Coaching Salespeople into Sales Champions

This is clearly the best book on sales coaching I've seen in a decade." —Gerhard Gschwandtner, founder and Publisher of Selling Power "Keith has done a tremendous job outlining the importance of coaching versus managing.

Coaching Salespeople into Sales Champions

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 FrameworkTM 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.

More Books:

Coaching Salespeople into Sales Champions
Language: en
Pages: 352
Authors: Keith Rosen
Categories: Business & Economics
Type: BOOK - Published: 2010-06-03 - Publisher: John Wiley & Sons

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.
Coaching Winning Sales Teams
Language: en
Pages: 248
Authors: Tim Chapman, Lynn Pickford, Tony Smith
Categories: Business & Economics
Type: BOOK - Published: 2020-04-22 - Publisher: Emerald Group Publishing

Through extensive research into elite coaches in the world of business and sports, this book investigates the mindset, skills and behaviours required to be a top sales coach and provides a range of practical models, tools and techniques for sales leaders and professionals to use.
Inbound Selling
Language: en
Pages: 288
Authors: Brian Signorelli
Categories: Business & Economics
Type: BOOK - Published: 2018-04-16 - Publisher: John Wiley & Sons

Change the way you think about sales to sell more, and sell better. Over the past decade, Inbound Marketing has changed the way companies earn buyers’ trust and build their brands – through meaningful, helpful content. But with that change comes unprecedented access to information in a few quick keystrokes.
Sales Genius
Language: en
Pages: 288
Authors: Graham Jones
Categories: Business & Economics
Type: BOOK - Published: 2015-07-30 - Publisher: Hachette UK

The fast-track MBA in sales Imagine having instant access to the world's smartest thinking on sales - and being shown exactly what to do to guarantee that you get your own selling right, every time. Sales Genius makes it easy to apply what researchers know about brilliant selling to the
Selling with Soul
Language: en
Pages: 168
Authors: Sharon V. Parker
Categories: Business & Economics
Type: BOOK - Published: 2012-02-24 - Publisher: iUniverse

The ability to sell yourself and your ideas may be the most essential skill for achieving business success. Even so, society demeans selling and salespeople, perpetuating stereotypes that make us cringe. In Selling with Soul, author Sharon V. Parker attacks those attitudes head-on and explodes the myths about salespeople being