{"product_id":"sales-leadership-isbn-9781119483250","title":"Sales Leadership","description":"\u003cp\u003e\u003cb\u003e\"Coaching is the universal language of learning, development, and change.\"\u003c\/b\u003e\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px;\"\u003e\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px;\"\u003eImagine a workplace without fear, stress, or worry. Instead, you're acknowledged as a valued, contributing team player who doesn't sacrifice priorities, values, happiness, or your life for your job. Sound ludicrous? Consider this is a reality in many thriving organizations.\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px;\"\u003e\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px;\"\u003eMost leadership books don't apply to sales leadership. Sales leaders are uniquely and indispensably special and need to be coached in a way that's aligned with their role, core competencies, and individuality to achieve their personal goals and company objectives.\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px;\"\u003e\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px;\"\u003e\u003cb\u003e\u003ci\u003eWhat if you can successfully coach anyone in 15, 5, or even 60 seconds using one question?\u003c\/i\u003e \u003c\/b\u003e\u003ci\u003eSales Leadership\u003c\/i\u003e makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, \"Coaching is difficult, doesn't work, and I don't have time to coach.\"\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;\"\u003e\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;\"\u003eSince most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do others' work, create dependency, and nourish the seed of mediocrity.\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;\"\u003e\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;\"\u003eGreat business leaders shift from doing people's jobs to developing them by learning the language of leadership coaching.\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;\"\u003e\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;\"\u003eIn its powerful simplicity, \u003ci\u003eSales Leadership\u003c\/i\u003e delivers a chronological path to develop a thriving coaching culture and coaching leaders who develop top performing teams and sales champions.\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;\"\u003e\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;\"\u003eUsing Keith's intuitive \u003cb\u003eLEADS Coaching Framework™, \u003c\/b\u003ethe coaching talk tracks for critical conversations, and his Enrollment strategy to create loyal, unified teams, you will inspire immediate change. Now, coaching is easily woven into your daily conversations and rhythm of business so that it becomes a natural, healthy habit.\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;\"\u003e\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;\"\u003eIn his award-winning book, \u003ci\u003eCoaching Salespeople Into Sales Champions\u003c\/i\u003e, Keith was the first Master Certified Coach to share his personal coaching playbook that is now the standard for coaching excellence. Ten years later, and one million miles traveled, he reveals the evolution of sales leadership and coaching mastery through his experiences working with Fortune 5000 companies and small businesses worldwide.\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;\"\u003e\u003cbr style=\"color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;\"\u003eIn the first book ever titled \u003ci\u003eSales Leadership\u003c\/i\u003e, you'll master the ability to:\u003c\/p\u003e \u003cul\u003e \u003cli\u003eAsk more questions, give less advice, and build trust and accountability to rely on people to do their job.\u003c\/li\u003e \u003cli\u003eReduce your workload and save 20 hours a week on unproductive and wasteful activities.\u003c\/li\u003e \u003cli\u003eShatter the toxic myths around coaching to eliminate generational gaps and departmental silos.\u003c\/li\u003e \u003cli\u003eAchieve business objectives, boost sales faster, and retain more customers.\u003c\/li\u003e \u003cli\u003eCreate buy-in around strategic change and improve daily performance metrics.\u003c\/li\u003e \u003cli\u003eAssess company readiness and ensure implementation of a successful and sustainable coaching initiative and create a healthy, happy workplace.\u003c\/li\u003e \u003c\/ul\u003e \u003ci\u003e\u003cb\u003e\"People create the mindset, mindset shapes behavior, behavior defines culture, and ultimately, culture determines success. That's why the primary business objective is: To Make Your People More Valuable.