Coaching Salespeople into Sales Champions by Keith Rosen
A Tactical Playbook for Managers and Executives

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Synopsis

Sales training doesn’t develop sales champions. Managers do


Thesecret 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.

 

About Keith Rosen

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Keith Rosen, President of Profit Builders, is the executive sales coach that top salespeople and managers call first. As a prominent, engaging speaker and Master Certified Coach, Keith is one of the foremost authorities on assisting people to achieve positive, measurable changes in their attitudes, in their behaviors, and in their results. A best selling author, Keith has written several books including, Time Management for Sales Professionals, The Complete Idiot's Guide to Cold Calling and Coaching Salespeople Into Sales Champions. For his work as a pioneer in the coaching profession, Inc. magazine and Fast Company named Keith one of the five most respected and influential executive coaches. In addition, Keith sits on the advisory board for several technology companies that are leading the Sales 2.0 evolution. Keith is also a frequent contributor for Selling Power Live, CBSNews.com, CanDoGo.com, Sales and Marketing Management and has been appointed as the Expert Sales Advisor for AllBusiness.com.
 
Published May 18, 2009 by Wiley. 356 pages
Genres: Business & Economics. Non-fiction

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