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Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives, by Keith Rosen
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Sales training doesn’t develop sales champions. Managers do.
The secret to developing a team of high performers isn’t more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen’s coaching methodology and proven L.E.A.D.S. Coaching Framework™ used by the world’s top organizations, you’ll get your sales and management teams to perform better - fast.
Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation.
You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. You’ll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster.
Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to:
- Boost sales, productivity and personal accountability, while reducing your workload
- Conduct customer/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities
- Achieve a long term ROI from coaching by ensuring it’s woven into your daily rhythm of business
- Design, launch and sustain a successful internal coaching program
- Turn-around underperformers in 30 days or less
- Build deeper trust and handle difficult conversations by creating alignment around each person’s goals and your objectives
- Coach and retain your top performers
- Collaborate more powerfully and communicate like a world-class leader
Training develops salespeople. Coaching develops sales champions. Your new competitive edge.
- Sales Rank: #53675 in Books
- Brand: imusti
- Published on: 2008-03-14
- Original language: English
- Number of items: 1
- Dimensions: 9.30" h x 1.16" w x 6.30" l, 1.20 pounds
- Binding: Hardcover
- 352 pages
Features
Review
"[The author] has spotted an opening and written one of the best sales coaching books so far, in what is still a small selection." Salesforce June 2008
Review
"There is no other single activity to boost sales that works better than sales coaching and Keith's book, Coaching Salespeople into Sales Champions, is the best ever written on how to do it well."
—Brian Tracy, Author, Getting Rich Your Own Way
"Few management books are specific to salespeople and those of us who work with salespeople understand they're a different breed. Keith Rosen's book is a great one to study and apply or pick up here and there when you have a special need. His coaching ideas are clearly explained and easily executed."
—Tom Hopkins, author of How to Master the Art of Selling
"Winning in sales is no different than winning in life. If you embrace Keith's philosophy, you can certainly expect to win in all areas of your life, while making a profound and measurable impact on your salespeople's performance and attitude."
—Dr. Denis Waitley, Best Selling Author of The Seeds of Greatness and The Psychology of Winning
"Coaching Salespeople Into Sales Champions is a well written, easily readable, practical book for anyone who manages salespeople. Excellent content is combined with real case studies, coaching templates and action steps that make this book a must read and a desktop reference for every sales manager, executive or business owner."
—Dr. Tony Alessandra, Author of The Platinum Rule & Non-Manipulative Selling
"Warning! Get Coaching Salespeople into Champions or put your team and your company at risk. Keith Rosen's step-by-step guidance will transform you and your sales team into top performers virtually overnight."
—Jill Konrath, author of Selling to Big Companies and Founder, SellingtoBigCompanies.com
"Fluffless! Rosen continues to give practical, A to Z how-to advice. After you read it, simply do it!"
—Anthony Parinello, Author of Selling to VITO
“This is a book that will truly take entire sales organizations to the next level. Keith is spot on, and his approach to accountability in the coaching process is what so many sales people and sales managers are missing.”
—Tom Ziglar, CEO, Ziglar, Inc.
"There are very few good books published for sales managers and most of them are filled with biased ideology and abstract concepts. Keith Rosen's book is refreshingly practical. It contains concrete steps on what to coach, how to coach and how to bring out people's hidden talents without resentment, or frustration. This is the clearly the best book on sales coaching I've seen in a decade."
—Gerhard Gschwandtner, Founder and Publisher, Selling Power
"When it comes to building a top sales organization, Keith has got the market cornered on tactical leadership strategies for today's workforce. Coaching Salespeople into Sales Champions is a winning playbook for managers who need to strengthen and invigorate their sales team through executive sales coaching."
—David Hirsch, Director of Business to Business Vertical Markets Group, Google
“We can give salespeople all of the training in the world, we can inspire them and motivate them, we can even provide them with the latest and greatest technology…..but in today's highly competitive marketplace, we can measurably accelerate their success through coaching and this is THE TACTICAL PLAY BOOK to help get it done!”
—Michael Norton, Chairman of the Board and Founder, CanDoGo™
"Great playbook that all leaders should read and reference. Keith has done a tremendous job outlining the importance of coaching vs. managing. Implementing Keith's playbook will drive the development of high performance salespeople and superior results."
