Pam has a unique background in both employment/labor law and Human Resources, which has contributed to her now serving as both a partner at Taft and as Taft’s own Chief Human Resources Officer. In her law practice, Pam represents and defends public and private employers in all aspects of employment and labor relations matters. She holds the distinction of being Board Certified by the Ohio State Bar Association as a Specialist in the practice of Labor and Employment law.
For her labor and employment law clients, Pam provides counsel covering a wide variety of HR-related legal services. As Taft’s Chief HR Officer, Pam is responsible for providing leadership and establishing and implementing human resources strategies to support the policies, practices and operations for the organization. With more than 30 years' experience, Pam creates and delivers practical management training how-to programs specifically designed to teach effective employee management, within the confines of the law, to executives, managers and supervisors. Pam received her undergraduate degree from The Ohio State University and earned her J.D. from Capital University School of Law.
Coaching for Sales Success provides sales managers with a model for building the value added sales culture. As they read this book, they learn to think, plan, and execute strategically.
This book begins with a culture-building exercise to help sales managers develop a core focus. Each chapter builds on the previous chapter, as it helps sales managers construct a value added sales management infrastructure around this core focus.
By the time sales managers complete reading this book, they will have completed a strategic planning exercise to guide their sales organizations to success. The last section in this book offers sixteen follow-up training exercises to help sales managers prepare their salespeople for the rigors of Value-Added Selling.
These are the main topics in this book:
* Create the value added sales culture
* Hire the right people
* Set goals that motivate
* Train your salespeople for success
* Pay for performance
* Motivate your salespeople
* Coach your salespeople to success
* Coach your team to succeed