(Get) 😇 [PDF] Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives

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

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Review : 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 ™ 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. Read more

 

Review : You want practical and ready to use advice. Here it is. If you're a sales rockstar who wants to be a successful sales manager, this is the book that can guide you past all those B.S., fearful non-performers who get promoted and pimp out the, "top performers make terrible managers" mantra in order to save their skin and title. The reason top performers have some difficulty managing is because they're aggressive, assertive, go-getters who make underperformers feel helpless and intimidated. Non-performers traditionally make "better" managers because they lack the knowledge and skills needed to be top performers, but have plenty of empathy to make other non-performers feel safe and secure enough to remain at their job. This book gives you all the tools you need to take your rockstar sales performance and give it to others. Keith's book is actually a great book on leadership, in general. It gives you rock solid templates to work from, tons of easy to use questions that can help your staff lead themselves to sales success, or, conversely help your staff realize they need to select a new career. Was able to start using Keith's concepts immediately at my current employer. For me, Keith also confirmed that I'd done a pretty good job intuitively adjusting my approach over the years transitioning from sales rockstar to leader. There's been plenty of interviews where my response to the "management style" question would include the fact it relies heavily on a questions based/lead yourself approach, but Keith puts many more years of successful experience into fantastic writing much better than I currently could. A 40 year old woman with no real sales training nor coaching was able to keep pace with me after utilizing Keith's question-based approach. And, when all is said and done, our new lead generation program will help us go from $70 Million in acquisitions per year to $300 Million-plus. One of the, if not the, best business books I've ever purchased.