—Kelly Carioti, Vice President, Specialty and Self-Service Retail, PepsiCo
“Without effective coaching, sales performance improvement programs stand little to no chance of success, and so establishing an effective coaching program was one of the highest priorities for Microsoft sales managers, with high demand from sales leadership worldwide. Having experience working with several vendors, and looking closely at many other coaching programs available in the marketplace, Keith’s experience, expertise and approach won us over. Perhaps the clearest difference is that Keith’s approach makes a difference – it’s not simply theory and concepts – it’s practical with real-world situations. Keith also practices what he preaches, which sounds easy but bridging the knowing-doing gap is hard. With Keith, there’s no disconnect between what he teaches and what he actually does. He helps managers apply the principles of effective coaching regardless of the specific situation, no matter how difficult or ‘unique.’ His proven coaching framework is universally accepted, and as such, embraced by and complementary to every region, culture and business unit, regardless of where you are located throughout the world. There’s always something to learn from Keith and working with him is always an inspiration, so if you have the opportunity to do so, jump!”
—Mark Selleck - Senior Director, Worldwide Sales and Marketing Professions
“It has been an immense professional and personal privilege to have had the opportunity to work so closely with a world-leading master in the art of Coaching. Keith is an exceptional trainer who inspires and enthuses his audience. His passion for the coaching is evident in the way he shows up and conducts himself. He went to great lengths to understand our business and our company culture and has inspired many of our Sales leaders to become masterful coaches. I would highly recommend him both as a person and as a professional for any organization wishing to transform their Sales management team towards Sales management excellence.”
—Cillian O'Grady - Senior Director Business Development Group Oracle Direct at Oracle
“Our sales managers and I recently completed a program focused on “Sales Coaching”. The program was conducted by Keith Rosen, author of the best selling business book “Coaching Sales People into Sales Champions”. In my nine plus years in the Sports Industry, this was one of the most eye opening experiences that I have been through. What the program gave us, was the knowledge, structure, and game plan necessary to become better communicators with our staff and align our sales people’s personal and professional goals with the company's objectives, to increase performance.”
—Nick Forro - Director, Season Ticket Sales and Service at New York Yankees
“Since Keith presented the program I have observed our working environment take big steps forward. Our reps are empowered and thinking creatively to create new possibilities for our business, thus the management team has relinquished our roles as “Chief Problem Solvers” which has allowed us to spend more time observing and coaching reps. Professionally, I am happier and with less stress than ever before. I can't thank Keith enough for the impact he has made!”
—Jeff Ianello - Vice President, Sales at Phoenix Suns
“Keith Rosen was instrumental in "Coaching Salespeople into Sales Champions" in my organization of hundreds telemarketing and telesales people across Europe, Middle East & Africa. He delivered his training course to all managers in the organization (~100) and offered periodic one-to-one coaching to its top leaders thereafter, including myself. Through his actions, the coaching culture significantly penetrated the organization, resulting in better managers-as-coaches and ultimately in improved salespeople empowerment and productivity. Keith Rosen's insights into salespeople motivators & behaviors, as well as his training skills were key & necessary in initiating this culture change successfully.”
—Stéphane Rousset - Senior Vice-President Strategy, International Business at Fujitsu
From the Inside Flap
Technology has not only changed the way companies sell but also the way managers build and develop their team. With a savvy, younger generation to manage and fewer resources to do so, managers have less face time with their staff. As more companies transition to a virtual team environment, it's essential for managers to learn how to quickly and efficiently coach, develop, motivate, and retain their people at a distance, over the telephone, and via the Internet.
Today's sales managers may know how to sell, but most don't know how to effectively develop their salespeople. Even with the right knowledge and resources, they're usually too bogged down in daily challenges, deadlines, and personal responsibilities to get it all done. As a result, advancing their salespeople takes a back seat to more immediate problems, keeping sales teams mired in mediocrity.
Coaching Salespeople into Sales Champions is an essential playbook that you can reference daily to develop your own executive sales coaching skills, the missing discipline among today's leaders. Using a tactical coaching system that is easy to deploy on a consistent basis, this book shows you how to realize the potential of your sales team—and retain your top performers.
