{"product_id":"coaching-salespeople-into-sales-champions-isbn-9780470142516","title":"Coaching Salespeople into Sales Champions","description":"\u003cp\u003e\u003cb\u003e\u003ci\u003eSales training doesn’t develop sales champions. Managers do\u003c\/i\u003e.\u003c\/b\u003e \u003c\/p\u003e \u003cp\u003eThe secret to developing a team of high performers isn’t more training but better \u003cb\u003e\u003ci\u003ecoaching\u003c\/i\u003e.\u003c\/b\u003e  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 \u003ci\u003eL.E.A.D.S. Coaching Framework\u003c\/i\u003e™ used by the world’s top organizations, you’ll get your sales and management teams to perform better - fast. \u003c\/p\u003e \u003cp\u003e\u003ci\u003eCoaching Salespeople into Sales Champions\u003c\/i\u003e 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.\u003c\/p\u003e \u003cp\u003eYou 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.\u003c\/p\u003e \u003cp\u003eWinner of Five International Best Book Awards, \u003ci\u003eCoaching Salespeople Into Sales Champions\u003c\/i\u003e is your tactical, step-by-step playbook for any people manager looking to:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eBoost sales, productivity and personal accountability, while \u003ci\u003ereducing\u003c\/i\u003e your workload\u003c\/li\u003e \u003cli\u003eConduct customer\/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities\u003c\/li\u003e \u003cli\u003eAchieve a long term ROI from coaching by ensuring it’s woven into your daily rhythm of business\u003c\/li\u003e \u003cli\u003eDesign, launch and sustain a successful internal coaching program\u003c\/li\u003e \u003cli\u003eTurn-around underperformers in 30 days or less\u003c\/li\u003e \u003cli\u003eBuild deeper trust and handle difficult conversations by creating alignment around each person’s goals and your objectives\u003c\/li\u003e \u003cli\u003eCoach and retain your top performers\u003c\/li\u003e \u003cli\u003eCollaborate more powerfully and communicate like a world-class leader\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003cb\u003eTraining develops salespeople. Coaching develops sales champions. Your new competitive edge.\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAbout the Author xiii\u003c\/p\u003e \u003cp\u003eAcknowledgments xv\u003c\/p\u003e \u003cp\u003eIntroduction xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter One The Death of Management 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBecoming an Executive Sales Coach 1\u003c\/p\u003e \u003cp\u003eBut I’m Already Coaching 3\u003c\/p\u003e \u003cp\u003eMaking the Shift from Sales Manager to Executive Sales Coach 3\u003c\/p\u003e \u003cp\u003eThe Missing Discipline of Sales Coaching 5\u003c\/p\u003e \u003cp\u003eDefining the Role of a Sales Coach 6\u003c\/p\u003e \u003cp\u003eA Coach versus a Mentor 7\u003c\/p\u003e \u003cp\u003eNine Barriers to Coaching a Sales Team 8\u003c\/p\u003e \u003cp\u003eConsultant, Trainer, or Coach? 12\u003c\/p\u003e \u003cp\u003eManagers Don’t Have Time to Manage 15\u003c\/p\u003e \u003cp\u003eUnderstanding the Commitment to Coach Your Sales Team 17\u003c\/p\u003e \u003cp\u003eGet a Coach for the Coach 19\u003c\/p\u003e \u003cp\u003eFive Core Characteristics of the World’s Greatest Sales Coaches 21\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Two The Coach’s Mindset: Six Universal Principles of Masterful Coaching 25\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eManagement’s Eternal Conundrum 26\u003c\/p\u003e \u003cp\u003eHitting Rock Bottom 27\u003c\/p\u003e \u003cp\u003eYou Can’t Coach What You Fear 29\u003c\/p\u003e \u003cp\u003eThe Strong, Fearful Leader 30\u003c\/p\u003e \u003cp\u003eUniversal Principle of Masterful Coaching No. 1: Make Fear Your Ally 32\u003c\/p\u003e \u003cp\u003eUniversal Principle of Masterful Coaching No. 2: Be Present 36\u003c\/p\u003e \u003cp\u003eUniversal Principle of Masterful Coaching No. 3: Detach from the Outcome 41\u003c\/p\u003e \u003cp\u003eUniversal Principle of Masterful Coaching No. 4: Become Process Driven 45\u003c\/p\u003e \u003cp\u003eUniversal Principle of Masterful Coaching No. 5: Be Creative 49\u003c\/p\u003e \u003cp\u003eUniversal Principle of Masterful Coaching No. 6: Become Fully Accountable— for Everything 50\u003c\/p\u003e \u003cp\u003eThe Top 19 Excuses Managers Use to Justify Why Salespeople Fail 51\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Three Six Fatal Coaching Mistakes and How to Avoid Them 55\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCoach the Relationship with Their Story 56\u003c\/p\u003e \u003cp\u003eFatal Coaching Mistake No. 1: Believing the S.C.A.M.M.