Customer Reviews

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

5 star:		(44)
4 star:		(2)
3 star:		(1)
2 star:		(0)
1 star:		(0)

 

 

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.

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.

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.

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," [...]

love this book and have used it to help spur meaningful coaching sessions with my sales reps. The question section at the end of the book has proven to be invaluable. Great toolkit and practical advice for anyone.

Keith Rosen has written a book that has helped me gain a deeper understanding of the nuances of sales coaching. I read this book eagerly and was not disappointed. While I wish there may have been more discussion on some topics Keith did a great job covering each topic and its impact. If you are looking to move away from a management mentality and start working to gain participation from your sales staff I would highly recommend this book. If you are looking to find a new form or new method to ensure your staff does things the way you want, stay away from this book. I really enjoyed getting to be a fly on the wall as coaching was happening.

Chris Hussey
Director of Sales
My Flooring America

I've been in sales management for nearly 10 years. I am always looking for ways to enrich the lives, and professional skill set, of my sales team. Keith Rosen's book is chock full of practical and actionable ways to develop sales people into sales champions. The book title is spot on. You will enjoy this book, and find yourself referring back to it often.

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.

I can not stop to read it!... Its incredible how Keith put some examples to explain how can raise the bar in your team!

Sometimes a book just clicks with you. If you help or lead people then this book is for you. I first found "Coaching SalesPeople into Sales Champions" on audible.com. You probably find audio books useful because you can listen as you drive or do other tasks that allow you listen while doing those tasks. Perhaps, you, like me, hope for a nugget or two that you can add to your toolbox. That was the problem with listening to "Coaching Salespeople". I kept wanting to take notes (not useful while driving). If you listen to Dennis Holland's excellent reading of the book you will gain much more than a nugget or two of coaching wisdom.

Next stop, hard copy. When a book is useful, do you find yourself marking it up? Watch how many times you highlight something or write in the margins. Watch how often you say "I can use that." With this book, I guarantee that will be a frequent experience. Aimed at sales managers who are motivated to excel, this book lays out simple processes that you can use in coaching your team.

As a Coach, it is often so frustrating to see talent going to waste or managers struggling with people that don't work out. As You read the most important chapter (chapter 12) in the book, "Develop an Internal Coaching Program", you will have a tool to help you stop wasting time with unproductive team members and put yourself in a position to either engineer a Turnaround, or else terminate with a clear conscience in 30 days. A clear conscience because you will be certain you gave the individual every chance to succeed. Rosen give you a paradigm for weekly "coaching sessions" that you can use either as a sales manager or a professional coach. The more likely outcome, by the way, if you follow Keith's paradigm is "turnaround."

Keith Rosen's writing style is both systematic and logical. He provides step-by-step techniques that will be of value to any beginning manager or novice coach. Sales managers will find a guide and helpful "templates" toward becoming appreciably more effective. Experienced coaches will find a "flow chart" for many of the processes they are already using. This is a book to read through quickly, or listen to as an audio book, and then come back and pull out the many tools that you will be able to begin using immediately.