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

by Keith Rosen (Author)
Key Phrases: passive managers, proactive managers, internal coaching program, Perfect Managers, The Proactive Manager, Going Deeper-Breakthrough Coaching (more...)

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

Product Description
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.

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Product Details

• Hardcover: 327 pages
• Publisher: Wiley (March 14, 2008)
• Language: English
• ISBN-10: 0470142510
• ISBN-13: 978-0470142516
• Product Dimensions: 8.9 x 6.2 x 1.2 inches
• Shipping Weight: 1.1 pounds (View shipping rates and policies)
• Average Customer Review: 5.0 out of 5 stars See all reviews (12 customer reviews)
• Amazon.com Sales Rank: #40,505 in Books (See Bestsellers in Books)

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Customer Reviews

Most Helpful Customer Reviews

3 of 3 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 "Maine HypnoCoach" (Portland, ME United States) - See all my reviews (REAL NAME)

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.

2 of 2 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)

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.

2 of 3 people found the following review helpful:

5.0 out of 5 stars Take the pain and frustration out of "managing" salespeople, April 17, 2008

By	Michele C. Mischler (Cincinnati, OH USA) - See all my reviews (REAL NAME)

Keith's book provides a straight-forward, no nonsense approach to helping sales managers and business owners catapult their sales team to new heights. Keith's "coaching" versus "managing" process is an easy to follow, practical roadmap to success. It's also a fun read about real world experiences. I have dog-eared a lot of the pages and will refer to them often, especially when I find myself getting lulled back into the "potential" of a sales team. I highly recommend the book.