— A Manager’s Most Elusive Adversary 57\u003c\/p\u003e \u003cp\u003eFatal Coaching Mistake No. 2: Wanting More for others than They Want for Themselves 63\u003c\/p\u003e \u003cp\u003eFatal Coaching Mistake No. 3: Are You Coaching Your Salespeople or Judging Them? 68\u003c\/p\u003e \u003cp\u003eFatal Coaching Mistake No. 4: Coaching Isn’t about the Coach 70\u003c\/p\u003e \u003cp\u003eFatal Coaching Mistake No. 5: Share Ideas, Not Expectations 71\u003c\/p\u003e \u003cp\u003eFatal Coaching Mistake No. 6: Mismanaging Expectations: Are You Preparing Your Sales Team for Change? 73\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Four Tactical Coaching 77\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWho Do You Coach? 77\u003c\/p\u003e \u003cp\u003eA.G.R.O.W.T.H. Success Indicator to Determine Personal Coachability 78\u003c\/p\u003e \u003cp\u003eDon’t Coach the Squeaker 80\u003c\/p\u003e \u003cp\u003eCoaching the Whole Person 80\u003c\/p\u003e \u003cp\u003eDeveloping Sales Champions from the Inside Out 81\u003c\/p\u003e \u003cp\u003eWhat Do You Coach? Coach the Gap 82\u003c\/p\u003e \u003cp\u003eDo I Coach Them or Train Them? 84\u003c\/p\u003e \u003cp\u003eWhat Exactly Can You Coach? 88\u003c\/p\u003e \u003cp\u003eThe Top 10 Characteristics of Highly Effective Salespeople 89\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Five The Seven Types Of Sales Managers 91\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Seven Ps 91\u003c\/p\u003e \u003cp\u003eThe Problem-Solving Manager 93\u003c\/p\u003e \u003cp\u003eThe Question is the Answer 97\u003c\/p\u003e \u003cp\u003eSolution-Oriented Questions 98\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Six Ignition On! Now They’re Inspired 101\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Pitchfork Manager 101\u003c\/p\u003e \u003cp\u003ePush versus Pull— A Simple Model of Motivation 103\u003c\/p\u003e \u003cp\u003eLet Your Salespeople Tell You What Motivates Them 104\u003c\/p\u003e \u003cp\u003eAsk Your Salespeople How They Want to be Coached 106\u003c\/p\u003e \u003cp\u003eMotivate through Pleasure Rather than Consequence 107\u003c\/p\u003e \u003cp\u003eCommunicate from Abundance Rather than From Scarcity 108\u003c\/p\u003e \u003cp\u003eMake Acknowledgment Unconditional, Measurable, and Specific 110\u003c\/p\u003e \u003cp\u003eMake Your People Right, Even When They’re Not 113\u003c\/p\u003e \u003cp\u003eCreate New Opportunities Rather than Make People Wrong 116\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Seven Assumptive Coaching and Dangerous Listening 119\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Pontificating Manager 119\u003c\/p\u003e \u003cp\u003eEight Barriers That Prevent Masterful Listening 121\u003c\/p\u003e \u003cp\u003eListening Through Filters— A Manager’s Lethal Weakness 122\u003c\/p\u003e \u003cp\u003eJust the Facts, Please 125\u003c\/p\u003e \u003cp\u003eEncourage Silence 125\u003c\/p\u003e \u003cp\u003eFocus More on the Message Than on the Messenger 126\u003c\/p\u003e \u003cp\u003eListening to Someone or Listening for Something 127\u003c\/p\u003e \u003cp\u003eMake People Feel They Are Being Heard 129\u003c\/p\u003e \u003cp\u003eThe Presumptuous Manager 131\u003c\/p\u003e \u003cp\u003eDon’t Believe Everything You Tell Yourself 132\u003c\/p\u003e \u003cp\u003eGet Out of Your Way and Out of Your Head 133\u003c\/p\u003e \u003cp\u003eBe Curious 140\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Eight Vulnerability-Based Leadership 143\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Perfect Manager 143\u003c\/p\u003e \u003cp\u003eExpress Your Authenticity: Become Vulnerable 146\u003c\/p\u003e \u003cp\u003eEmbrace Your Humanity 147\u003c\/p\u003e \u003cp\u003eEvidence of an Emerging Culture 148\u003c\/p\u003e \u003cp\u003eVulnerability and Trust 149\u003c\/p\u003e \u003cp\u003eThe Passive Manager 151\u003c\/p\u003e \u003cp\u003eEmbrace Healthy Conflict 153\u003c\/p\u003e \u003cp\u003eCall Them Out Using the Coaching Edge 153\u003c\/p\u003e \u003cp\u003eTake a Stand for Your Salespeople 154\u003c\/p\u003e \u003cp\u003eDeclare What You Really Want for Your Sales Team 156\u003c\/p\u003e \u003cp\u003eThe “I’m Sensing That” Statement 158\u003c\/p\u003e \u003cp\u003eThe Proactive Manager 161\u003c\/p\u003e \u003cp\u003eA View from the Sidelines 162\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Nine Facilitating an Effective Coaching Conversation 169\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePreparing for the Coaching Session 169\u003c\/p\u003e \u003cp\u003eThe Anatomy of a Coaching Session 170\u003c\/p\u003e \u003cp\u003eThe Coaching Prep Form 171\u003c\/p\u003e \u003cp\u003eStrategic Coaching Questions 175\u003c\/p\u003e \u003cp\u003eThe L.E.A.D.S. Coaching Model 176\u003c\/p\u003e \u003cp\u003eThe Management Conversation 179\u003c\/p\u003e \u003cp\u003eThe Coaching Conversation 183\u003c\/p\u003e \u003cp\u003eGoing Deeper— Breakthrough Coaching 191\u003c\/p\u003e \u003cp\u003eHow Much Coaching is Enough? 203\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Ten The Art of Enrollment 207\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIt’s All about Connection 207\u003c\/p\u003e \u003cp\u003eMaking an Impact 210\u003c\/p\u003e \u003cp\u003eLeaving Your Legacy as a Manager 211\u003c\/p\u003e \u003cp\u003eThe Art of Enrollment 212\u003c\/p\u003e \u003cp\u003eEnrollment is a Universal Phenomenon 214\u003c\/p\u003e \u003cp\u003eCreating the Possibility for Change 215\u003c\/p\u003e \u003cp\u003eThe Six Steps of an Enrollment Conversation 216\u003c\/p\u003e \u003cp\u003eCase Study: Enrolling Someone to Improve their Quality of Work 218\u003c\/p\u003e \u003cp\u003eCase Study: Enrolling Someone to Become More Accountable 222\u003c\/p\u003e \u003cp\u003eThe Written Word: Crafting a Compelling Message 226\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Eleven The Seduction of Potential 233\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePotential is the Holy Grail 233\u003c\/p\u003e \u003cp\u003eThe Seduction Begins: The Ether of Potential 235\u003c\/p\u003e \u003cp\u003eThe Hard Cost of Complacency 236\u003c\/p\u003e \u003cp\u003eYou Can’t Build a Business on Potential 237\u003c\/p\u003e \u003cp\u003eWhen to Give up and Let Go 239\u003c\/p\u003e \u003cp\u003eMaster the Art of Abandonment 240\u003c\/p\u003e \u003cp\u003eThe Top Trigger Points of Seduction 241\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Twelve Develop an Internal Coaching Program 243\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdentifying a Turnaround Opportunity 244\u003c\/p\u003e \u003cp\u003eHolding Your People Accountable 248\u003c\/p\u003e \u003cp\u003eWeek One: Introducing the Turnaround Strategy—An Enrollment Conversation 248\u003c\/p\u003e \u003cp\u003eWeek Two: A Minor Setback or Imminent Failure 252\u003c\/p\u003e \u003cp\u003eWeek Three: On The Winner’s Path 257\u003c\/p\u003e \u003cp\u003eWeek Four: A Successful Turnaround 264\u003c\/p\u003e \u003cp\u003eDesigning an Executive Sales Coaching Program 266\u003c\/p\u003e \u003cp\u003eHow to Turn Around or Terminate an Underperformer in Less than 30 Days 270\u003c\/p\u003e \u003cp\u003eFire Them and Then Hire Them 277\u003c\/p\u003e \u003cp\u003eTips from the Coaches’ Playbook 278\u003c\/p\u003e \u003cp\u003e\u003cb\u003eConclusion 279\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFinal Thoughts on Being an Executive Sales Coach 279\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix 283\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Playbook of Questions for Sales Coaches 283\u003c\/p\u003e \u003cp\u003eThe 80-20 Rule on Coaching Questions 313\u003c\/p\u003e \u003cp\u003eIndex 315\u003c\/p\u003e  \u003cp\u003e\"[The author] has spotted an opening and written one of the best sales coaching books so far, in what is still a small selection.