Richardson Launches Second Edition of Sales Coaching: Making the Great Leap from Sales Manager to Sales Coach

NEW: Second Edition of Sales Coaching:  Making the Great Leap from Sales Manager to Sales Coach, by New York Times Best Selling Author Linda Richardson

Philadelphia, PA — December 3, 2008Richardson , a leading sales training and consulting firm, today announced the release of the second edition of Sales Coaching:  Making the Great Leap from Sales Manager to Sales Coach (McGraw-Hill; 2 edition; November; $24.95), by Linda Richardson.  Today, sales coaching is a sales manager’s most important tool for increasing the sales productivity of a salesforce.  The second edition is filled with new information for sales managers, including a more streamlined sales coaching process, remote coaching strategies, and how to’s for maximizing technology.

Sales Coaching provides sales managers with a 15-minute sales coaching process that:

· Increases sales performance
· Strengthens team relationships
· Makes salespeople responsible for their own development
· Motivates and inspires
· Maximizes technology
· Takes training out of the classroom and puts it into the field – every day
· Makes feedback and coaching a part of their organization’s DNA
· Builds a true sales culture

“The level of sales coaching in an organization is the barometer of the life of its sales culture,” says Linda Richardson, Founder and Executive Chairwoman of Richardson.  “Nothing is more important to the productivity of a salesforce than effective coaching by frontline sales managers.  In writing this second edition, my goal is to help sales managers use sales coaching as their #1 tool for increasing sales productivity, meeting goal, and building their teams.”

 “The second edition of Linda’s Sales Coaching book is all but a new book.  She’s infused the book with new best practices, resources, and strategies and tools for sales managers to use to develop their salespeople and achieve goal,” says David DiStefano, President and CEO of Richardson.  “Just as Linda’s New York Times Best-Seller Perfect Selling enables salespeople to master the sales call to close more sales, Sales Coaching enables sales managers to master the coaching dialogue to reach goal and build their teams.”


Linda Richardson is the Founder and Executive Chairwoman of Richardson, a global sales training company.  As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence and she was identified by Training Industry, Inc. as one of the “Top 20 Most Influential Training Professionals.”

Linda is credited with the movement to Consultative Selling, which is the cornerstone of Richardson’s methodology.  Her passion has always been sales coaching because it contains two critical elements for sales success: skill and the ongoing development needed to adjust to change and win.

Linda is the author of eleven books on selling and sales management, including her most recent works, Perfect Selling, The Sales Success Handbook — 20 Lessons to Open and Close Sales Now, and Stop Telling, Start Selling.  She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center.  Linda is a frequent speaker at industry and client conferences, has been published extensively in industry and training journals, and has been featured in numerous publications, including The Wall Street Journal, Forbes, Nation’s Business, Selling Power, Success, and The Conference Board Magazine.

About Richardson

Richardson  is a leading, global sales training company that is dedicated to accelerating the productivity of sales professionals by ensuring they have the skills, strategies, and processes to achieve their objectives and implement their organization’s strategy.  Utilizing a comprehensive curriculum, coaching, consulting, diagnostic testing tools, and a proprietary customization process, Richardson helps develop the critical skills sales organizations need to win.  Richardson’s curriculum includes sales, sales management, strategy, negotiations, and service training delivered through seminars, one-on-one and team coaching, interactive eLearning, and podcasts.

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