Planning and a Schedule are a MUST ...

#7 seems to me to be the most important item for any sales rep or any manager of sales reps.

You need to have a schedule, plan and be orgainzed. The sales process will not flow effectively without this.

If found in a sales rep's SCAMM the best thing to ask about is their schedule of activities. How many planned prospecting calls are to be made, how many planned appointments, how many follow ups, etc? If they dont have a plan give them a deadline of when to give you this written plan of activities thereby holding them accountable to not only plan but to follow through on the plan.

A written sales plan for each sales rep that can be changed monthly, quarterly, etc based on business needs if the number one way to overcome this SCAMM!

The best way not be be caught in the SCAMM is to plan yourself and avoid the SCAMM.

Excellent list ...

I particularly like your suggestions to "Look at these questions like a big buffet. Take what you like and what works for you and leave what you don't." Exactly. Different questions will fit each person's unique style.

Coaching Playbook ...

Hi Peter,
The Coaching Playbook is a series of ebooks I'm releasing that are going to be more for managers, business owners and executives to help better manage, retain, motivate and coach their people. It's also not for the novice coach, as it's very tactical without any fluff.

International Book Sales ...

Ha! Thanks! Better start now!

Cadence of performance and creating a coaching culture.

As an athlete, I love the idea of a Sales "coach". I've had good coaches and bad coaches. Some of my "bad" coaches were "good" coaches to other people who responded to different types of coaching. Sales managers seem to need to be pyschologists, in addition to the other list of responsibilities, to be effective coaches. Check out Meeting to Win (www.meetingtowin.com). It's a tool that creates a cadence of performance on a sales team and creates a consistently more open environment which fosters that coaching culture. Love the idea and will read your book!