Product Description

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.

Product Details

• Amazon Sales Rank: #50068 in Books
• Published on: 2008-03-14
• Original language: English
• Number of items: 1
• Binding: Hardcover
• 327 pages

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

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

Customer Reviews

A Must Read for every Coach, Sales or not
I bought this book because I have had the opportunity to do some Sales coaching in my coaching practice recently. I sat down and read the book straight through in two days and found a ton of material that will help me in every aspect of my personal coaching practice, not just sales coaching.

I recommend this book as a valuable resource for any coach.

Keith Rosen has Written the 21st Century Sales Coach Manual
I heartily recommend this book for your library. The author's one-on-one coaching style makes it an easy to read, yet highly informative text. A "must read" for the career sales person, whether you're the manager looking for help or on the front line of sales working those opportunities. Keith Rosen outlines a framework for successful coaching, including key tips, the "Fatal Mistakes" a coach makes, and how to establish a long term coaching environment. The nuggets of wisdom I found in the chapter titled "Nine Barriers to Coaching a Sales Team" were immeasurable. This is not rehashed material - it's fresh, easy to read, and packed with insight you will use everyday.

Take the pain and frustration out of "managing" salespeople
Keith's book provides a straight-forward, no nonsense approach to helping sales managers and business owners catapult their sales team to new heights. Keith's "coaching" versus "managing" process is an easy to follow, practical roadmap to success. It's also a fun read about real world experiences. I have dog-eared a lot of the pages and will refer to them often, especially when I find myself getting lulled back into the "potential" of a sales team. I highly recommend the book.