\"\u003c\/b\u003e\u003c\/i\u003e \u003cp\u003ePreface The Power of Why xix\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER ONE Preparing for the Cultural Evolution 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat’s Your Business DNA? 1\u003c\/p\u003e \u003cp\u003eBurn the Bridge of Mediocrity 2\u003c\/p\u003e \u003cp\u003eBoardroom or Bored Room: Defining Corporate Culture 4\u003c\/p\u003e \u003cp\u003eThe Company Ecosystem 4\u003c\/p\u003e \u003cp\u003eYou’re Not Coaching Effectively 5\u003c\/p\u003e \u003cp\u003eA 10-Year Coaching Study 7\u003c\/p\u003e \u003cp\u003eAssessing Your Culture and the ROI of Coaching 8\u003c\/p\u003e \u003cp\u003e34 Characteristics of a Coaching Culture 11\u003c\/p\u003e \u003cp\u003ePreparing for Your Cultural Evolution 12\u003c\/p\u003e \u003cp\u003ePreparing for Your Cultural Journey 14\u003c\/p\u003e \u003cp\u003eCan’t Change Your Company’s Culture?\u003c\/p\u003e \u003cp\u003eCreate a Subculture Instead 19\u003c\/p\u003e \u003cp\u003eStop Selling, Start Coaching 23\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWO L.E.A.D.S.: Your Guiding Framework for Transformational Coaching 27\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eQuestions Are the Universal Language 29\u003c\/p\u003e \u003cp\u003eA Universal Definition of Coaching 30\u003c\/p\u003e \u003cp\u003eThe Revised L.E.A.D.S. Model for Masterful Coaching 31\u003c\/p\u003e \u003cp\u003e24 Types of Questions in the L.E.A.D.S. Coaching Framework 38\u003c\/p\u003e \u003cp\u003eHow to Coach in 10 Minutes or Less 45\u003c\/p\u003e \u003cp\u003eCoaching Simplified: The Only Three Coaching Gaps You’ll Ever Uncover 47\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER THREE The L.E.A.D.S. Coaching Model at Work 51\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eDirective Coaching Is Not a Thing 51\u003c\/p\u003e \u003cp\u003eUsing the L.E.A.D.S. Coaching Model 53\u003c\/p\u003e \u003cp\u003eTen-Minute Coaching Moments 53\u003c\/p\u003e \u003cp\u003eThe Cost of Not Coaching 57\u003c\/p\u003e \u003cp\u003eJustifying Your Role as the Super Salesperson 58\u003c\/p\u003e \u003cp\u003eCoaching versus Training: What’s the Difference? 61\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER FOUR How to Coach in 10 Minutes or Less 65\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e“Coaching Takes Too Long” 66\u003c\/p\u003e \u003cp\u003eThe Five Parts of the 60-Second Coaching Question 69\u003c\/p\u003e \u003cp\u003eAsk for an Opinion, Not a Solution 71\u003c\/p\u003e \u003cp\u003eImpromptu Situational Coaching—the ABCs of Leadership 72\u003c\/p\u003e \u003cp\u003eTeam Coaching or Team Meetings? 75\u003c\/p\u003e \u003cp\u003eYour Meetings Suck: How Managers\u003c\/p\u003e \u003cp\u003eFacilitate Influential, Productive Meetings 76\u003c\/p\u003e \u003cp\u003eLead with Questions, Not Answers 78\u003c\/p\u003e \u003cp\u003eAbandon Absolute Thinking and Embrace Dualities 82\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER FIVE Tools to Manage the Coaching Process and Assess Results 85\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Revised Coaching Prep Form 86\u003c\/p\u003e \u003cp\u003eCapturing the Measurable Impact of Coaching 87\u003c\/p\u003e \u003cp\u003eAre You Reviewing Results or Performance? 92\u003c\/p\u003e \u003cp\u003eEnter the Coaching Action Plan 93\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER SIX Transforming Critical Conversations into Positive Change and Measurable Results 97\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Hard Truth 97\u003c\/p\u003e \u003cp\u003eCoach and Be Happy 98\u003c\/p\u003e \u003cp\u003eResign as Chief Problem Solver 99\u003c\/p\u003e \u003cp\u003eControl Freak? A Case for Letting Go 102\u003c\/p\u003e \u003cp\u003ePerformance Coach or Chief Problem Solver? You Decide 103\u003c\/p\u003e \u003cp\u003eAn Eight-Minute Coaching Conversation 105\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER SEVEN Creating Unity, Trust, and Buy-In: The Art of Enrollment 113\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWhat Is Enrollment? 114\u003c\/p\u003e \u003cp\u003eEveryone Loves Confrontation 117\u003c\/p\u003e \u003cp\u003eThere’s No Such Thing as a Difficult Conversation 118\u003c\/p\u003e \u003cp\u003eThe Six Steps of Enrollment 120\u003c\/p\u003e \u003cp\u003eCoaching versus Enrollment: The Difference and Synergy 123\u003c\/p\u003e \u003cp\u003eHow to Destroy Trust and Isolate Your Team 127\u003c\/p\u003e \u003cp\u003eThe Cost of Not Enrolling 129\u003c\/p\u003e \u003cp\u003eManage Expectations with Precision: A Different Kind of Conversation 131\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER EIGHT Seven Essential Enrollment Conversations That Create Companywide Alignment 133\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePrepare Your People for Change 134\u003c\/p\u003e \u003cp\u003eA Subtle Distinction 150\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER NINE Coach Tracks: Turn Difficult Situations into Coaching Wins 151\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eConversation #1: Eliminating Departmental and Interpersonal Silos 151\u003c\/p\u003e \u003cp\u003eConversation #2: Inheriting