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

by Keith Rosen
4.7 out of 5 stars  See all reviews (73 customer reviews)

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Book Description

March 14, 2008 0470142510 978-0470142516 1

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.


Frequently Bought Together

Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives + Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance + The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits
Price for all three: $56.97

Buy the selected items together


Editorial Reviews

Review

"[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

Review

"There is no other single activity to boost sales that works better than sales coaching and Keith's book, Coaching Salespeople into Sales Champions, is the best ever written on how to do it well."—Brian Tracy, Author,  Getting Rich Your Own Way

"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 a great one to study and apply or pick up here and there when you have a special need. His coaching ideas are clearly explained and easily executed."—Tom Hopkins, author of How to Master the Art of Selling

"Winning in sales is no different than winning in life. If you embrace Keith's philosophy, 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, Best Selling Author of The Seeds of Greatness and The Psychology of Winning

"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 or business owner."—Dr. Tony Alessandra, Author of The Platinum Rule & Non-Manipulative Selling

"Warning! Get Coaching Salespeople into Champions or put your team and your company at risk. Keith Rosen's step-by-step guidance will transform you and your sales team into top performers virtually overnight."—Jill Konrath, author of Selling to Big Companies and Founder, SellingtoBigCompanies.com

"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

“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 sales people and sales managers are missing.”—Tom Ziglar, CEO, Ziglar, Inc.

"There are very few good books published for sales managers and most of them 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 the clearly the best book on sales coaching I've seen in a decade."—Gerhard Gschwandtner, Founder and Publisher, Selling Power

"When it comes to building a top sales organization, Keith has got the market cornered on tactical leadership strategies for today's workforce. Coaching Salespeople into Sales Champions is a winning playbook for managers who need to strengthen and invigorate their sales team through executive sales coaching."—David Hirsch, Director of Business to Business Vertical Markets Group, Google

“We can give salespeople all of the training in the world, we can inspire them and motivate them, we can even provide them with the latest and greatest technology…..but in today's highly competitive marketplace, we can measurably accelerate their success through coaching and this is THE TACTICAL PLAY BOOK to help get it done!”—Michael Norton, Chairman of the Board and Founder, CanDoGo™

"Great playbook that all leaders should read and reference.  Keith has done a tremendous job outlining the importance of coaching vs. 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 

“Without effective coaching, sales performance improvement programs stand little to no chance of success, and so establishing an effective coaching program was one of the highest priorities for Microsoft sales managers, with high demand from sales leadership worldwide. Having experience working with several vendors, and looking closely at many other coaching programs available in the marketplace, Keith’s experience, expertise and approach won us over. Perhaps the clearest difference is that Keith’s approach makes a difference – it’s not simply theory and concepts – it’s practical with real-world situations. Keith also practices what he preaches, which sounds easy but bridging the knowing-doing gap is hard. With Keith, there’s no disconnect between what he teaches and what he actually does. He helps managers apply the principles of effective coaching regardless of the specific situation, no matter how difficult or ‘unique.’ His proven coaching framework is universally accepted, and as such, embraced by and complementary to every region, culture and business unit, regardless of where you are located throughout the world. There’s always something to learn from Keith and working with him is always an inspiration, so if you have the opportunity to do so, jump!”—Mark Selleck - Senior Director, Worldwide Sales and Marketing Professions

“It has been an immense professional and personal privilege to have had the opportunity to work so closely with a world-leading master in the art of Coaching. Keith is an exceptional trainer who inspires and enthuses his audience. His passion for the coaching is evident in the way he shows up and conducts himself. He went to great lengths to understand our business and our company culture and has inspired many of our Sales leaders to become masterful coaches. I would highly recommend him both as a person and as a professional for any organization wishing to transform their Sales management team towards Sales management excellence.”—Cillian O'Grady - Senior Director Business Development Group Oracle Direct at Oracle

“Our sales managers and I recently completed a program focused on “Sales Coaching”. The program was conducted by Keith Rosen, author of the best selling business book “Coaching Sales People into Sales Champions”. In my nine plus years in the Sports Industry, this was one of the most eye opening experiences that I have been through. What the program gave us, was the knowledge, structure, and game plan necessary to become better communicators with our staff and align our sales people’s personal and professional goals with the company's objectives, to increase performance.”—Nick Forro - Director, Season Ticket Sales and Service at New York Yankees

“Since Keith presented the program I have observed our working environment take big steps forward. Our reps are empowered and thinking creatively to create new possibilities for our business, thus the management team has relinquished our roles as “Chief Problem Solvers” which has allowed us to spend more time observing and coaching reps. Professionally, I am happier and with less stress than ever before. I can't thank Keith enough for the impact he has made!”—Jeff Ianello - Vice President, Sales at Phoenix Suns

