Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives

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9780470142516: Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives

Coaching Salespeople into Sales Champions is the ultimate guide to maximizing team productivity through executive sales coaching. Between professional deadlines and other business responsibilities, most sales managers can?t find the time to develop their sales staff. This book shows you how to develop your own executive sales coaching skills so you can boost sales efficiency, train your staff to better performance, and hire and retain top sales talent.

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

Biographie de l'auteur :

Keith Rosen is fanatical about your success. That s why more top organizations today chose Keith s sales training and management coach training solutions to achieve their business objectives – faster. Almost half of the Fortune 1000 Companies and the top companies in six major industries chose Profit Builders training and coaching solutions.

A globally recognized authority on sales and leadership and the pioneer of executive sales coaching and management coach training, Keith is the CEO of Profit Builders, named the Best Sales Training and Coaching Company Worldwide. Over the last 25 years, Keith has delivered his programs to hundreds of thousands of salespeople and managers in practically every industry worldwide; on five continents in over 40 countries. His award winning programs not only offer a proven, proprietary methodology but a tactical framework in order to create the desired long term culture shift and positive change companies want.

Keith has written several best sellers on time management, cold calling and closing the sale, including the globally acclaimed Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and rated the #1 book on sales coaching.

As a leader in the coaching profession, Keith was inducted in the inaugural group of the Top Sales Hall of Fame in recognition for his outstanding contributions in sales and leadership development and was also named The Sales Education Leader of the Year. After the devastation of 9/11, it was Keith who the leading U.S. government contractor called upon to develop an internal executive coaching initiative for the leaders in the intelligence community.

Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. He′s been featured in Entrepreneur, Inc., Fortune, The New York Times, Selling Power, CBSNews.com, The Wall Street Journal, Sales and Marketing Management and is a frequent guest on Channel 12 News. Keith was also featured on the award winning television show, Mad Men.

Keith is also one of the first out of only a handful of coaches who earned the distinguished Master Certified Coach designation credentialed through the International Coach Federation and most important, walks his talk. He was one of the founding members of the International Coach Federation and was part of the committee responsible for the design of their global coach certification and accreditation program that certifies coaches worldwide. In addition, Keith sits on several editorial boards and advisory boards and is the expert sales advisor for dozens of organizations that provide sales and leadership solutions, content and resources.

Keith s philosophy on developing high performance teams is simple. Sales training does not develop sales champions. Managers do. If companies want to develop and retain top talent, win more sales and maintain their competitive edge, first make your managers world–class executive sales coaches.

Keith currently lives in New York with his wife and three children who continue to be his greatest inspiration.

Présentation de l'éditeur :

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.

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1.

Keith Rosen
Edité par John Wiley and Sons Ltd, United Kingdom (2008)
ISBN 10 : 0470142510 ISBN 13 : 9780470142516
Neuf(s) Couverture rigide Edition originale Quantité : 10
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Description du livre John Wiley and Sons Ltd, United Kingdom, 2008. Hardback. État : New. 1. Auflage. 231 x 157 mm. Language: English . Brand New Book. How many salespeople (and managers) are not realizing their fullest potential? What stands in the way to greater performance isn t something they don t have but something they don t get consistently: effective coaching . Unfortunately; most managers don t deliver consistent, effective coaching or have the coaching skills needed to make a long term, positive impact on their salespeople s performance. They act as Chief Problem Solvers and get far too involved in fixing their people s problems; then get frustrated about their salespeople s inability to improve. Coaching Salespeople into Sales Champions provides a proven coaching framework used by the world s leading sales organizations so that managers can confidently facilitative powerful, engaging coaching conversations that help you reach your business objectives -- faster and win more sales today. Winner of 6 International Best Book Awards , this book has already been endorsed by dozens of top sales organizations such as Microsoft, Oracle, Google, American Express, IBM, PepsiCo, The New York Rangers, The New York Knicks and thought leaders including Brian Tracy, Ziglar, Tom Hopkins, Denis Waitley and Tony Alessandra, Tony Parinello and Jill Konrath as the number one book on sales coaching and management coach training. Sales training alone is not enough . Your people can t always diagnose their own skill deficiencies, nor can they coach themselves out of a slump. Managers focus on spreadsheets and treat symptoms instead of uncovering the root cause , so similar problems persist. Good coaching taps into people s individuality and motivation, builds confidence fosters deeper accountability. Four main barriers to effective coaching that inhibits consistent sales growth are: 1. Managers focus on what s going on (unproductive behaviors/activity) but don t uncover exactly why it s happening. As such, they fail to get to the root cause of a situation, which results in costly, time consuming repetitive conversations. 2. Managers coach in their own image ( It worked for me ) instead of tapping into people s individuality. 3. Managers are compelled to provide the quick answers rather than empower people to create their own solutions . 4. Managers are typically good at strategy but often struggle with being a strategic communicator . That is, delivering a compelling, engaging message that creates authentic buy in and commitment around any changes or new initiatives. The solution to winning more sales isn t more sales training but better coaching. Good coaching embeds and sustains the behavioral changes you want in your people that generates desired, sustained long term results. When managers become better coaches and learn how to coach their people around best practices and core competencies, it makes your sales training stick. Coaching then becomes your competitive edge to foster long term, positive changes in behavior. With Keith Rosen s award winning book, you ll get your salespeople and managers to perform better -- guaranteed. The top leaders know how to coach their teams by using a tactical coaching model that is easy to deploy on a consistent basis in order to protect and maximize the potential of the company s greatest investment, their people. Coaching Salespeople into Sales Champions is what executives and managers need to develop their own executive sales coaching skills and strategy; the missing discipline amongst leadership. This book will teach managers how to boost sales efficiency, quickly turnaround an underperformer, eliminate hours from your workload and integrate a proven, step by step internal coaching framework to most effectively hire and retain top talent. This book is for any sales manager, executive and business owner looking to maximize team productivity through executive sales coaching. You will discover how to master your coaching skills and deploy an internal coaching program, enabling you to : Conduct an effective deal/p. N° de réf. du libraire AAH9780470142516

