Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives
- 5h 36m
- Keith Rosen
- John Wiley & Sons (US)
- 2008
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.
About the Author
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 of many books and articles, Keith is one of the foremost authorities on assisting people to achieve positive, measurable changes in their attitudes, in their behaviors, and in their results.
For his work as a pioneer and a leader in the coaching profession, both Inc. and Fast Company magazines named Keith one of the five most respected and influential executive coaches in the country. Software Sales Journal named Keith’s coaching firm, Profit Builders, one of the Top Nine Best Training Firms.
Keith is also the author of Time Management for Sales Professionals, The Complete Idiot’s Guide to Cold Calling, as well as The Complete Idiot’s Guide to Closing the Sale.
Keith’s articles can be found in Selling Power Magazine and has appeared in feature stories in the New York Times, Inc. magazine, The Washington Times, Sales and Marketing Management, the Wall Street Journal, TheStreet.com, and Entrepreneur radio. Keith is also a frequent contributor on Selling Power Live, CBSNews.com, and has been appointed as the Expert Sales Advisor for AllBusiness.com.
In this Book
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Coaching Salespeople into Sales Champions—A Tactical Playbook for Managers and Executives
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Introduction
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The Death of Management
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The Coach’s Mindset
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Six Fatal Coaching Mistakes and How to Avoid Them
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Tactical Coaching
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The Seven Types of Sales Managers
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Ignition On! Now They’re Inspired
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Assumptive Coaching and Dangerous Listening
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Vulnerability-Based Leadership
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Facilitating an Effective Coaching Conversation
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The Art of Enrollment
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The Seduction of Potential
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Develop an Internal Coaching Program
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Conclusion
