt to curiosity. Portchester: Clean Publishing.

9. Rock, D. (2010). Your brain at work: Strategies for overcoming distraction, regaining focus, and working smarter all day long. Journal of Behavioral Optometry, 21(5), p. 130.

10. Rock, D. (2009). Managing with the brain in mind. PwC Strategy or (Extracted from Managing with the brain in mind. Strategy & Business issue 56, Autumn 2009).

11. Stone, D. and Heen, S. (2015). Thanks for the feedback: The science and art of receiving feedback well (even when it is off base, unfair, poorly delivered, and frankly, you're not in the mood) ( Vol. 36 , No. 10). London, UK: Penguin.

12. Medeiros, J. (2018). Game changers: How a team of underdogs and scientists discovered what it takes to win. London, UK: Little, Brown Book Group.

13. Ericsson, A. and Pool, R. (2016). Peak: Secrets from the new science of expertise. Boston, MA: Houghton Mifflin Harcourt.

14. Jones, P. , Jowitt, A. and Holton, V. (2016). How to coach your team: Release team potential and hit peak performance. New York, NY: Pearson UK.

15. Amabile, T. and Kramer, S. (2011). The progress principle: Using small wins to ignite joy, engagement, and creativity at work. Boston, MA: Harvard Business Press.

16. Duhigg, C. (2012). The power of habit: Why we do what we do in life and business. New York, NY: Random House.

17. Berkman, E. (September 2017). The neuroscience of goals and behaviour change. Consulting Psychology Journal Practice and Research, 1st March 2018, 70(1), 2844.

18. Fitzgerald, M. (2016). How bad do you want it? Mastering the psychology of mind over muscle. London, UK: Aurum Press Limited.

19. Hughes, D. (2018). The Barcelona way: How to create a high-performance culture. London, UK: Pan Macmillan.

Chapter 4

1. Mills, I. , Ridley, M. , Laker, B. and Chapman, T. (2017). The sales persons secret code: The belief systems that distinguish winners. London, UK: LID Publishing.

2. Fitzgerald, M. (2016). How bad do you want it? Mastering the psychology of mind over muscle. London, UK: Aurum Press Limited.

3. Bozer, G. and Jones, R.J. (2018). Understanding the factors that determine workplace coaching effectiveness: A systematic literature review. European Journal of Work and Organizational Psychology, 27(3), pp. 342361.

4. Dahling, J.J. , Taylor, S.R. , Chau, S.L. and Dwight, S.A. (2016). Does coaching matter? A multilevel model linking managerial coaching skill and frequency to sales goal attainment. Personnel Psychology, 69(4), pp. 863894.

5. Whitmore, J. (2010). Coaching for performance: Growing human potential and purpose: The principles and practice of coaching and leadership. London, UK: Hachette UK.

6. https://www.goodreads.com/author/quotes/3503.Maya_Angelou.

Chapter 5

1. Jackson, P. and Delehanty, H. (2014). Eleven rings: The soul of success. New York, NY: Penguin.

2. Bradford, S.K. , Rutherford, B.N. and Friend, S.B. (2017). The impact of training, mentoring and coaching on personal learning in the sales environment. International Journal of Evidence Based Coaching and Mentoring, 15(1), p. 133.

3. Eichinger, R. and Lombardo, M. (1996). The Career Architect Development Planner. Minneapolis, MA: Lominger.

4. Rosen, K. (2008). Coaching salespeople into sales champions: A tactical playbook for managers and executives. Hoboken, NJ: John Wiley & Sons.

5. Alexander, G. (2006). Behavioural coaching – The GROW model. In J. Passmore (Ed.), Excellence in coaching: The industry guide (pp. 6172). Philadelphia, PA: Kogan Page.

6. Whitmore, J. (2002). Coaching for performance. London, UK: Nicholas Brealey Publishing.

7. Passmore, J. , Brown, H. , Wall, T. , Stokes, P. and the European Coaching and Mentoring Research Consortium . (2018). The state of play in coaching in the United Kingdom. Henley-on-Thames, UK: Henley Business School.

8. Passmore, J. (ed.). (2015). Excellence in coaching: The industry guide. Philadelphia, PA: Kogan Page Publishers.

9. Atkins, C. (2016). Unlocking the power of data in sales. McKinsey. Retrieved from https://www.mckinsey.com/business-functions/marketing-and-sales/our-insights/unlocking-the-power-of-data-in-sales#, Accessed on May 05, 2019.

10. Skiffington, S. and Zeus, P. (2003). Behavioral coaching: How to build sustainable personal and organizational strength (p. X1, Preface). Sydney; New York, NY; and London: McGraw-Hill.

11. Whitney, D. and Cooperrider, D. (2011). Appreciative inquiry: A positive revolution in change ReadHowYouWant.com. San Francisco, NC: Berrett-Koehler Publishers.

12. Sinek, S. (2009). Start with why: How great leaders inspire everyone to take action. London, UK: Penguin.

Chapter 6

1. Perarnau, M. (2014). Pep confidential: Inside Pep Guardiola's first season at Bayern Munich (p. 330). New York, NY: Birlinn.

2. Lethaby, C. (October 18, 2017). Four Perspectives to avoid 'Learning Styles' and one alternative. Retrieved from https://www.britishcouncil.org/voices-magazine/four-reasons-avoid-learning-styles-one-alternative, Accessed on August 29, 2019.

3. Dixon, M. and Adamson, B. (2011). The dirty secret of effective sales coaching. Harvard Business Review. Retrieved from https://hbr.org/2011/01/the-dirty-secret-of-effective. Only available in web version. Accessed on February 15, 2019.

Chapter 7

1. HuffPost . (2013). Bill Clinton has a superpower, and mastering it can make you successful beyond belief. Retrieved from https://www.huffpost.com/entry/bill-clinton_n_3718956. Accessed on October 06, 2019.

2. Williamson, C. (2017). The importance of humility in leadership. Retrieved from https://www.forbes.com/sites/forbescoachescouncil/2017/09/14/the-importance-of-humility-in-leadership/#55daa9032253. Accessed on October 03, 2019.

Chapter 8

1. Weller, C. (2019). The 5 biggest biases that affect decision-making. Retrieved from https://neuroleadership.com/your-brain-at-work/seeds-model-biases-affect-decision-making/. Accessed on August 30, 2019.

2. Hofield, D. (2017). Want to know what your brain does when it hears a question? Fast Company. Retrieved from https://www.fastcompany.com/3068341/want-to-know-what-your-brain-does-when-it-hears-a-question. Accessed on August 30, 2019.

3. Collins, J.C. , Collins, J. and Porras, J.I. (2005). Built to last: Successful habits of visionary companies. London, UK: Random House.