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

Keith Rosen (Author)

Book Description

Publication Date: March 14, 2008 | ISBN-10: 0470142510 | ISBN-13: 978-0470142516 | Edition: 1

Coaching Salespeople into Sales Champions is the ultimate guide to maximizing team productivity through executive sales coaching. Between professional deadlines and other business responsibilities, most sales managers can?t find the time to develop their sales staff. This book shows you how to develop your own executive sales coaching skills so you can boost sales efficiency, train your staff to better performance, and hire and retain top sales talent.

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

From the Inside Flap

Technology has not only changed the way companies sell but also the way managers build and develop their team. With a savvy, younger generation to manage and fewer resources to do so, managers have less face time with their staff. As more companies transition to a virtual team environment, it's essential for managers to learn how to quickly and efficiently coach, develop, motivate, and retain their people at a distance, over the telephone, and via the Internet.

Today's sales managers may know how to sell, but most don't know how to effectively develop their salespeople. Even with the right knowledge and resources, they're usually too bogged down in daily challenges, deadlines, and personal responsibilities to get it all done. As a result, advancing their salespeople takes a back seat to more immediate problems, keeping sales teams mired in mediocrity.

Coaching Salespeople into Sales Champions is an essential playbook that you can reference daily to develop your own executive sales coaching skills, the missing discipline among today's leaders. Using a tactical coaching system that is easy to deploy on a consistent basis, this book shows you how to realize the potential of your sales team—and retain your top performers.

Packed with real case studies, a 30-Day Turnaround Strategy, coaching templates, and a library of powerful coaching questions, this is the ultimate practical sales coaching resource for sales managers, executives, and business owners.

Tap into the experience of a master coach and discover how you can:

• Turn underperformers into super-overachievers—fast

• Attract and retain top sales talent by developing your own internal coaching program

• Coach your salespeople to become self-motivated through the Art of Enrollment

• Handle difficult salespeople and determine when to let them go without collateral damage

• Empower salespeople to solve their own problems and become fully accountable for their success using the L.E.A.D.S. Coaching System—rather than being dependent on you

Plenty of books espouse new management and leadership theories for sales managers, but few ever bother to show you how to actually coach your people on a daily basis in a way that creates measurable change. Coaching Salespeople into Sales Champions provides a proven methodology and tactical strategy for coaching that bridges the gap between theory and execution so that you can implement a systematic process to develop a world-class sales team and achieve the meaningful results you want—today.

See all Editorial Reviews

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: 1.1 pounds (View shipping rates and policies)
• Average Customer Review: 4.9 out of 5 stars  See all reviews (48 customer reviews)
• Amazon Best Sellers Rank: #14,484 in Books (See Top 100 in Books)
  • #36 in Books > Business & Investing > Marketing & Sales > Sales & Selling

More About the Author

Keith Rosen is the President of Profit Builders and the executive sales coach that top managers, sales professionals, and executives in many of the world's leading companies call first. As a prominent, engaging speaker, Master Coach, and well-known author of many books and articles, 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.

After the devastation of 9/11, it was Keith Rosen who the government chose to develop an internal executive coaching initiative for the leaders in the intelligence community. For his work as a pioneer and a leader in the coaching profession, both Inc. and Fast Company magazines named Keith one of the five most respected and influential executive coaches in the country. Software Sales Journal named Keith's company, Profit Builders, one of the Top Nine Best Training Firms. Keith also sits on the advisory board for several technology companies that are leading the Sales 2.0 evolution.

A best selling author, Keith has written several books including, Time Management for Sales Professionals, The Complete Idiot's Guide to Cold Calling, The Complete Idiot's Guide to Closing the Sale and Coaching Salespeople into Sales Champions.

Keith is one of the first out of only a handful of trainers and consultants who has earned the distinguished Master Certified Coach designation and most important, walks his talk. Each year, he helps thousands of salespeople, managers, coaches and business owners live their true potential today. His tactical approach, intuitive coaching and positive, authentic attitude empowers people to discover and live their true potential today.

Keith's articles can be found in Selling Power Magazine and has appeared in feature stories in the New York Times, Inc. magazine, The Wall Street Journal, The New York Post, The Washington Times, TheStreet.com and Entrepreneur radio. Keith is also a frequent contributor on Selling Power Live, CBSNews.com, Sales and Marketing Management and has been appointed as the Expert Sales Advisor for AllBusiness.com.

Keith lives in New York with his wife and three children.

If you're ready for better results quickly, contact Keith about personalized, one-to-one or team coaching and training at 516-771-1444 or email [e-mail]. Visit Keith Rosen at www.ProfitBuilders.com for Podcasts and videos and be sure to sign up for his free newsletter The Winner's Path at www.CoachingSalespeople.

Customer Reviews

Most Helpful Customer Reviews

12 of 13 people found the following review helpful:

5.0 out of 5 stars Keith Rosen has Written the 21st Century Sales Coach Manual, April 18, 2008

By 

Mark Reinsager (Dewey, OK USA) - See all my reviews
(REAL NAME)   

This review is from: Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives (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.

7 of 7 people found the following review helpful:

3.0 out of 5 stars A Good Take on the Subject Matter, February 20, 2011

By 

Jeffrey Pham - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives (Hardcover)

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.

8 of 9 people found the following review helpful:

5.0 out of 5 stars A Must Read for every Coach, Sales or not, January 13, 2009

By 

Robert Monteux "The Coffee Break Coach" (Ellsworth, ME United States) - See all my reviews
(REAL NAME)   

Amazon Verified Purchase

This review is from: Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives (Hardcover)

I bought this book because I have had the opportunity to do some Sales coaching in my coaching practice recently. I sat down and read the book straight through in two days and found a ton of material that will help me in every aspect of my personal coaching practice, not just sales coaching.

I recommend this book as a valuable resource for any coach.