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

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Book Description Publication Date: March 14, 2008 | ISBN-10: 0470142510 | ISBN-13: 978-0470142516 | Edition: 1 How many salespeople (and managers) are not realizing their fullest potential? What stands in the way to greater...
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Book Description

Publication Date: March 14, 2008 | ISBN-10: 0470142510 | ISBN-13: 978-0470142516 | Edition: 1

How many salespeople (and managers) are not realizing their fullest potential? What stands in the way to greater performance isn’t something they don’t have but something they don’t get consistently: effective coaching. Unfortunately; most managers don’t deliver consistent, effective coaching or have the coaching skills needed to make a long term, positive impact on their salespeople’s performance. They act as Chief Problem Solvers and get far too involved in fixing their people’s problems; then get frustrated about their salespeople’s inability to improve.

Coaching Salespeople into Sales Champions provides a proven coaching framework used by the world’s leading sales organizations so that managers can confidently facilitative powerful, engaging coaching conversations that help you reach your business objectives – faster and win more sales today.

Winner of 6 International Best Book Awards, this book has already been endorsed by dozens of top sales organizations such as Microsoft, Oracle, Google, American Express, IBM, PepsiCo, The New York Rangers, The New York Knicks and thought leaders including Brian Tracy, Ziglar, Tom Hopkins, Denis Waitley and Tony Alessandra, Tony Parinello and Jill Konrath as the number one book on sales coaching and management coach training.

Sales training alone is not enough. Your people can’t always diagnose their own skill deficiencies, nor can they coach themselves out of a slump. Managers focus on spreadsheets and treat symptoms instead of uncovering the root cause, so similar problems persist. Good coaching taps into people’s individuality and motivation, builds confidence & fosters deeper accountability.

 

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
 

Review

"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

 
 

Product Details

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Most Helpful Customer Reviews
20 of 21 people found the following review helpful
 
Format:Hardcover|Verified Purchase
When I found Coaching Salespeople Into Sales Champions, I had just been given a 30-day chance to save a struggling sales team. Now--almost exactly one year later--I find myself on a plane en route to meet the author in person for the first time. I'm now the Director of Business Development and an Executive Sales Coach for Profit Builders--Keith Rosen's Company.

Shortly after opening this book, I was struck by its realness. It was clear I had in my possession a veritable sales coaching handbook--not just some philosophical rant. I burned through sticky notes and highlighters over the next several days. Everyday I would go to work and test one of the nuggets of wisdom I had read about the night before. Everyday I would be amazed with the results!

After finishing the book, I inquired with Profit Builders about hiring a coach. Shockingly, I ended up speaking with Keith Rosen himself! During a complimentary coaching call he calmly, professionally, and systematically proceeded to thoroughly blow my mind! I hired him on the spot for a 3-month, one-to-one coaching engagement. After our initial 3-months expired and ROI surpassed all expectations, I refused to let him go and we worked together for 3 more months.

By combining the incredibly detailed and resourceful processes outlined in this book and one-to-one coaching with Keith, our sales department ended up shattering all previous company sales records. Morale went through the roof, and...well...my world changed. Especially helpful was Keith's coaching on time management. I'm a father of three children under the age of 11, a happily married husband, a full-time student, a passionately dedicated professional, and a newly trained volunteer Cubmaster for a local Cub Scout Pack. With all this on my plate, I'm able to maintain a consistent sense of calm focus and direction--something I had struggled achieving my entire adult life--even with less on my plate!

Not only has my career launched into unthinkable new realms, but the confidence I've gained along the way has played a significant part in my recent success of losing 55 pounds over a 6-month period as well! As hokey or over-the-top as it may sound, I've never been healthier, happier, or more successful than I am right now and I literally believe that such wouldn't be the case, had I not purchased Coaching Salespeople Into Sales Champions.
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19 of 21 people found the following review helpful
 
3.0 out of 5 stars A Good Take on the Subject Matter February 20, 2011
Format:Hardcover|Verified Purchase
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.
 

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