\" (\u003cem\u003eSalesforce,\u003c\/em\u003e) June 2008)  \u003c\/p\u003e\u003cp\u003e\u003cb\u003e KEITH ROSEN\u003c\/b\u003e is the CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies worldwide. Keith has delivered his courses to hundreds of thousands of salespeople and managers in practically every industry; on five continents and in over 50 countries. Keith is the author of several bestselling books. As a global authority on sales coaching and the pioneer of leadership coach training, Keith was inducted in the inaugural group of the Top Sales Hall of Fame in recognition for his outstanding contributions in sales and leadership development. \u003ci\u003eInc\u003c\/i\u003e. magazine and \u003ci\u003eFast Company\u003c\/i\u003e named Keith one of the five most influential executive coaches. Keith was also featured on the award winning television show, \u003ci\u003eMad Men\u003c\/i\u003e and was one of the first out of only a handful of coaches who earned the distinguished Master Certified Coach designation credentialed through the International Coach Federation. To get Keith’s ebooks, articles and videos, visit \u003cb\u003ewww.KeithRosen.com\u003c\/b\u003e.\u003c\/p\u003e  \u003cp\u003e\u003cb\u003e \u003ci\u003eSales training doesn’t develop sales champions. Managers do. \u003c\/i\u003e\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe secret to developing a team of high performers isn’t more training but better \u003cb\u003e\u003ci\u003ecoaching.\u003c\/i\u003e\u003c\/b\u003e 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 \u003cu\u003estick\u003c\/u\u003e. With Keith Rosen’s coaching methodology and proven \u003ci\u003eL.E.A.D.S. Coaching Framework\u003c\/i\u003e\u003csup\u003e™\u003c\/sup\u003e used by the world’s top organizations, you’ll get your sales and management teams to perform better - fast.  \u003c\/p\u003e\u003cp\u003e\u003ci\u003eCoaching Salespeople into Sales Champions\u003c\/i\u003e 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.  \u003c\/p\u003e\u003cp\u003e 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.  \u003c\/p\u003e\u003cp\u003eWinner of Five International Best Book Awards and the #1 bestselling sales management book on Amazon.com for five consecutive years, \u003ci\u003eCoaching Salespeople Into Sales Champions\u003c\/i\u003e is your tactical, step-by-step playbook for any people manager looking to:  \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eBoost sales, productivity and personal accountability, while \u003ci\u003ereducing\u003c\/i\u003e your workload\u003c\/li\u003e \u003cli\u003eConduct customer\/pipeline reviews that improve forecast accuracy, customer retention and uncover new selling opportunities\u003c\/li\u003e \u003cli\u003eAchieve a long term ROI from coaching by ensuring it’s woven into your daily rhythm of business\u003c\/li\u003e \u003cli\u003eDesign, launch and sustain a successful internal coaching program\u003c\/li\u003e \u003cli\u003eTurn-around underperformers in 30 days or less\u003c\/li\u003e \u003cli\u003eBuild deeper trust and handle difficult conversations by creating alignment around each person’s goals and your objectives \u003c\/li\u003e \u003cli\u003eCoach and retain your top performers\u003c\/li\u003e \u003cli\u003eCollaborate more powerfully and communicate like a world-class leader\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003e\u003cb\u003eTraining develops salespeople. Coaching develops sales champions. Your new competitive edge. \u003c\/b\u003e  \u003c\/p\u003e\u003cp\u003e\"There is no other single activity to boost sales that works better than sales coaching and Keith's book, Coaching Salespeople into Sales Champions, is the best ever written on how to do it well.\"\u003cbr\u003e—\u003ci\u003e\u003cb\u003eBrian Tracy\u003c\/b\u003e\u003c\/i\u003e, Author,  Getting Rich Your Own Way\u003c\/p\u003e \u003cp\u003e\"Few management books are specific to salespeople and those of us who work with salespeople understand they're a different breed. Keith Rosen's book is a great one to study and apply or pick up here and there when you have a special need. His coaching ideas are clearly explained and easily executed.