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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 FrameworkTM 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: #6891 in Audible
- Published on: 2010-09-28
- Format: Unabridged
- Original language: English
- Running time: 634 minutes
Most helpful customer reviews
22 of 24 people found the following review helpful.
A Good Take on the Subject Matter
By Jef Diamond
This book was refreshing in its point of view, but I had some issue trying to believe that it wasn't all just hype. I enjoyed the real world experience that came out of the text and recommend it for anyone trying to inspire a sales team. In the grueling world of sales quotas and cold calling and voice mails, this helps you create a management style that makes sense in an unforgiving cut throat environment. I picked up this book, awaiting to be inspired.
I had somewhat of a hard time getting through the subject matter although the methodology seemed so enlightening. Some parts of the book seemed to be basic management theory from the pages of Dale Carnegie, while other parts did come off as entirely new and refreshing. There is some great debunking of tired tyrannical managers. In the end, I felt that there are some worthwhile ideas to pursue.
26 of 30 people found the following review helpful.
My Story: From Struggling Sales Manager to Business Partner with the Author!
By Keith Nerdin
When I found Coaching Salespeople Into Sales Champions, I had just been given a 30-day chance to save a struggling sales team. Now--almost exactly one year later--I find myself on a plane en route to meet the author in person for the first time. I'm now the Director of Business Development and an Executive Sales Coach for Profit Builders--Keith Rosen's Company.
Shortly after opening this book, I was struck by its realness. It was clear I had in my possession a veritable sales coaching handbook--not just some philosophical rant. I burned through sticky notes and highlighters over the next several days. Everyday I would go to work and test one of the nuggets of wisdom I had read about the night before. Everyday I would be amazed with the results!
After finishing the book, I inquired with Profit Builders about hiring a coach. Shockingly, I ended up speaking with Keith Rosen himself! During a complimentary coaching call he calmly, professionally, and systematically proceeded to thoroughly blow my mind! I hired him on the spot for a 3-month, one-to-one coaching engagement. After our initial 3-months expired and ROI surpassed all expectations, I refused to let him go and we worked together for 3 more months.
By combining the incredibly detailed and resourceful processes outlined in this book and one-to-one coaching with Keith, our sales department ended up shattering all previous company sales records. Morale went through the roof, and...well...my world changed. Especially helpful was Keith's coaching on time management. I'm a father of three children under the age of 11, a happily married husband, a full-time student, a passionately dedicated professional, and a newly trained volunteer Cubmaster for a local Cub Scout Pack. With all this on my plate, I'm able to maintain a consistent sense of calm focus and direction--something I had struggled achieving my entire adult life--even with less on my plate!
Not only has my career launched into unthinkable new realms, but the confidence I've gained along the way has played a significant part in my recent success of losing 55 pounds over a 6-month period as well! As hokey or over-the-top as it may sound, I've never been healthier, happier, or more successful than I am right now and I literally believe that such wouldn't be the case, had I not purchased Coaching Salespeople Into Sales Champions.
28 of 34 people found the following review helpful.
Who are the 60+ positive reviewers????
By Amazon Customer
First time I give a negative review on a book and I am usually an avid reader of management books in general.
The author goes on and on about the need to offer practical/tactical approaches to sales people management/coaching. So I was expecting a framework or some sort of constructed approach. But no, after 20% of the book it says NOTHING useful but the author will have repeated 100 times that you should start by hiring a pro coach for yourself before you can coach.... Then follows an endless repetition of the obvious: Listen to people, help them find their answers by asking the right questions, spend time with them...I am sorry but that is hardly ground breaking or practical. So I went back to the table of content and realized the same kind of "do the right thing" exhortation was going on and on for many (many) more pages. I have just returned this title for refund.
Now, I must have missed something fundamental because I bought the book on the back of the numerous and very positive reviews. I still can't explain myself what led people to give high rates but that must be me.
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