Keith Rosen, "Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives"
ISBN: 0470142510 | 2008 | EPUB/MOBI | 352 pages | 777 KB/861 KB
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.
Four main barriers to effective coaching that inhibits consistent sales growth are:
1. Managers focus on what’s going on (unproductive behaviors/activity) but don’t uncover exactly why it’s happening. As such, they fail to get to the root cause of a situation, which results in costly, time consuming repetitive conversations.
2. Managers coach in their own image (“It worked for me”) instead of tapping into people’s individuality.
3. Managers are compelled to provide the quick answers rather than empower people to create their own solutions.
4. Managers are typically good at strategy but often struggle with being a strategic communicator. That is, delivering a compelling, engaging message that creates authentic buy in and commitment around any changes or new initiatives.
The solution to winning more sales isn’t more sales training but better coaching. Good coaching embeds and sustains the behavioral changes you want in your people that generates desired, sustained long term results. When managers become better coaches and learn how to coach their people around best practices and core competencies, it makes your sales training stick. Coaching then becomes your competitive edge to foster long term, positive changes in behavior. With Keith Rosen’s award winning book, you’ll get your salespeople and managers to perform better – guaranteed.
The top leaders know how to coach their teams by using a tactical coaching model that is easy to deploy on a consistent basis in order to protect and maximize the potential of the company’s greatest investment, their people. Coaching Salespeople into Sales Champions is what executives and managers need to develop their own executive sales coaching skills and strategy; the missing discipline amongst leadership. This book will teach managers how to boost sales efficiency, quickly turnaround an underperformer, eliminate hours from your workload and integrate a proven, step by step internal coaching framework to most effectively hire and retain top talent. This book is for any sales manager, executive and business owner looking to maximize team productivity through executive sales coaching.
You will discover how to master your coaching skills and deploy an internal coaching program, enabling you to:
Conduct an effective deal/pipeline review that and improves forecast accuracy and uncovers new selling opportunities.
Make the transition from high performing salesperson to high performing sales manager.
Handle difficult conversations, and difficult employees without collateral damage or being held hostage by your people.
Create alignment with people you have to influence (partners, stakeholders, non-directs, peers, account executives, PAMs)
Position coaching to create a positive perception and eliminate any resistance people may feel around being coached.
Coach and consistently motivate the top, mid and underperformer – with great confidence.
Utilize a proven coaching framework to impact performance immediately. (L.E.A.D.S. Coaching Framework™)
Master the language of leaders, The Art of Enrollment to create buy in and deeper engagement without pushback.
Conduct effective observation sessions and deliver feedback that leads to a positive change in behavior.
Stop micro-managing and eliminate the heavy burden of dependency that traditional management styles create.
Make the shift from a fear based, reactionary, toxic culture to a coaching culture that fosters full accountability.