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Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives | [Keith Rosen]

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

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.
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Publisher's Summary

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.

©2008 Keith Rosen (P)2010 Audible, Inc.

What Members Say

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  •  
    Douglas C. Bates Boston, MA 05-02-11
    Douglas C. Bates Boston, MA 05-02-11 Member Since 2010
    HELPFUL VOTES
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    "It doesn't stand up to serious inspection"

    Coaching Salespeople into Sales Champions reminds me of those sales calls I get periodically in which the salesman proceeds to dominate the conversation but actually says almost nothing. Paying close attention, what is said tends not logically follow what was said before -- the sales technique of constantly changing the subject so that no one gives a hard look at what was just said. That's necessary in this case, because what was said doesn't stand up to a hard look. That's not to say that the book is all wrong. Most of it is perfectly reasonable, albeit not well reasoned. If you're in the choir, you may enjoy the preaching because you can fill in the holes and can enjoy being reminded of what you already think. But there are lots of empty words filling those holes, and even some downright clunkers, such as the anecdote where the author criticizes a senior manager who legitimately challenges his sales team's poorly thought-out group think and not even one member of the team had thought through the matter well enough to respond to the challenge. In this respect, this anecdote reflects the whole book: It doesn't stand up to serious inspection.

    10 of 17 people found this review helpful
  •  
    Mimi 04-22-12
    Mimi 04-22-12

    mimis hatbox

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    "Excellent book to shake things up"
    What made the experience of listening to Coaching Salespeople into Sales Champions the most enjoyable?

    People who are not open to making changes in their own way of doing things won't like this book. But the insights are true and very helpful.


    What did you like best about this story?

    Manage your sales peoples' energy. Not their time.And coaching has nothing to do with the coach (so true but so easy to forget) :)


    Any additional comments?

    I wish there was a companion book that had all the forms and stuff already to purchase.

    4 of 7 people found this review helpful
  •  
    Lee the HypnoCoach Ballston Lake, NY 12-06-11
    Lee the HypnoCoach Ballston Lake, NY 12-06-11 Member Since 2010
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    "Practical and Useful Coaching Reference"
    What did you love best about Coaching Salespeople into Sales Champions?

    Dennis Holland did a great job of reading Keith Rosen's excellent book. In order for a business book to be


    Who was your favorite character and why?

    I have to say Brian the sales manager was a favorite because he listened to coaching and got the results in his coaching work with his own salesperson. The simple 30 day


    Have you listened to any of Dennis Holland’s other performances before? How does this one compare?

    Dennis is an excellent narrator and his voice carries the concepts the author wanted to convey.


    Was this a book you wanted to listen to all in one sitting?

    No, because I wanted to digest the book. I did wind up buying a print copy of the book as a result of listening to it. But, I find that listening to a book and having a hard copy is a nearly ideal way to interact with a book.


    Any additional comments?

    I recommend this book to coaches of all descriptions. It is an excellent resource and a wonderful tool to listen to while driving.

    4 of 8 people found this review helpful
  •  
    George Portland, OR, United States 03-17-11
    George Portland, OR, United States 03-17-11 Member Since 2010
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    "Greatest Tool for managing people!"

    I have been in sales for over 30 years and have owned a company for 20 years and this is the single best resource I have ever had to inspire, coach, and lead my sales team. After great frustration and wondering why my people weren't listening, I have changed my approach completely. Thank You!

    6 of 12 people found this review helpful
  •  
    david grain valley, mo, United States 09-21-13
    david grain valley, mo, United States 09-21-13 Member Since 2013

    I am a very dedicated person to both my career and family that is always seeking self improvement and helping others to improve.

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    "Gotta to be a "Coach""
    Would you recommend this audiobook to a friend? If so, why?

    Anyone who is directly or indirectly involved with a sales team should read this book.


    What was one of the most memorable moments of Coaching Salespeople into Sales Champions?

    The biggest takeaway for me was how important it is to listen and understand before responding.


    1 of 3 people found this review helpful
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