Keith Rosen

Coaching Salespeople into Sales Champions

A Tactical Playbook for Managers and Executives

• Gebundenes Buch

Produktbeschreibung

Praise for COACHING SALESPEOPLE INTO SALES CHAMPIONS

"I see tremendous value for anyone who reads this book. If you embrace Keith's philosophy around coaching, 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, bestselling author of The Seeds of Greatness and The Psychology of Winning

"There is no other single activity to boost sales that works better than sales coaching and this book is the best ever written on how to do it well."
--Brian Tracy, author of Getting Rich Your Own Way

"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

"Keith has done a tremendous job outlining the importance of coaching versus 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

"Where most books on sales management 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 clearly the best book on sales coaching I've seen in a decade."
--Gerhard Gschwandtner, founder and Publisher of Selling Power

"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 salespeople and sales managers are missing."
--Tom Ziglar, CEO, Ziglar, Inc.

"To lead is to serve and to truly serve is to coach. In Keith Rosen's brilliant book, you'll not only learn how to create a winning culture and a competitive advantage for your team through coaching but also how to create and leave a legacy that you'll be proud of."
--Vince Thompson, author of Ignited

Produktdetails

• Verlag: Wiley & Sons
• 1. Auflage
• Seitenzahl: 352
• Erscheinungstermin: 29. April 2008
• Englisch
• Abmessung: 230mm x 166mm x 30mm
• Gewicht: 550g
• ISBN-13: 9780470142516
• ISBN-10: 0470142510
• Artikelnr.: 22952594

Autorenporträt

Keith Rosen is President of Profit Builders and the author of three other books, including Time Management for Sales Professionals. He has been featured in Fast Company and Inc. magazines as one of the country's most influential executive coaches and is the expert sales advisor and columnist for several magazines. Keith also sits on the advisory board for several technology companies that are leading the Sales 2.0 evolution. For more information, visit www.ProfitBuilders.com. Subscribe to Rosen's newsletter, The Winner's Path at http://www.profitbuilders.com/winnerspath.htm.

Inhaltsangabe

About the Author. Acknowledgments. Introduction. Chapter One: The Death of
Management. Chapter Two: The Coach's Mindset: Six Universal Principles of
Masterful Coaching. Chapter Three: Six Fatal Coaching Mistakes and How to
Avoid Them. Chapter Four: Tactical Coaching. Chapter Five: The Seven Types
of Sales Managers. Chapter Six: Ignition On! Now They're Inspired. Chapter
Seven: Assumptive Coaching and Dangerous Listening. Chapter Eight:
Vulnerability-Based Leadership. Chapter Nine: Facilitating an Effective
Coaching Conversation. Chapter Ten: The Art of Enrollment. Chapter Eleven:
The Seduction of Potential. Chapter Twelve: Develop an Internal Coaching
Program. Appendix. The Playbook of Questions for Sales Coaches. The 80-20
Rule on Coaching Questions. Index.