Keith Rosen: Coaching Salespeople into Sales Champions, Gebunden

Beschreibung

The ultimate tactical guide for maximizing team productivity through executive sales coachingManagers know that one of their key roles is to maximize productivity and team performance. But between deadlines and personal responsibilities, managers find that developing and retaining their staff takes a back seat to the challenges that arise daily. The top leaders know how to coach their teams by using a tactical coaching model that is easy to deploy on a consistent basis in order to protect and maximize the potential of the company's greatest investment, their people. Coaching Salespeople into Sales Champions is an essential playbook executives and managers need to develop their own executive sales coaching skills, the missing discipline amongst management. The book shows managers how to boost sales efficiency, quickly turn around or terminate an underperformer and integrate a proven, step-by-step internal coaching model to most effectively hire and retain top talent. This is the ultimate resource for every sales manager, executive, and business owner. Keith Rosen (Long Island, NY) is President of Profit Builders and the author of two other books, including the self-published Time Management for Sales Professionals. He has been featured in Inc. magazine and is a contributor to numerous magazines.

Inhaltsangabe

About the Author.

Acknowledgments.

Introduction.

Chapter One: The Death of Management.

Chapter Two: The Coach's Mindset: Six Universal Principles of Masterful Coaching.

Chapter Three: Six Fatal Coaching Mistakes and How to Avoid Them.

Chapter Four: Tactical Coaching.

Chapter Five: The Seven Types of Sales Managers.

Chapter Six: Ignition On! Now They're Inspired.

Chapter Seven: Assumptive Coaching and Dangerous Listening.

Chapter Eight: Vulnerability-Based Leadership.

Chapter Nine: Facilitating an Effective Coaching Conversation.

Chapter Ten: The Art of Enrollment.

Chapter Eleven: The Seduction of Potential.

Chapter Twelve: Develop an Internal Coaching Program.

Appendix.

The Playbook of Questions for Sales Coaches.

The 80-20 Rule on Coaching Questions.

Index.

Klappentext

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(TM) 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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