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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 teamand 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-overachieversfast
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 Systemrather 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 wanttoday.
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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,
By
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,
Amazon Verified Purchase(What's this?)
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,
By Robert Monteux "The Coffee Break Coach" (Ellsworth, ME United States) - See all my reviews (REAL NAME)
Amazon Verified Purchase(What's this?)
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.
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