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Coaching Salespeople into Sales Champions : A Tactical Playbook for Managers and Executives by Keith Rosen (2008, Hardcover)
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Coaching Salespeople into Sales Champions : A Tactical Playbook for Managers and Executives by Keith Rosen (2008, Hardcover)
- ¡Cómpralo ya!Coaching Salespeople Into Sales Champions : a Tact
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Product Identifiers
PublisherWiley & Sons, Incorporated, John
ISBN-100470142510
ISBN-139780470142516
eBay Product ID (ePID)61481565
Product Key Features
Book TitleCoaching Salespeople Into Sales Champions : a Tactical PlayBook for Managers and Executives
Number of Pages352 Pages
LanguageEnglish
TopicTraining, Mentoring & Coaching, Management, Sales & Selling / General, Organizational Development
Publication Year2008
GenreBusiness & Economics
AuthorKeith Rosen
FormatHardcover
Dimensions
Item Height1.2 in
Item Weight19.2 Oz
Item Length9.2 in
Item Width6.3 in
Additional Product Features
Intended AudienceTrade
LCCN2007-035349
Reviews"[The author] has spotted an opening and written one of the best sales coaching books so far, in what is still a small selection." Salesforce June 2008, "[The author] has spotted an opening and written one of the best sales coaching books so far, in what is still a small selection." (Salesforce,) June 2008)
Dewey Edition22
Dewey Decimal658.3/044
SynopsisPraise for COACHING SALESPEOPLE INTO SALES CHAMPIONS "I see tremendous value for anyone who reads this book. If you embrace Keith's philosophy around coaching, you can certainly expect to win in all areas of your life, while making a profound and measurable impact on your salespeople's performance and attitude." Dr. Denis Waitley, bestselling author of The Seeds of Greatness and The Psychology of Winning "There is no other single activity to boost sales that works better than sales coaching and this book is the best ever written on how to do it well." Brian Tracy, author of Getting Rich Your Own Way "Fluffless! Rosen continues to give practical, AtoZ howto advice. After you read it, simply do it!" Anthony Parinello, author of Selling to VITO "Keith has done a tremendous job outlining the importance of coaching versus managing. Implementing Keith's playbook will drive the development of highperformance salespeople and superior results." Kelly Carioti, Vice President, Specialty and SelfService Retail, PepsiCo "Where most books on sales management are filled with biased ideology and abstract concepts, Keith Rosen's book is refreshingly practical. It contains concrete steps on what to coach, how to coach, and how to bring out people's hidden talents without resentment or frustration. This is clearly the best book on sales coaching I've seen in a decade." Gerhard Gschwandtner, founder and Publisher of Selling Power "This is a book that will truly take entire sales organizations to the next level. Keith is spot on, and his approach to accountability in the coaching process is what so many salespeople and sales managers are missing." Tom Ziglar, CEO, Ziglar, Inc. "To lead is to serve and to truly serve is to coach. In Keith Rosen's brilliant book, you'll not only learn how to create a winning culture and a competitive advantage for your team through coaching but also how to create and leave a legacy that you'll be proud of." Vince Thompson, author of Ignited, "Winning in sales is no different than winning in life. If you embrace Keith's philosophy, you can certainly expect to win in all areas of your life, while making a profound and measurable impact on your salespeople's performance and attitude. "Dr., 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., 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.
LC Classification NumberHF5439.5.R67 2008
