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

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.

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

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

  • Attract and retain top sales talent by developing your own internal coaching program

  • Coach your salespeople to become self-motivated through the Art of Enrollment

  • Handle difficult salespeople and determine when to let them go without collateral damage

  • 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.

From the Back Cover :

Praise for COACHING SALESPEOPLE INTO SALES CHAMPIONS

"I see tremendous value for anyone who reads this book. If you embrace Keith's philosophy around coaching, 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, bestselling author of The Seeds of Greatness and The Psychology of Winning

"There is no other single activity to boost sales that works better than sales coaching and this book is the best ever written on how to do it well."
—Brian Tracy, author of Getting Rich Your Own Way

"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

"Keith has done a tremendous job outlining the importance of coaching versus 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

"Where most books on sales management 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 clearly the best book on sales coaching I've seen in a decade."
—Gerhard Gschwandtner, founder and Publisher of Selling Power

"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 salespeople and sales managers are missing."
—Tom Ziglar, CEO, Ziglar, Inc.

"To lead is to serve and to truly serve is to coach. In Keith Rosen's brilliant book, you'll not only learn how to create a winning culture and a competitive advantage for your team through coaching but also how to create and leave a legacy that you'll be proud of."
—Vince Thompson, author of Ignited

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Description du livre John Wiley and Sons Ltd, United Kingdom, 2008. Hardback. État : New. 1. Auflage. 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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Description du livre John Wiley and Sons Ltd, United Kingdom, 2008. Hardback. État : New. 1. Auflage. 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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Description du livre John Wiley and Sons Ltd. Hardback. État : new. BRAND NEW, Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives, Keith Rosen, 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. N° de réf. du libraire B9780470142516

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Description du livre John Wiley and Sons Ltd, United Kingdom, 2008. Hardback. État : New. 1. Auflage. Language: English . This book usually ship within 10-15 business days and we will endeavor to dispatch orders quicker than this where possible. 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 discov. N° de réf. du libraire BZV9780470142516

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