Aug
9
Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives
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Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives
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 List Price: $29.95 Sale Price: Too low to display. Availability: unspecified 
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Product Description
Coaching Salespeople into Sales Champions is the ultimate guide to maximizing team productivity through executive sales coaching. Between professional deadlines and other business responsibilities, most sales managers can?t find the time to develop their sales staff. This book shows you how to develop your own executive sales coaching skills so you can boost sales efficiency, train your staff to better performance, and hire and retain top sales talent.
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Rating
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.
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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.
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If you haven’t become a student of “coaching” (versus managing) your sales team in this day and age, you are working without a full toolbox. This book is the needed manual for achieving top performance and stronger team relationships whether you manage a small, medium or large sales team. A must-read for those sales leaders and executives looking for ways to continuously improve their processes, methodologies and perfomance.
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If you are in any kind of sales or sales management you need to read this book. It will change the way you teach and coach your team. Keith’s way of coaching is a refreshing new concept.
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To say this book is interesting and useful is an understatement. I found it full of information that far exceeds the investment of the time to read it and the money to purchase it.
Most material on the subject of sales managemet is watered down and filled with fluff. Keith Rosen is so specific that you will want to keep a copy with you at all times as a refence on what to say or do when faced with a challenge in managing your sales team.
For one thing, he re-defines what sales management is in today’s environment. The back of the book alone is worth thousands of dollars to anyone who is smart enough to use it. The rest is just a master course on “new school” sales behaviors and accountability.
One day this material will be looked at the same way Dale Carnegie’s information was viewed, It will no doubt change an entire generation of sales managers if they just read it and follow the advice given.
Thanks Keith for this golden “go to” book. Now I know what to do when I am brainlocked. This is the book that every author of sales books wished they wrote. If I sound envious, I am.
- Joe Crisara, CEO of [...]
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Attention all business owners, executives who are organizationally accountable for the sales department, and sales managers – I highly recommend this book for you. Keith Rosen has done an amazing job of clearly defining what it takes to consistently lead a strong, high-performing sales team. Sometimes business owners or executives to whom a sales manager reports do not have a clear understanding of how critical both sales coaching and training, individually and in a team format, are to overall sales performance on a daily, ongoing basis. Do you ever wonder why sales employee turnover is high, or why performance metrics, goals and revenue or profit expectations are not achieved? There is a tendency to think “you train them once, and they should be good to go”. Unfortunately, this is not the case and may be one of the reasons behind turnover and less-than-expected performance.
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.
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I’ve read several coaching books and none have given me the practical advice and tools as Coaching Salespeople into Sales Champions. The coaching philosophy of Keith Rosen is sound and his ability to clearly articulate how to implement that philosophy is why this book is so valuable. A must read and resource for every sales coach.
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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.
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This book Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executivesis THE sales coaching bible. The information is extremely useful for all level of salespeople, sales managers and sales coaches.
The book can be used from cover to cover, or dive into an specific section without losing continuity of the information.
I have found the information to be a great assistance in developing and fin tuning my coaching business and process.
I HIGHLY recommend the book to ALL individuals in sales, coaching or consulting.
Gregg Swanson
Warrior Sales and Marketing Coach and Consultant
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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,” [...]