- Hardcover: 352 pages
- Publisher: Wiley; 1 edition (March 14, 2008)
- Language: English
- ISBN-10: 0470142510
- ISBN-13: 978-0470142516
- Product Dimensions: 6 x 1.3 x 9 inches
- Shipping Weight: 1.2 pounds (View shipping rates and policies)
- Average Customer Review: 115 customer reviews
- Amazon Best Sellers Rank: #71,078 in Books (See Top 100 in Books)
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Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives 1st Edition
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"[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
"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
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Top customer reviews
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It is time for businesses to think differently about their sales departments and personnel, and implement innovative, people-building processes and systems that create what it really takes to support sales champions. Attraction of top sales talent, inspiration, development and retention are key. This book is a great place to get started.
The only missing link in my opinion is the role of the sales coach as teacher. The book illustrates how these roles are different and, while I fundamentally agree, often times the sales coach needs to be the teacher and play both roles - especially in smaller organiations where a trainer is not available. As such, the sales coach needs to understand effective role playing, meeting facilitation, coaching the team and other developmental tools. Perhaps this will be covered in the next book. At any rate, this book is a simply terrific coaching guide.
I highly recommend you buy this book not just because of practicality, but also to the fact that what you get as an output of implementing its techniques is far beyond its price.