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:
Training develops salespeople. Coaching develops sales champions. Your new competitive edge.
©2008 Keith Rosen (P)2010 Audible, Inc.
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.
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.
Manage your sales peoples' energy. Not their time.And coaching has nothing to do with the coach (so true but so easy to forget) :)
I wish there was a companion book that had all the forms and stuff already to purchase.
I recently took my regional sales leadership team through this book. Each week we covered one chapter and discussed how we can apply Keith's principles. I found the book full of valuable perspectives, strategies, and tactical coaching advice. We greatly benefited from the material, and believe you will also benefit from reading and applying the material.
I loved the tone and contents of this book.
I loved the section about the 4 week plan to turn around an underperformer. I'd like to have had more granular detail.
All of them.
At the back of the book is a great list of tools that are provided. The audiobook reads these tools but that's it. To maximize the value of this book, you need to get a copy of the list.
The aithor is focused more on explaining the difference between training and coaching rather than simply explaining is a more clear manner how to coach. Too many ides that should make you use his service, the title should be why you should use my services.
Dennis Holland did a great job of reading Keith Rosen's excellent book. In order for a business book to be
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
Dennis is an excellent narrator and his voice carries the concepts the author wanted to convey.
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.
I recommend this book to coaches of all descriptions. It is an excellent resource and a wonderful tool to listen to while driving.
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!
I am a very dedicated person to both my career and family that is always seeking self improvement and helping others to improve.
Anyone who is directly or indirectly involved with a sales team should read this book.
The biggest takeaway for me was how important it is to listen and understand before responding.
For managers who wanted to coach their team members but didn't know how to get started.
"Plenty to provoke thoughts. Practical questioning"
Plenty to provoke thoughts. Practical questioning too. Took a couple attempts to finish it thou.
"Outstanding sales coaching audio"
Rich and detailed info that I will certainly be applying in my coaching sessions and sales skills trainings. highly recommended
"Still waiting for any real content"
I am over 1 hour into this book and all he has done is talk about the importance of coaching and referred to content in the appendix. I hope some real content comes along soon
"almost too much good stuff for one read"
one of the best
Triggers and quiet leadership are more general coaching books but this book is directly related to sales
really a great practical book if you wish to enter into the 'coaching' style. There is so much in it i found i needed the hard copy book in addition, to use in day to day application
I think it did help that i had read some other coaching leadership books before, as the amount of content without the background could have been quiet overwhelming
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