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

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.

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!