Coaching Salespeople into Sales Champions

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

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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/pipeline review that and improves forecast accuracy and uncovers new selling opportunities. Make the transition from high performing salesperson to high performing sales manager . Handle difficult conversations, and difficult employees without collateral damage or being held hostage by your people. Create alignment with people you have to influence (partners, stakeholders, non-directs, peers, account executives, PAMs) Position coaching to create a positive perception and eliminate any resistance people may feel around being coached. Coach and consistently motivate the top, mid and underperformer -- with great confidence. Utilize a proven coaching framework to impact performance immediately . ( L.E.A.D.S. Coaching Framework(t);) Master the language of leaders, The Art of Enrollment to create buy in and deeper engagement without pushback. Conduct effective observation sessions and deliver feedback that leads to a positive change in behavior . Stop micro-managing and eliminate the heavy burden of dependency that traditional management styles create. Make the shift from a fear based, reactionary, toxic culture to a coaching culture that fosters full accountability .

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  • Hardback | 352 pages
  • 157.48 x 231.14 x 30.48mm | 521.63g
  • John Wiley and Sons Ltd
  • John Wiley & Sons Ltd
  • ChichesterUnited Kingdom
  • English
  • 0470142510
  • 9780470142516
  • 33,344

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Review quote

"[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

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Back cover copy

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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Flap copy

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.

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About Keith Rosen

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, includingthe 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,, 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.

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