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Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives - Hardcover
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How many salespeople (and managers) are not realizing their fullest potential? What stands in the way to greater performance isn't something they don't have but something they don't get consistently: effective coaching . Unfortunately; most managers don't deliver consistent, effective coaching or have the coaching skills needed to make a long term, positive impact on their salespeople's performance. They act as Chief Problem Solvers and get far too involved in fixing their people's problems; then get frustrated about their salespeople's inability to improve., Coaching Salespeople into Sales Champions provides a proven coaching framework used by the world's leading sales organizations so that managers can confidently facilitative powerful, engaging coaching conversations that help you reach your business objectives -- faster and win more sales today. Winner of 6 International Best Book Awards , this book has already been endorsed by dozens of top sales organizations such as Microsoft, Oracle, Google, American Express, IBM, PepsiCo, The New York Rangers, The New York Knicks and thought leaders including Brian Tracy, Ziglar, Tom Hopkins, Denis Waitley and Tony Alessandra, Tony Parinello and Jill Konrath as the number one book on sales coaching and management coach training. Sales training alone is not enough ., Your people can't always diagnose their own skill deficiencies, nor can they coach themselves out of a slump. Managers focus on spreadsheets and treat symptoms instead of uncovering the root cause , so similar problems persist. Good coaching taps into people's individuality and motivation, builds confidence & fosters deeper accountability., Four main barriers to effective coaching that inhibits consistent sales growth are: 1. Managers focus on what's going on (unproductive behaviors/activity) but don't uncover exactly why it's happening. As such, they fail to get to the root cause of a situation, which results in costly, time consuming repetitive conve
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Críticas:
"[The author] has spotted an opening and written one of the best sales coaching books so far, in what is still a small selection." Salesforce June 2008
Contraportada:
"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."
—Tom Hopkins, author of How to Master the Art of Selling
"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."
—Brian Tracy, author of Getting Rich Your Own Way
"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."
—Dr. Denis Waitley, bestselling author of The Seeds of Greatness and The Psychology of Winning
"Fluffless! Rosen continues to give practical, A-to-Z how-to advice. After you read it, simply do it!"
—Anthony Parinello, author of Selling to VITO
"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."
—Gerhard Gschwandtner, founder and Publisher of Selling Power
"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."
—Kelly Carioti, Vice President, Specialty and Self-Service Retail, PepsiCo
"Coaching Salespeople Into Sales Champions 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."
—Dr. Tony Alessandra, Author of The Platinum Rule & Non-Manipulative Selling
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- VerlagJohn Wiley & Sons Inc
- Erscheinungsdatum2008
- ISBN 10 0470142510
- ISBN 13 9780470142516
- EinbandTapa dura
- Anzahl der Seiten352
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Coaching Salespeople Into Sales Champions
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Wiley 2008-04-29, Hoboken, N.J. :|Chichester
(2008)
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ISBN 13: 9780470142516
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Buchbeschreibung hardback. Zustand: New. Language: ENG. Artikel-Nr. 9780470142516
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Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives
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Buchbeschreibung Hardcover. Zustand: New. BRAND NEW ** SUPER FAST SHIPPING FROM UK WAREHOUSE ** 30 DAY MONEY BACK GUARANTEE. Artikel-Nr. 9780470142516-GDR
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Coaching Salespeople into Sales Champions : A Tactical Playbook for Managers and Executives
Verlag:
John Wiley & Sons Inc Apr 2008
(2008)
ISBN 10: 0470142510
ISBN 13: 9780470142516
Neu
Hardcover
Anzahl: 2
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Buchbeschreibung Buch. Zustand: Neu. Neuware - Praise for COACHING SALESPEOPLE INTO SALES CHAMPIONS'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.'--Dr. Denis Waitley, bestselling author of The Seeds of Greatness and The Psychology of Winning'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.'--Brian Tracy, author of Getting Rich Your Own Way'Fluffless! Rosen continues to give practical, A-to-Z how-to advice. After you read it, simply do it!'--Anthony Parinello, author of Selling to VITO'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.'--Kelly Carioti, Vice President, Specialty and Self-Service Retail, PepsiCo'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.'--Gerhard Gschwandtner, founder and Publisher of Selling Power'This is a book that will truly take entire sales organizations to the next level. Keith is spot on, and his approach to accountability in the coaching process is what so many salespeople and sales managers are missing.'--Tom Ziglar, CEO, Ziglar, Inc.'To lead is to serve and to truly serve is to coach. In Keith Rosen's brilliant book, you'll not only learn how to create a winning culture and a competitive advantage for your team through coaching but also how to create and leave a legacy that you'll be proud of.'--Vince Thompson, author of Ignited. Artikel-Nr. 9780470142516
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Buchbeschreibung Gebunden. Zustand: New. Keith Rosen is President of Profit Builders and the author of three other books, including Time Management for Sales Professionals. He has been featured in Fast Company and Inc. magazines as one of the country s most influential executive coaches and is the. Artikel-Nr. 556554456
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