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.
Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives
A globally recognized authority on sales and leadership and the pioneer of executive sales coaching and management coach training, Keith is the CEO of Profit Builders, named the Best Sales Training and Coaching Company Worldwide. Over the last three decades, Keith has delivered his programs to hundreds of thousands of salespeople and managers in practically every industry worldwide; on five continents and in over 50 countries. His award winning programs not only offer a proven, proprietary methodology but a tactical framework in order to create the desired, long term culture shift and positive change companies want.
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.
Technology has changed the way companies develop their sales leaders, such as managers using virtual environments to cultivate their sales teams. Although new technology offers managers a way to more quickly and efficiently manage their sales groups from a distance, many have lost their ability to develop sales people into effective leaders.
Coaching Salespeople into Sales Champions is an essential playbook that sales managers can reference on a daily basis to develop executive sales coaching skills. Using a tactical coaching system that is easy to deploy on a consistent basis, this book shows leaders how to realize the potential of their sales teams, and keep their best talent with their organizations.
Coaching Salespeople into Sales Champions provides a proven procedure and tactical approach for coaching that brings together philosophy and execution so that you can implement an efficient process to develop a first-class sales team and achieve the meaningful results you want.
Keith Rosen is the president of Profit Builders and the executive sales coach that top managers, sales professionals, and executives in many of the world's leading companies call first. As a prominent, engaging speaker, master coach, and well-known author, Rosen is one of the foremost authorities on assisting people to achieve positive, measurable changes in their attitudes, in their behaviors, and in their results. His other books include Time Management for Sales Professionals, The Complete Idiot's Guide to Cold Calling, The Complete Idiot's Guide to Closing the Sale and Coaching Salespeople into Sales Champions.
Do these obstacles sound familiar? The fact is, regardless of experience, most leadership efforts are doomed from the start. Managers lose talented salespeople and maintain an atmosphere of mediocrity not because of a lack of effort but because they lack a coaching system they are comfortable with and can trust to leverage the talents of their salespeople in order to generate consistent, worthwhile results.
If your marketplace has changed, then you need to change with it. Einstein said it best. The level of thinking that got us here is no longer enough. Coaching Salespeople into Sales Champions takes into account the many pressures facing management today. It offers a framework for thinking and behaving in new ways that will harness the true power managers possess and show you how to use that power to achieve your objectives. The incorporation of the core principles and strategies of the executive sales coach into your leadership style will cause a shift in the way you manage and how your people think, act, and produce results.
Rather than fill this book with fabricated case studies and hypothetical scenarios that may not be applicable or relevant in the real world, every story you read is based on actual events, genuine scenarios, and real people you can relate to who I have actually coached. Coaching Salespeople into Sales Champions encapsulates my 20 years of practical, hands-on, in the trenches coaching experience that has made me the coach I am today. This book dispels the common managerial myths and exposes the self-sabotaging behavior managers unknowingly engage in that prevents positive change.
It is a scientific fact that human beings have not tapped into their fullest potential. People drive growth and innovation. This applies to our business, our company, our managers, and, subsequently, our salespeople. Taking on the burden of management and the responsibility for increasing the value of each person on your team is a noble undertaking. This unique class of people is referred to as our manager, our brave and fearless leader, our CEO, our president, or our senior executive VP. It is unfortunate, in many cases, this role has been taken on by people who are untrained for it.
Management, coaching, empowerment, accountability, motivation, leadership. These noble words have become so diluted in meaning and so irrelevant in business that many managers mistakenly believe that they actually know how to manage and coach their salespeople. They even think they do a good job.
No matter how much repeat business you get from loyal customers, the lifeblood of your business is a constant flow of new accounts. Packed with tested strategies and anecdotes, New Sales. Simplified. offers a proven formula for prospecting, developing, and closing deals. With refreshing honesty and some much-needed humor, sales expert Mike Weinberg examines the critical mistakes made by most salespeople and executives, then provides tips to help you achieve the opposite results.
There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management.
Get out of the firefighting business and into the business of developing the people who develop your profits. Successful salespeople rightfully become sales managers because of superior sales records. Yet too often these sales stars get stuck doing their old sales job while also trying to juggle their manager role, and too often companies neglect to train their sales managers how to excel as managers. That's the "sales management trap", and it's exactly what The Accidental Sales Manager addresses and solves.
The first ever playbook for B2B salespeople on how to win clients and customers who are already being serviced by your competition, from the author of The Only Sales Guide You'll Ever Need and The Lost Art of Closing. Your competitors may be tough, but with the strategies you'll discover in this audiobook, you'll soon be eating their lunch.
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. 2ff7e9595c
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