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Keith Rosen
Edité par John Wiley and Sons Ltd, United Kingdom (2008)
ISBN 10 : 0470142510 ISBN 13 : 9780470142516
Neuf(s) Couverture rigide Edition originale Quantité : 10
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Description du livre John Wiley and Sons Ltd, United Kingdom, 2008. Hardback. État : New. 1. Auflage. 231 x 157 mm. Language: English . Brand New Book. How many salespeople (and managers) are not realizing their fullest potential? What stands in the way to greater performance isn t something they don t have but something they don t get consistently: effective coaching . Unfortunately; most managers don t deliver consistent, effective coaching or have the coaching skills needed to make a long term, positive impact on their salespeople s performance. They act as Chief Problem Solvers and get far too involved in fixing their people s problems; then get frustrated about their salespeople s inability to improve. Coaching Salespeople into Sales Champions provides a proven coaching framework used by the world s leading sales organizations so that managers can confidently facilitative powerful, engaging coaching conversations that help you reach your business objectives -- faster and win more sales today. Winner of 6 International Best Book Awards , this book has already been endorsed by dozens of top sales organizations such as Microsoft, Oracle, Google, American Express, IBM, PepsiCo, The New York Rangers, The New York Knicks and thought leaders including Brian Tracy, Ziglar, Tom Hopkins, Denis Waitley and Tony Alessandra, Tony Parinello and Jill Konrath as the number one book on sales coaching and management coach training. Sales training alone is not enough . Your people can t always diagnose their own skill deficiencies, nor can they coach themselves out of a slump. Managers focus on spreadsheets and treat symptoms instead of uncovering the root cause , so similar problems persist. Good coaching taps into people s individuality and motivation, builds confidence fosters deeper accountability. Four main barriers to effective coaching that inhibits consistent sales growth are: 1. Managers focus on what s going on (unproductive behaviors/activity) but don t uncover exactly why it s happening. As such, they fail to get to the root cause of a situation, which results in costly, time consuming repetitive conversations. 2. Managers coach in their own image ( It worked for me ) instead of tapping into people s individuality. 3. Managers are compelled to provide the quick answers rather than empower people to create their own solutions . 4. Managers are typically good at strategy but often struggle with being a strategic communicator . That is, delivering a compelling, engaging message that creates authentic buy in and commitment around any changes or new initiatives. The solution to winning more sales isn t more sales training but better coaching. Good coaching embeds and sustains the behavioral changes you want in your people that generates desired, sustained long term results. When managers become better coaches and learn how to coach their people around best practices and core competencies, it makes your sales training stick. Coaching then becomes your competitive edge to foster long term, positive changes in behavior. With Keith Rosen s award winning book, you ll get your salespeople and managers to perform better -- guaranteed. The top leaders know how to coach their teams by using a tactical coaching model that is easy to deploy on a consistent basis in order to protect and maximize the potential of the company s greatest investment, their people. Coaching Salespeople into Sales Champions is what executives and managers need to develop their own executive sales coaching skills and strategy; the missing discipline amongst leadership. This book will teach managers how to boost sales efficiency, quickly turnaround an underperformer, eliminate hours from your workload and integrate a proven, step by step internal coaching framework to most effectively hire and retain top talent. This book is for any sales manager, executive and business owner looking to maximize team productivity through executive sales coaching. You will discover how to master your coaching skills and deploy an internal coaching program, enabling you to : Conduct an effective deal/p. N° de réf. du libraire AAH9780470142516

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