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

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KEITH ROSEN is the CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies worldwide. Keith has delivered his courses to hundreds of thousands of salespeople and managers in practically every industry; on five continents and in over 50 countries. Keith is the author of several bestselling books. As a global authority on sales coaching and the pioneer of leadership coach training, Keith was inducted in the inaugural group of the Top Sales Hall of Fame in recognition for his outstanding contributions in sales and leadership development. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. Keith was also featured on the award winning television show, Mad Men and was one of the first out of only a handful of coaches who earned the distinguished Master Certified Coach designation credentialed through the International Coach Federation. To get Keith’s ebooks, articles and videos, visit www.KeithRosen.com.

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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 and the #1 bestselling sales management book on Amazon.com for five consecutive years, 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.

Aus dem Klappentext

Technology has not only changed the way companies sell but also the way managers build and develop their team. With a savvy, younger generation to manage and fewer resources to do so, managers have less face time with their staff. As more companies transition to a virtual team environment, it's essential for managers to learn how to quickly and efficiently coach, develop, motivate, and retain their people at a distance, over the telephone, and via the Internet.

Today's sales managers may know how to sell, but most don't know how to effectively develop their salespeople. Even with the right knowledge and resources, they're usually too bogged down in daily challenges, deadlines, and personal responsibilities to get it all done. As a result, advancing their salespeople takes a back seat to more immediate problems, keeping sales teams mired in mediocrity.

Coaching Salespeople into Sales Champions is an essential playbook that you can reference daily to develop your own executive sales coaching skills, the missing discipline among today's leaders. Using a tactical coaching system that is easy to deploy on a consistent basis, this book shows you how to realize the potential of your sales team-and retain your top performers.

Packed with real case studies, a 30-Day Turnaround Strategy, coaching templates, and a library of powerful coaching questions, this is the ultimate practical sales coaching resource for sales managers, executives, and business owners.

Tap into the experience of a master coach and discover how you can:
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Turn underperformers into super-overachievers-fast
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Attract and retain top sales talent by developing your own internal coaching program
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Coach your salespeople to become self-motivated through the Art of Enrollment
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Handle difficult salespeople and determine when to let them go without collateral damage
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Empower salespeople to solve their own problems and become fully accountable for their success using the L.E.A.D.S. Coaching System-rather than being dependent on you

Plenty of books espouse new management and leadership theories for sales managers, but few ever bother to show you how to actually coach your people on a daily basis in a way that creates measurable change. Coaching Salespeople into Sales Champions provides a proven methodology and tactical strategy for coaching that bridges the gap between theory and execution so that you can implement a systematic process to develop a world-class sales team and achieve the meaningful results you want-today.