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

 
9780470142516: Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives

Inhaltsangabe

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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Über die Autorin bzw. den Autor

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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<p><b><i>Sales training doesn't develop sales champions. Managers do</i></b> <p>The secret to developing a team of high performers isn't more training but better <b><i>coaching</i></b>. 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 <i>L.E.A.D.S. Coaching Framework</i>™ used by the world's top organizations, you'll get your sales and management teams to perform better - fast. <p><i>Coaching Salespeople into Sales Champions</i> 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. <p>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. <p>Winner of Five International Best Book Awards and the #1 bestselling sales management book on Amazon.com for five consecutive years, <i>Coaching Salespeople Into Sales Champions</i> is your tactical, step-by-step playbook for any people manager looking to: <ul> <li>Boost sales, productivity and personal accountability, while <i>reducing</i> your workload</li> <li>Conduct customer/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities</li> <li>Achieve a long term ROI from coaching by ensuring it's woven into your daily rhythm of business</li> <li>Design, launch and sustain a successful internal coaching program</li> <li>Turn-around underperformers in 30 days or less</li> <li>Build deeper trust and handle difficult conversations by creating alignment around each person's goals and your objectives</li> <li>Coach and retain your top performers</li> <li>Collaborate more powerfully and communicate like a world-class leader</li> </ul> <p><b>Training develops salespeople. Coaching develops sales champions. Your new competitive edge.</b> <p>"Few management books are specific to salespeople and those of us who work with salespeople understand they're a different breed. Keith Rosen's book is an essential daily coaching playbook to study and apply today. His innovative coaching framework is refreshingly practical for every conversation and easily executed in a matter of minutes."</br> <b> —Tom Hopkins, author of</b> <b><i>How to Master the Art of Selling</i></b> <p>"There is no other single activity to boost sales that works better than sales coaching and this book is the best ever written on how to do it well."</br> <b> —Brian Tracy, author of</b> <b><i>Getting Rich Your Own Way</i></b> <p>"I see tremendous value for anyone who reads this book. If you embrace Keith's philosophy around coaching, you can certainly expect to win in all areas of your life, while making a profound and measurable impact on your salespeople's performance and attitude."</br> <b>—Dr. Denis Waitley, bestselling author of</b> <b><i>The Seeds of Greatness and The Psychology of Winning</i></b> <p>"Fluffless! Rosen continues to give practical, A-to-Z how-to advice. After you read it, simply do it!"</br> <b>—Anthony Parinello, author of</b> <b><i>Selling to VITO</i></b> <p>"Where most books on sales management are filled with biased ideology and abstract concepts, Keith Rosen's book is refreshingly practical. It contains concrete steps on what to coach, how to coach, and how to bring out people's hidden talents without resentment or frustration. This is clearly the best book on sales coaching I've seen in a decade."</br> <b>—Gerhard Gschwandtner, founder and Publisher of</b> <b><i>Selling Power</i></b> <p>"Keith has done a tremendous job outlining the importance of coaching versus managing. Implementing Keith's playbook will drive the development of high-performance salespeople and superior results."</br> <b>—Kelly Carioti, Vice President, Specialty and Self-Service Retail, PepsiCo</b> <p>"<i>Coaching Salespeople Into Sales Champions</i> is a well written, easily readable, practical book for anyone who manages salespeople. Excellent content is combined with real case studies, coaching templates and action steps that make this book a must read and a desktop reference for every sales manager, executive and business owner."</br> <b>—Dr. Tony Alessandra, Author of</b> <b><i>The Platinum Rule & Non-Manipulative Selling</i></b>

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Paperback. Zustand: Very Good. Sales training doesnt develop sales champions. Managers do. The secret to developing a team of high performers isnt 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 trainingstick. With Keith Rosens coaching methodology and proven L.E.A.D.S. Coaching Framework used by the worlds top organizations, youll get your sales and management teams to perform better - fast. Coaching Salespeople into Sales Championsis 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. Youll 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 its 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 persons 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. The book has been read, but is in excellent condition. Pages are intact and not marred by notes or highlighting. The spine remains undamaged. Artikel-Nr. GOR003882023

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