• Coaching Salespeople into Sales Champions

  • A Tactical Playbook for Managers and Executives
  • Di: Keith Rosen
  • Letto da: Dennis Holland
  • Durata: 10 ore e 34 min
  • Versione integrale
  • Data di pubblicazione: 28 09 2010
  • Lingua: Inglese
  • Editore: Audible Studios
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Sintesi dell'editore

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™ 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.

©2008 Keith Rosen (P)2010 Audible, Inc.

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  • Douglas C. Bates
  • 02 05 2011

It doesn't stand up to serious inspection

Coaching Salespeople into Sales Champions reminds me of those sales calls I get periodically in which the salesman proceeds to dominate the conversation but actually says almost nothing. Paying close attention, what is said tends not logically follow what was said before -- the sales technique of constantly changing the subject so that no one gives a hard look at what was just said. That's necessary in this case, because what was said doesn't stand up to a hard look. That's not to say that the book is all wrong. Most of it is perfectly reasonable, albeit not well reasoned. If you're in the choir, you may enjoy the preaching because you can fill in the holes and can enjoy being reminded of what you already think. But there are lots of empty words filling those holes, and even some downright clunkers, such as the anecdote where the author criticizes a senior manager who legitimately challenges his sales team's poorly thought-out group think and not even one member of the team had thought through the matter well enough to respond to the challenge. In this respect, this anecdote reflects the whole book: It doesn't stand up to serious inspection.

16 su 23 utenti hanno ritenuto utile questa recensione

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  • Mimi
  • 22 04 2012

Excellent book to shake things up

What made the experience of listening to Coaching Salespeople into Sales Champions the most enjoyable?

People who are not open to making changes in their own way of doing things won't like this book. But the insights are true and very helpful.

What did you like best about this story?

Manage your sales peoples' energy. Not their time.And coaching has nothing to do with the coach (so true but so easy to forget) :)

Any additional comments?

I wish there was a companion book that had all the forms and stuff already to purchase.

4 su 7 utenti hanno ritenuto utile questa recensione

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  • Cliente Amazon
  • 21 08 2017

Great advices and a new perspective into sales

This book has been very helpful as a new executive salesperson. I like the perspective of how things are presented.

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  • Ryan Joswick
  • 01 11 2016

Excellent Tactical Sales Leadership Book

I recently took my regional sales leadership team through this book. Each week we covered one chapter and discussed how we can apply Keith's principles. I found the book full of valuable perspectives, strategies, and tactical coaching advice. We greatly benefited from the material, and believe you will also benefit from reading and applying the material.

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  • Blair C
  • 23 11 2015

Great for Sales Managers, but you need the book

What made the experience of listening to Coaching Salespeople into Sales Champions the most enjoyable?

I loved the tone and contents of this book.

What was one of the most memorable moments of Coaching Salespeople into Sales Champions?

I loved the section about the 4 week plan to turn around an underperformer. I'd like to have had more granular detail.

Which character – as performed by Dennis Holland – was your favorite?

All of them.

Any additional comments?

At the back of the book is a great list of tools that are provided. The audiobook reads these tools but that's it. To maximize the value of this book, you need to get a copy of the list.

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  • Andrei Mungiu
  • 15 11 2015

nothing special IMO

The aithor is focused more on explaining the difference between training and coaching rather than simply explaining is a more clear manner how to coach. Too many ides that should make you use his service, the title should be why you should use my services.

1 su 1 utenti hanno ritenuto utile questa recensione

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  • Lee the HypnoCoach
  • 06 12 2011

Practical and Useful Coaching Reference

What did you love best about Coaching Salespeople into Sales Champions?

Dennis Holland did a great job of reading Keith Rosen's excellent book. In order for a business book to be

Who was your favorite character and why?

I have to say Brian the sales manager was a favorite because he listened to coaching and got the results in his coaching work with his own salesperson. The simple 30 day

Have you listened to any of Dennis Holland’s other performances before? How does this one compare?

Dennis is an excellent narrator and his voice carries the concepts the author wanted to convey.

Was this a book you wanted to listen to all in one sitting?

No, because I wanted to digest the book. I did wind up buying a print copy of the book as a result of listening to it. But, I find that listening to a book and having a hard copy is a nearly ideal way to interact with a book.

Any additional comments?

I recommend this book to coaches of all descriptions. It is an excellent resource and a wonderful tool to listen to while driving.

4 su 8 utenti hanno ritenuto utile questa recensione

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  • George
  • 17 03 2011

Greatest Tool for managing people!

I have been in sales for over 30 years and have owned a company for 20 years and this is the single best resource I have ever had to inspire, coach, and lead my sales team. After great frustration and wondering why my people weren't listening, I have changed my approach completely. Thank You!

6 su 12 utenti hanno ritenuto utile questa recensione

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  • david
  • 21 09 2013

Gotta to be a "Coach"

Would you recommend this audiobook to a friend? If so, why?

Anyone who is directly or indirectly involved with a sales team should read this book.

What was one of the most memorable moments of Coaching Salespeople into Sales Champions?

The biggest takeaway for me was how important it is to listen and understand before responding.

1 su 4 utenti hanno ritenuto utile questa recensione

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  • Rajiv Sinha
  • 30 03 2015

Excellent coach!

For managers who wanted to coach their team members but didn't know how to get started.

2 su 2 utenti hanno ritenuto utile questa recensione

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  • Ellen
  • 14 05 2016

Plenty to provoke thoughts. Practical questioning

Plenty to provoke thoughts. Practical questioning too. Took a couple attempts to finish it thou.

1 su 1 utenti hanno ritenuto utile questa recensione

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  • Mr. Robins
  • 01 09 2015

Outstanding sales coaching audio

Rich and detailed info that I will certainly be applying in my coaching sessions and sales skills trainings. highly recommended

1 su 1 utenti hanno ritenuto utile questa recensione

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  • Angus Lyon
  • 05 04 2017

Still waiting for any real content

I am over 1 hour into this book and all he has done is talk about the importance of coaching and referred to content in the appendix. I hope some real content comes along soon

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  • Gus
  • 28 02 2016

almost too much good stuff for one read

Where does Coaching Salespeople into Sales Champions rank among all the audiobooks you’ve listened to so far?

one of the best

What other book might you compare Coaching Salespeople into Sales Champions to, and why?

Triggers and quiet leadership are more general coaching books but this book is directly related to sales

Any additional comments?

really a great practical book if you wish to enter into the 'coaching' style. There is so much in it i found i needed the hard copy book in addition, to use in day to day application<br/>I think it did help that i had read some other coaching leadership books before, as the amount of content without the background could have been quiet overwhelming