\"\u003cbr\u003e—\u003cb\u003e\u003ci\u003eTom Hopkins\u003c\/i\u003e\u003c\/b\u003e, author of How to Master the Art of Selling\u003c\/p\u003e \u003cp\u003e\"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.\"\u003cbr\u003e—\u003ci\u003e\u003cb\u003eDr. Denis Waitley\u003c\/b\u003e\u003c\/i\u003e, Best Selling Author of The Seeds of Greatness and The Psychology of Winning\u003c\/p\u003e \u003cp\u003e\"Coaching Salespeople Into Sales Champions is a well written, easily readable, practical book for anyone who manages salespeople. Excellent content is combined with real case studies, coaching templates and action steps that make this book a must read and a desktop reference for every sales manager, executive or business owner.\"\u003cbr\u003e—\u003ci\u003e\u003cb\u003eDr. Tony Alessandra\u003c\/b\u003e\u003c\/i\u003e, Author of The Platinum Rule \u0026amp; Non-Manipulative Selling\u003c\/p\u003e \u003cp\u003e\"Warning! Get Coaching Salespeople into Champions or put your team and your company at risk. Keith Rosen's step-by-step guidance will transform you and your sales team into top performers virtually overnight.\"\u003cbr\u003e—\u003cb\u003e\u003ci\u003eJill Konrath\u003c\/i\u003e\u003c\/b\u003e, author of Selling to Big Companies and Founder, SellingtoBigCompanies.com\u003c\/p\u003e \u003cp\u003e\"Fluffless! Rosen continues to give practical, A to Z how-to advice. After you read it, simply do it!\"\u003cbr\u003e—\u003cb\u003e\u003ci\u003eAnthony Parinello\u003c\/i\u003e\u003c\/b\u003e, Author of Selling to VITO\u003c\/p\u003e \u003cp\u003e“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 sales people and sales managers are missing.”\u003cbr\u003e—\u003cb\u003e\u003ci\u003eTom Ziglar\u003c\/i\u003e\u003c\/b\u003e, CEO, Ziglar, Inc.\u003c\/p\u003e \u003cp\u003e\"There are very few good books published for sales managers and most of them 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 the clearly the best book on sales coaching I've seen in a decade.\"\u003cbr\u003e—\u003cb\u003e\u003ci\u003eGerhard Gschwandtner\u003c\/i\u003e\u003c\/b\u003e, Founder and Publisher, Selling Power\u003c\/p\u003e \u003cp\u003e\"When it comes to building a top sales organization, Keith has got the market cornered on tactical leadership strategies for today's workforce. Coaching Salespeople into Sales Champions is a winning playbook for managers who need to strengthen and invigorate their sales team through executive sales coaching.\"\u003cbr\u003e—\u003cb\u003e\u003ci\u003eDavid Hirsch,\u003c\/i\u003e\u003c\/b\u003e Director of Business to Business Vertical Markets Group, Google\u003c\/p\u003e \u003cp\u003e“We can give salespeople all of the training in the world, we can inspire them and motivate them, we can even provide them with the latest and greatest technology…..but in today's highly competitive marketplace, we can measurably accelerate their success through coaching and this is THE TACTICAL PLAY BOOK to help get it done!”\u003cbr\u003e—\u003cb\u003e\u003ci\u003eMichael Norton\u003c\/i\u003e\u003c\/b\u003e, Chairman of the Board and Founder, CanDoGo™\u003c\/p\u003e \u003cp\u003e\"Great playbook that all leaders should read and reference.  Keith has done a tremendous job outlining the importance of coaching vs. managing.  Implementing Keith's playbook will drive the development of high performance salespeople and superior results.\"\u003cbr\u003e—\u003cb\u003e\u003ci\u003eKelly Carioti\u003c\/i\u003e\u003c\/b\u003e, Vice President, Specialty and Self-Service Retail, PepsiCo \u003c\/p\u003e \u003cp\u003e“Without effective coaching, sales performance improvement programs stand little to no chance of success, and so establishing an effective coaching program was one of the highest priorities for Microsoft sales managers, with high demand from sales leadership worldwide. Having experience working with several vendors, and looking closely at many other coaching programs available in the marketplace, Keith’s experience, expertise and approach won us over. Perhaps the clearest difference is that Keith’s approach makes a difference – it’s not simply theory and concepts – it’s practical with real-world situations. Keith also practices what he preaches, which sounds easy but bridging the knowing-doing gap is hard. With Keith, there’s no disconnect between what he teaches and what he actually does. He helps managers apply the principles of effective coaching regardless of the specific situation, no matter how difficult or ‘unique.’ His proven coaching framework is universally accepted, and as such, embraced by and complementary to every region, culture and business unit, regardless of where you are located throughout the world. There’s always something to learn from Keith and working with him is always an inspiration, so if you have the opportunity to do so, jump!”\u003cbr\u003e—\u003cb\u003e\u003ci\u003eMark Selleck\u003c\/i\u003e\u003c\/b\u003e - Senior Director, Worldwide Sales and Marketing Professions\u003c\/p\u003e \u003cp\u003e“It has been an immense professional and personal privilege to have had the opportunity to work so closely with a world-leading master in the art of Coaching. Keith is an exceptional trainer who inspires and enthuses his audience. His passion for the coaching is evident in the way he shows up and conducts himself. He went to great lengths to understand our business and our company culture and has inspired many of our Sales leaders to become masterful coaches. I would highly recommend him both as a person and as a professional for any organization wishing to transform their Sales management team towards Sales management excellence.”\u003cbr\u003e—\u003cb\u003e\u003ci\u003eCillian O'Grady\u003c\/i\u003e\u003c\/b\u003e - Senior Director Business Development Group Oracle Direct at Oracle\u003c\/p\u003e \u003cp\u003e“Our sales managers and I recently completed a program focused on “Sales Coaching”. The program was conducted by Keith Rosen, author of the best selling business book “Coaching Sales People into Sales Champions”. In my nine plus years in the Sports Industry, this was one of the most eye opening experiences that I have been through. What the program gave us, was the knowledge, structure, and game plan necessary to become better communicators with our staff and align our sales people’s personal and professional goals with the company's objectives, to increase performance.”\u003cbr\u003e—\u003cb\u003e\u003ci\u003eNick Forro\u003c\/i\u003e\u003c\/b\u003e - Director, Season Ticket Sales and Service at New York Yankees\u003c\/p\u003e \u003cp\u003e“Since Keith presented the program I have observed our working environment take big steps forward. Our reps are empowered and thinking creatively to create new possibilities for our business, thus the management team has relinquished our roles as “Chief Problem Solvers” which has allowed us to spend more time observing and coaching reps. Professionally, I am happier and with less stress than ever before. I can't thank Keith enough for the impact he has made!”\u003cbr\u003e—\u003cb\u003e\u003ci\u003eJeff Ianello\u003c\/i\u003e\u003c\/b\u003e - Vice President, Sales at Phoenix Suns\u003c\/p\u003e \u003cp\u003e“Keith Rosen was instrumental in \"Coaching Salespeople into Sales Champions\" in my organization of hundreds telemarketing and telesales people across Europe, Middle East \u0026amp; Africa. He delivered his training course to all managers in the organization (~100) and offered periodic one-to-one coaching to its top leaders thereafter, including myself.  Through his actions, the coaching culture significantly penetrated the organization, resulting in better managers-as-coaches and ultimately in improved salespeople empowerment and productivity. Keith Rosen's insights into salespeople motivators \u0026amp; behaviors, as well as his training skills were key \u0026amp; necessary in initiating this culture change successfully.”\u003cbr\u003e—\u003cb\u003e\u003ci\u003eStéphane Rousset\u003c\/i\u003e\u003c\/b\u003e - Senior Vice-President Strategy, International Business at Fujitsu\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47988938834149,"sku":"NP9780470142516","price":32.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9780470142516.jpg?v=1761782129","url":"https:\/\/k12savings.com\/es\/products\/coaching-salespeople-into-sales-champions-isbn-9780470142516","provider":"K12savings","version":"1.0","type":"link"}