Packed with real case studies, a 30-Day Turnaround Strategy, coaching templates, and a library of powerful coaching questions, this is the ultimate practical sales coaching resource for sales managers, executives, and business owners.
Tap into the experience of a master coach and discover how you can:
-
Turn underperformers into super-overachievers—fast
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Attract and retain top sales talent by developing your own internal coaching program
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Coach your salespeople to become self-motivated through the Art of Enrollment
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Handle difficult salespeople and determine when to let them go without collateral damage
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Empower salespeople to solve their own problems and become fully accountable for their success using the L.E.A.D.S. Coaching System—rather than being dependent on you
Plenty of books espouse new management and leadership theories for sales managers, but few ever bother to show you how to actually coach your people on a daily basis in a way that creates measurable change. Coaching Salespeople into Sales Champions provides a proven methodology and tactical strategy for coaching that bridges the gap between theory and execution so that you can implement a systematic process to develop a world-class sales team and achieve the meaningful results you want—today.
Most helpful customer reviews
2 of 2 people found the following review helpful.
Wealth of information & relevant for new as well as experienced sales managers
By Kate Christie
For nearly a decade, I worked in a service oriented management role with my company. About 4 years ago we began shifting from a service model to a sales model. Having never been in sales, I had no idea how to be a sales manager much less a sales coach. My associates were (understandably) apprehensive about the future & their potential for success. A fellow sales manager/coach recommended this book to me & I'm very grateful he did. The book is well written, easy to digest, & logically organized. I read the book all the way through a couple of times & now I just refer to the chapters I need. The author covers a variety of topics including: an explanation of what coaching is & what it is not, different issues & personalities one might encounter when coaching, suggestions about how to handle a wide range of issues that may arise, when to let a non-performer go, & even includes a diverse list of coaching questions. What I liked best is the author's emphasis on finding ones own, natural coaching style. I highly recommend this book not just to those new to sales coaching, but established sales managers as well.
1 of 1 people found the following review helpful.
amazing tips for sales leaders
By Robert Kirk
This is a professional's sales book. I mean that with the utmost respect. As a sales leader I bleed sales and you can tell the author is a salesperson's salesperson. Very well written, amazing tips for sales leaders, and actionable from day one. I guess the only thing I didn't with the book was the so called "transcripts" of coaching interactions. That is just a personal preference, it may work for you. I just about used one whole highlighter to work this book and I see it being a valuable tool for many years. In summary, if you are a sales leader, this is a must have.
1 of 1 people found the following review helpful.
Prit-near Perfect
By Sean Deardorff
You want practical and ready to use advice.
Here it is.
If you're a sales rockstar who wants to be a successful sales manager, this is the book that can guide you past all those B.S., fearful non-performers who get promoted and pimp out the, "top performers make terrible managers" mantra in order to save their skin and title. The reason top performers have some difficulty managing is because they're aggressive, assertive, go-getters who make underperformers feel helpless and intimidated. Non-performers traditionally make "better" managers because they lack the knowledge and skills needed to be top performers, but have plenty of empathy to make other non-performers feel safe and secure enough to remain at their job.
This book gives you all the tools you need to take your rockstar sales performance and give it to others.
Keith's book is actually a great book on leadership, in general. It gives you rock solid templates to work from, tons of easy to use questions that can help your staff lead themselves to sales success, or, conversely help your staff realize they need to select a new career.
Was able to start using Keith's concepts immediately at my current employer. For me, Keith also confirmed that I'd done a pretty good job intuitively adjusting my approach over the years transitioning from sales rockstar to leader. There's been plenty of interviews where my response to the "management style" question would include the fact it relies heavily on a questions based/lead yourself approach, but Keith puts many more years of successful experience into fantastic writing much better than I currently could.
A 40 year old woman with no real sales training nor coaching was able to keep pace with me after utilizing Keith's question-based approach. And, when all is said and done, our new lead generation program will help us go from $70 Million in acquisitions per year to $300 Million-plus.
One of the, if not the, best business books I've ever purchased.
See all 108 customer reviews...
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