Keith Rosen

Coaching Salespeople into Sales Champions (eBook, ePUB)

A Tactical Playbook for Managers and Executives

• Format: ePub

Produktbeschreibung

Sales training doesn't develop sales champions. Managers do. The secret to developing a team of high performers isn't more training but better coaching. When managers effectively coach their people around best practices, core competencies and the inner game of coaching that develops the champion attitude, it makes your training stick. With Keith Rosen's coaching methodology and proven L.E.A.D.S. Coaching Framework(TM) used by the world's top organizations, you'll get your sales and management teams to perform better - fast. Coaching Salespeople into Sales Champions is your playbook to creating a thriving coaching culture and building a team of top producers. This book is packed with case studies, a 30 Day Turnaround Strategy for underperformers, a library of coaching templates and scripts, as well as hundreds of powerful coaching questions you can use immediately to coach anyone in any situation. You will learn how to confidently facilitate powerful, engaging coaching conversations so that your team can resolve their own problems and take ownership of the solution. You'll also discover how to leverage the true power of observation and deliver feedback that results in positive behavioral changes, so that you can successfully motivate and develop your team and each individual to reach business objectives faster. Winner of Five International Best Book Awards, Coaching Salespeople Into Sales Champions is your tactical, step-by-step playbook for any people manager looking to: * Boost sales, productivity and personal accountability, while reducing your workload * Conduct customer/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities * Achieve a long term ROI from coaching by ensuring it's woven into your daily rhythm of business * Design, launch and sustain a successful internal coaching program * Turn-around underperformers in 30 days or less * Build deeper trust and handle difficult conversations by creating alignment around each person's goals and your objectives * Coach and retain your top performers * Collaborate more powerfully and communicate like a world-class leader Training develops salespeople. Coaching develops sales champions. Your new competitive edge.

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Produktdetails

• Verlag: John Wiley & Sons
• Seitenzahl: 352
• Erscheinungstermin: 9. Juni 2010
• Englisch
• ISBN-13: 9780470893418
• Artikelnr.: 37300282

Autorenporträt

KEITH ROSEN is the CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies worldwide. Keith has delivered his courses to hundreds of thousands of salespeople and managers in practically every industry; on five continents and in over 50 countries. Keith is the author of several bestselling books. As a global authority on sales coaching and the pioneer of leadership coach training, Keith was inducted in the inaugural group of the Top Sales Hall of Fame in recognition for his outstanding contributions in sales and leadership development. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. Keith was also featured on the award winning television show, Mad Men and was one of the first out of only a handful of coaches who earned the distinguished Master Certified Coach designation credentialed through the International Coach Federation. To get Keith's ebooks, articles and videos, visit www.KeithRosen.com.

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.