Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives
£19.30£23.80 (-19%)
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.
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Additional information
| Publisher | 1st edition (29 April 2008), Wiley |
|---|---|
| Language | English |
| Hardcover | 352 pages |
| ISBN-10 | 0470142510 |
| ISBN-13 | 978-0470142516 |
| Dimensions | 15.75 x 3.05 x 23.11 cm |
by martin granger
I have this on audio and the book itself. Easy listening whilst driving and the book itself is perfect to go back over key helpful tips for reference. Superb guidance and direction which actually works and gets results. Great selection of questions for different scenarios to help you if you need it.
by Paul
Remains the definitive text on sales coaching. If you are a manager at any level in a commercial organization this is required reading.
by Simon
Well impressed with what I’ve read so far
by costas
Unfortunately I discovered the book about 10 yrs after it was written, but like all classics is as fresh now as it was 10 yrs ago.
Coaching is a hugely underdeveloped skill and a hugely untapped opportunity if done properly.
I was looking for a book that will give me some ideas about coaching, but I want I found is a step by step guid of how to implement coaching in the work place.
Very easy to follow and implement and there’s something for everyone. Whether yiy are a seasoned coach or a novice, you will get value from this book.
I liked so much that I bought 8 copies one fir each of my managers and they absolutely LOVED IT!!!
by I. Nikolakopoulos
It is a comprehensive and useful tool for for sales managers. Practical useful questions for sales reps. A solid way to develop your saleforce
by Stephen Todd
‘A MUST BUY’ Keith’s book should be the bible for all managers, its truly a master piece so much so I bought the audio book to listen in my car. its full of practical easy to understand concepts that will help anyone wondering why sales people are not performing to their full ability.
Stop being a ‘spreadsheet manager’ and start reading this book and attend a webinar run by Keith – you will be inspired.
He is an excerpt from ‘The Master of Coaching’
How do you assess talent in your team?
I look at the numbers? /I look at the results/I look at their activity
People cannot change what they can’t see
You need to make a fundamental shift from being a spreadsheet manager to being a people manager
Steve
Business Development Executive
UK
by Amazon Customer
I wanted to improve my sales skills and there are lots of books out there on this topic. I found brilliant tips in this book and actually quite an enjoyable to read. An excellent book I would recommend it to anyone interested in sales.
by CM
Some useful content but the anecdotal style wasn’t really what I was looking for.