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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.

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What members say

Average Customer Ratings

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    1 out of 5 stars
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    1 out of 5 stars

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.

18 of 25 people found this review helpful

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nothing special IMO

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.

1 of 1 people found this review helpful

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    5 out of 5 stars
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    4 out of 5 stars

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

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    5 out of 5 stars
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A must have play book for anyone that coaches

Great book with easy strategies to implement immediately. There are coaching techniques for every different individual or team member that you interact with.

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    3 out of 5 stars

Very insightful

A very straightforward read. Clearly defined the difference between a coach, a manager, and a trainer. Helpful to anyone that needs guidance and tactics on how to coach their team.

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Great Book

Certainly one of the best Sales Coaching books I have read to date. recommend read for all Sales Managers.

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Now I know what coaching is about

...but the book isn't that directed to sales. You can easy adapt ir to all positions. Audiobook is ok, but you really need to have the book in order to adapt it to your sales process. 8/10

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Lots of info

This book is helpful for people like me who are in a Sales Coaching position. I felt the book was extremely drawn out and honestly was a challenge to get through, even on the road.

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Great Coaching Book

Great coaching book, especially the art of asking questions. redundant at times but very good overall

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Great advices and a new perspective into sales

This book has been very helpful as a new executive salesperson. I like the perspective of how things are presented.

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  • Rajiv Sinha
  • 03-30-15

Excellent coach!

For managers who wanted to coach their team members but didn't know how to get started.

2 of 2 people found this review helpful

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    3 out of 5 stars
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  • Ellen
  • 05-14-16

Plenty to provoke thoughts. Practical questioning

Plenty to provoke thoughts. Practical questioning too. Took a couple attempts to finish it thou.

1 of 1 people found this review helpful

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  • Mr. Robins
  • 09-01-15

Outstanding sales coaching audio

Rich and detailed info that I will certainly be applying in my coaching sessions and sales skills trainings. highly recommended

1 of 1 people found this review helpful

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  • Angus Lyon
  • 04-05-17

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

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    4 out of 5 stars
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  • Gus
  • 02-28-16

almost too much good stuff for one read

Where does Coaching Salespeople into Sales Champions rank among all the audiobooks you’ve listened to so far?

one of the best

What other book might you compare Coaching Salespeople into Sales Champions to, and why?

Triggers and quiet leadership are more general coaching books but this book is directly related to sales

Any additional comments?

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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  • Daniel
  • 05-14-16

Sales Manager must have!

great book, a must for any sales manager who wants to become effective in developing there staff. Keith offers clear experience in sales mamagement amd development and offers tool and strategies that i have been able to immediately adapt inro my current position which has already has a significant difference in how i coach my team. Not only can we quickly pinpoint the issues in processes but we are also developing plans to fix them. This is a book i will definately be revisiting to glean as much as i cam from it.