Michelle Vazzana - Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance

Ive read hundreds of books on coaching and leadership through the years, and I must say Crushing Quota is in a league of its own. It is the most practically useful book on sales coaching Ive read. This is a must-read for those who are serious about sales coaching.

Chris Dials, Vice President, Global Operations, VMware

While there is no silver bullet to improving sales performance, coaching comes pretty close, and this is the best sales coaching book Ive ever read.

Doug Bushe, Vice President, Sales Enablement, Xerox

Sales Playbooks and processes are foundational, but execution depends on a sales managers ability to prioritize, apply them, and coach to clear outcomes. This book is all about that and is relevant for all sales processes and all sales roles. The research rigor and the practical framework is spot on and was something I could implement immediately. Ultimately, this book will help make any sales manager a top performer, and provides organizations looking to deliver sustainable and profitable growth the formula to succeed.

Lotta Bager, Director of Sales Excellence, QBE Insurance

Crushing Quota is an essential manual for sales organization improvement. It makes the case for salesperson coaching as sales managements most vital and overlooked contribution to firm performance, then offers a teardown of coachings essential elements and a practical guide to implementing them. Crushing Quota stands alone as the definitive sales coaching guide.

Bob Kelly, Chairman, Sales Management Association

As a learning leader, I appreciate the applicability of this framework to the entire sales force. I have had the privilege of working with Michelle, Jason, and the Vantage Point team to successfully implement the practices outlined in Crushing Quota with measurable outcomes. The sales managers found the concepts relatable, providing fresh clarity to the sales process and renewed energy to coaching the sellers.

Karen Basile, Vice President of Enterprise Learning, Johnson Controls

Finally, a highly relevant and practical guide to sales coaching. A refreshing look at how research challenges conventional wisdom on this important topic.

John E. Davis, SVP Global Sales and Marketing, CryoLife, Inc.

Surely the quest of all sales leaders is outperformance in every area. In a world of rapid change and commoditization any competitive advantage should be leveraged to its fullest. My 28 years of professional sales leadership roles across four continents and leading teams of thousands in extremely complex and challenging environments has taught me that I can still improve.

So little credible research has been done in the world of sales leadership. Michelle and Jason have taken the lead in a critical area that needs constant analysis and review. This book is a must read for all soon to be and established sales leaders. The recommendations in this book provide a guide, that when applied, can facilitate a genuine positive change.

Conventional old school wisdom has lost the race against progress. Choose to make a positive difference while taking your team to outstanding sales performance. I highly recommend this book as a must-read.

Paul Helmore, Director of Global Accounts, Schlumberger

Copyright 2019 by Michelle Vazzana and Jason Jordan. All rights reserved. Except as permitted under the United States Copyright Act of 1976, no part of this publication may be reproduced or distributed in any form or by any means, or stored in a database or retrieval system, without the prior written permission of the publisher.

ISBN: 978-1-26-012116-2
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I dedicate this book to my children, Nick and Anna. They have given my life meaning in ways that business success cannot touch. I thank God for them every day.

I ve always found sales coaching to be an oddity. Its something that everybody wants to happen and practically anyone can learn to do. Sales leaders expect their sales managers to coach. They invest in training to develop coaching skills. They even buy software to increase coaching effectiveness.

When you talk to sales managers, they tell you they like to coach, knowing the big difference it can make. And I cant tell you how many times salespeople have told me how much they want and need to be coached.