Rosen Coaching Salespeople into Sales Champions

A Tactical Playbook for Managers and Executives
1. Auflage 2010
ISBN: 978-0-470-89341-8
Verlag: John Wiley & Sons
Format: EPUB
Kopierschutz: Adobe DRM (»Systemvoraussetzungen)

E-Book, Englisch, 352 Seiten, E-Book

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(TM) 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.

Autoren/Hrsg.

Rosen, Keith

Über Autor(innen)

Keith Rosen is fanatical about your success.That's why more top organizations today chose Keith'ssales training and management coach training solutions to achievetheir business objectives - faster. Almost half of the Fortune1000 Companies and the top companies in six major industrieschose Profit Builders' training and coaching solutions.
A globally recognized authority on sales and leadership and thepioneer of executive sales coaching and management coach training,Keith is the CEO of Profit Builders, named the Best Sales Trainingand Coaching Company Worldwide. Over the last 25 years, Keith hasdelivered his programs to hundreds of thousands of salespeople andmanagers in practically every industry worldwide; on fivecontinents in over 40 countries. His award winning programs notonly offer a proven, proprietary methodology but a tacticalframework in order to create the desired long term culture shiftand positive change companies want.
Keith has written several best sellers on time management, coldcalling and closing the sale, including the globally acclaimedCoaching Salespeople into Sales Champions, winner of FiveInternational Best Book Awards and rated the #1 book on salescoaching.
As a leader in the coaching profession, Keith was inducted inthe inaugural group of the Top Sales Hall of Fame in recognitionfor his outstanding contributions in sales and leadershipdevelopment and was also named The Sales Education Leader of theYear. After the devastation of 9/11, it was Keith who the leadingU.S. government contractor called upon to develop an internalexecutive coaching initiative for the leaders in the intelligencecommunity.
Inc. magazine and Fast Company named Keith one ofthe five most influential executive coaches. He's been featured inEntrepreneur, Inc., Fortune, The New York Times, Selling Power,CBSNews.com, The Wall Street Journal, Sales and MarketingManagement and is a frequent guest on Channel 12 News. Keith wasalso featured on the award winning television show, MadMen.
Keith is also one of the first out of only a handful of coacheswho earned the distinguished Master Certified Coach designationcredentialed through the International Coach Federation and mostimportant, walks his talk. He was one of the founding members ofthe International Coach Federation and was part of thecommittee responsible for the design of their global coachcertification and accreditation program that certifies coachesworldwide. In addition, Keith sits on several editorial boards andadvisory boards and is the expert sales advisor for dozens oforganizations that provide sales and leadership solutions, contentand resources.
Keith's philosophy on developing high performance teams issimple. Sales training does not develop sales champions.Managers do. If companies want to develop and retain toptalent, win more sales and maintain their competitive edge, firstmake your managers world-class executive sales coaches.
Keith currently lives in New York with his wife and threechildren who continue to be his greatest inspiration.