“Keith Rosen was instrumental in "Coaching Salespeople into Sales Champions" in my organization of hundreds telemarketing and telesales people across Europe, Middle East & Africa. He delivered his training course to all managers in the organization (~100) and offered periodic one-to-one coaching to its top leaders thereafter, including myself.  Through his actions, the coaching culture significantly penetrated the organization, resulting in better managers-as-coaches and ultimately in improved salespeople empowerment and productivity. Keith Rosen's insights into salespeople motivators & behaviors, as well as his training skills were key & necessary in initiating this culture change successfully.”—Stéphane Rousset - Senior Vice-President Strategy, International Business at Fujitsu


Product Details

  • Hardcover: 352 pages
  • Publisher: Wiley; 1 edition (March 14, 2008)
  • Language: English
  • ISBN-10: 0470142510
  • ISBN-13: 978-0470142516
  • Product Dimensions: 9 x 6.5 x 1.2 inches
  • Shipping Weight: 1.2 pounds (View shipping rates and policies)
  • Average Customer Review: 4.7 out of 5 stars  See all reviews (73 customer reviews)
  • Amazon Best Sellers Rank: #9,663 in Books (See Top 100 in Books)

More About the Author

* Global Authority on Sales and Leadership.
* CEO of Profit Builders and Executive Sales Coach.
* Author of the internationally acclaimed and award winning, Coaching Salespeople into Sales Champions.

Keith Rosen is fanatical about your success. That's why more top organizations today chose Keith's sales training and management coach training solutions. A globally recognized authority on sales and leadership, Keith is the CEO of Profit Builders, named the Best Sales Training and Coaching Company Worldwide.

Profit Builders was founded by Keith Rosen, pioneer of executive sales coaching and management coach training and award winning author of Coaching Salespeople Into Sales Champions, winner of 6 International Best Book Awards and the number one rated book on sales coaching.

Profit Builders salespeople and managers worldwide consistently achieve their business objectives faster through their proven sales coaching methodology and framework. More than 25% of the Fortune 1000 companies, including organizations such as Microsoft, Oracle and the NY Knicks as well as thousands of top global sales organizations have adopted the Profit Builders coaching framework. Profit Builders' management coach training transforms sales leaders into world-class sales coaches who increase sales and profitability, improve forecast accuracy, turnaround underperformers, save time, accelerate sales cycles and retain top talent.

Over the last 25 years, Keith has delivered his management coach training programs and sales training programs worldwide; on five continents in over 40 countries.

As a pioneer in the coaching profession, 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 and was also named The Sales Education Leader of the Year. 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.

If you're ready for better results quickly, contact Keith about sales coaching, sales training and our internationally acclaimed management coach training program at 516-771-1444 or email info@profitbuilders.com. Visit Keith Rosen at www.ProfitBuilders.com for more resources and videos or www.KeithRosen.com.

Customer Reviews

Most Helpful Customer Reviews
20 of 21 people found the following review helpful
Format:Hardcover|Verified Purchase
When I found Coaching Salespeople Into Sales Champions, I had just been given a 30-day chance to save a struggling sales team. Now--almost exactly one year later--I find myself on a plane en route to meet the author in person for the first time. I'm now the Director of Business Development and an Executive Sales Coach for Profit Builders--Keith Rosen's Company.

Shortly after opening this book, I was struck by its realness. It was clear I had in my possession a veritable sales coaching handbook--not just some philosophical rant. I burned through sticky notes and highlighters over the next several days. Everyday I would go to work and test one of the nuggets of wisdom I had read about the night before. Everyday I would be amazed with the results!

After finishing the book, I inquired with Profit Builders about hiring a coach. Shockingly, I ended up speaking with Keith Rosen himself! During a complimentary coaching call he calmly, professionally, and systematically proceeded to thoroughly blow my mind! I hired him on the spot for a 3-month, one-to-one coaching engagement. After our initial 3-months expired and ROI surpassed all expectations, I refused to let him go and we worked together for 3 more months.

By combining the incredibly detailed and resourceful processes outlined in this book and one-to-one coaching with Keith, our sales department ended up shattering all previous company sales records. Morale went through the roof, and...well...my world changed. Especially helpful was Keith's coaching on time management. I'm a father of three children under the age of 11, a happily married husband, a full-time student, a passionately dedicated professional, and a newly trained volunteer Cubmaster for a local Cub Scout Pack.
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19 of 21 people found the following review helpful
3.0 out of 5 stars A Good Take on the Subject Matter February 20, 2011
Format:Hardcover|Verified Purchase
This book was refreshing in its point of view, but I had some issue trying to believe that it wasn't all just hype. I enjoyed the real world experience that came out of the text and recommend it for anyone trying to inspire a sales team. In the grueling world of sales quotas and cold calling and voice mails, this helps you create a management style that makes sense in an unforgiving cut throat environment. I picked up this book, awaiting to be inspired.

