1. The death of management -- 2. The coach's mindset: six universal principles of masterful coaching -- 3. Six fatal coaching mistakes and how to avoid them -- 4. Tactical coaching -- 5. The seven types of sales managers -- 6. Ignition on! Now they're inspired -- 7. Assumptive coaching and dangerous listening -- 8. Vulnerability-based leadership -- 9. Facilitating an effective coaching conversation -- 10. The art of enrollment -- 11. The seduction of potential -- 12. Develop an internal coaching program -- Conclusion: final thoughts on being an executive sales coach -- App. The playbook of questions for sales coaches -- App. The 80-20 rule on coaching questions.