I had somewhat of a hard time getting through the subject matter although the methodology seemed so enlightening. Some parts of the book seemed to be basic management theory from the pages of Dale Carnegie, while other parts did come off as entirely new and refreshing. There is some great debunking of tired tyrannical managers. In the end, I felt that there are some worthwhile ideas to pursue.
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11 of 13 people found the following review helpful
1.0 out of 5 stars Who are the 60+ positive reviewers???? March 17, 2013
Format:Kindle Edition|Verified Purchase
First time I give a negative review on a book and I am usually an avid reader of management books in general.

The author goes on and on about the need to offer practical/tactical approaches to sales people management/coaching. So I was expecting a framework or some sort of constructed approach. But no, after 20% of the book it says NOTHING useful but the author will have repeated 100 times that you should start by hiring a pro coach for yourself before you can coach.... Then follows an endless repetition of the obvious: Listen to people, help them find their answers by asking the right questions, spend time with them...I am sorry but that is hardly ground breaking or practical. So I went back to the table of content and realized the same kind of "do the right thing" exhortation was going on and on for many (many) more pages. I have just returned this title for refund.

Now, I must have missed something fundamental because I bought the book on the back of the numerous and very positive reviews. I still can't explain myself what led people to give high rates but that must be me.
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8 of 9 people found the following review helpful
5.0 out of 5 stars GREAT book that delivers more than theory! September 22, 2009
Format:Hardcover|Verified Purchase
Do you want to build and sustain tremendous success in sales? Keith Rosen's book is a great choice to grab off the bookstore shelf today. The book overflows with the specifics that can transform a sales team into a CEO's dream team. What I like most about Rosen's book is that he delivers more than theory. He moves beyond sales motivation and positive thinking to get at the heart of what is needed to strengthen sales performance. He offers actual examples to back up his points, as well as step-by-step coaching processes that bring legitimate success. If you are a sales manager ready for something that actually yields results, get your hands on Keith's book." By Consultative Selling Expert Mark Hunter, "The Sales Hunter," [...]
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17 of 22 people found the following review helpful
Format:Hardcover
I heartily recommend this book for your library. The author's one-on-one coaching style makes it an easy to read, yet highly informative text. A "must read" for the career sales person, whether you're the manager looking for help or on the front line of sales working those opportunities. Keith Rosen outlines a framework for successful coaching, including key tips, the "Fatal Mistakes" a coach makes, and how to establish a long term coaching environment. The nuggets of wisdom I found in the chapter titled "Nine Barriers to Coaching a Sales Team" were immeasurable. This is not rehashed material - it's fresh, easy to read, and packed with insight you will use everyday.
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Most Recent Customer Reviews
5.0 out of 5 stars Must Read for Sales Coaches
A key book with a brilliant strategic for sales coaches. I have definitely change my coaching model as a result of reading Keith Rosen's book.
Published 1 month ago by Lindel James
4.0 out of 5 stars Coach winners not winers
almost finished ready it but from what I've read so far this is the modern management model. Fear and passive aggressive behavior of the "Old School" managers is a thing of... Read more
Published 1 month ago by doug van duyne
5.0 out of 5 stars Coaching Salespeople into Sales Champions
Recommended to me by my Director. The book is a good read and if you have been in sales for any length of time, you will recognize all of the different sales managers in the book. Read more
Published 2 months ago by Jiggy955
4.0 out of 5 stars Awareness: how to stop being a manger and start coaching.
It's a simple guide that give you awareness on what we need to do to be a better coach to help others to achieve success, no matter if it's sales or personal. Read more
Published 3 months ago by MikeS
1.0 out of 5 stars Overwhelming "bla bla"
I bought this book in part on the excellent reviews it got here, and like that other customer wonder whether those people actually read the book or if I'm stupid. Read more
Published 3 months ago by Holger
5.0 out of 5 stars Excellent approach
This is a practical guide to coaching. It is enjoyable to read and aligns with my values in growing talent.
Published 3 months ago by Kennedy R. Sallee
4.0 out of 5 stars Coaching Salespeople
I liked the book. It has some different content that I had not read before. Finding and keeping good talent is an ongoing challenge.
Published 4 months ago by Gary L Canonge
5.0 out of 5 stars I own an agency and manage 8 staff
Best book ever on sales coaching! I have purchased this book at least 20 times because I love it so much I gift it away to people who seek me out about my best practices. Read more
Published 7 months ago by Mike Aerni
5.0 out of 5 stars CEO's MUST READ
I'm both a business owner of a manufacturing company and a consultant.... I wish I had read this years ago. Read more
Published 9 months ago by Consumer
5.0 out of 5 stars An excellent tool for any sales manager
Sales, Coaching, Teaching, and Managing are all about perspective. This book gives you tons of that from a trusted author. Read more
Published 10 months ago by Chadd R. Castrilli
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