an Existing Team 155\u003c\/p\u003e \u003cp\u003eConversation #3: Peer Yesterday, Boss Today: Changing Roles from Peer to Boss 158\u003c\/p\u003e \u003cp\u003eConversation #4: The Revised 30-Day Turnaround Strategy for Underperformers 158\u003c\/p\u003e \u003cp\u003eConversation #5: The Evolution of the 30-Day Turnaround Strategy: The Success Acceleration Program 161\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TEN Mindful Coaching: The Inner Game of Coaching Champions 163\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eAssumptions in Communication 164\u003c\/p\u003e \u003cp\u003eCoach the Written Message 174\u003c\/p\u003e \u003cp\u003eCoaching the Elusive Topic of Time Management and Personal Productivity 177\u003c\/p\u003e \u003cp\u003eCoaching a Top Producer to Change Their Toxic Attitude and Behavior 180\u003c\/p\u003e \u003cp\u003eCan You Coach Fear and Confidence? 184\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER ELEVEN Know Your Players: Transforming Talent Through Observation and Feedback 185\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThree Ways to Uncover the Gap 186\u003c\/p\u003e \u003cp\u003eCoach the Person, Not the Spreadsheet 188\u003c\/p\u003e \u003cp\u003eSharing an Observation versus Developing Someone: What’s the Difference? 197\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER TWELVE 15 Common Coaching Killers That Sabotage Coaching Success 201\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eToxic Tactic #1: Nine Painfully Stupid, Disempowering Words to Stop Using 201\u003c\/p\u003e \u003cp\u003eToxic Tactic #2: Are You Coaching People or Closing Them? 203\u003c\/p\u003e \u003cp\u003eToxic Tactic #3: Coaching in Your Own Image 209\u003c\/p\u003e \u003cp\u003eToxic Tactic #4: Living Everywhere but Now 211\u003c\/p\u003e \u003cp\u003eToxic Tactic #5: Coaching Multiple Gaps at a Time 217\u003c\/p\u003e \u003cp\u003eToxic Tactic #6: Double-Dipping on Questions 219\u003c\/p\u003e \u003cp\u003eToxic Tactic #7: Coaching Is for Losers 220\u003c\/p\u003e \u003cp\u003eToxic Tactic #8: In Search of the Perfect Coaching Question 221\u003c\/p\u003e \u003cp\u003eToxic Tactic #9: Caring Too Much 222\u003c\/p\u003e \u003cp\u003eToxic Tactic #10: Is Everyone Truly Coachable? 222\u003c\/p\u003e \u003cp\u003eToxic Tactic #11: The Coachee Answers the Question—Not You! 223\u003c\/p\u003e \u003cp\u003eToxic Tactic #12: Getting Suckered by These Two Common Phrases 223\u003c\/p\u003e \u003cp\u003eToxic Tactic #13: Thinking You’re Super Coach 225\u003c\/p\u003e \u003cp\u003eToxic Tactic #14: Losing Patience in Coaching 226\u003c\/p\u003e \u003cp\u003eA GPS for Your Patience 226\u003c\/p\u003e \u003cp\u003eToxic Tactic #15: Dishonoring the ABCs of Leadership 228\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER THIRTEEN Culture-Shift: Sustaining The Habit of Coaching 231\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eSix Strategies to Build and Maintain Your Coaching Culture 232\u003c\/p\u003e \u003cp\u003e1. Peer-to-Peer Coaching 232\u003c\/p\u003e \u003cp\u003e2. Cross-Team Coaching and Observation 234\u003c\/p\u003e \u003cp\u003e3. Monthly Coaching Mindshare Sessions 234\u003c\/p\u003e \u003cp\u003e4. Get Your Own Coach 235\u003c\/p\u003e \u003cp\u003e5. Create Coaching Evangelists 235\u003c\/p\u003e \u003cp\u003e6. Leverage Technology or Build Reciprocated Accountability 235\u003c\/p\u003e \u003cp\u003e\u003cb\u003ePART I YOUR JOURNEY BEGINS HERE 237\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e\u003cb\u003eCHAPTER FOURTEEN The Final Transformation 239\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003e16 Final Guidance Principles to Become a Coaching Prodigy 243\u003c\/p\u003e \u003cp\u003eAppendix Seven Steps to Creating a Top Performing Coaching Culture 247\u003c\/p\u003e \u003cp\u003eBecome the Model of Exemplary Sales Leadership 251\u003c\/p\u003e \u003cp\u003eBring This Coaching Code into Your Company 251\u003c\/p\u003e \u003cp\u003eAcknowledgments 253\u003c\/p\u003e \u003cp\u003eAbout the Author 255\u003c\/p\u003e \u003cp\u003eIndex 257\u003c\/p\u003e \t \u003cp\u003e\u003cb\u003eKEITH ROSEN\u003c\/b\u003e is the founder of Coachquest and CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies Worldwide. Since 1989, Keith has delivered his transformational programs to hundreds of thousands of salespeople and managers in practically every industry; on five continents and in over 75 countries.\u003ci\u003e Inc.\u003c\/i\u003e magazine and \u003ci\u003eFast Company\u003c\/i\u003e named Keith one of the five most influential executive coaches, and has appeared on the award-winning television show, \u003ci\u003eMad Men.\u003c\/i\u003e Keith has written several bestsellers including, \u003ci\u003eOwn Your Day,\u003c\/i\u003e and the globally acclaimed \u003ci\u003eCoaching Salespeople into Sales Champions\u003c\/i\u003e, winner of Five International Best Book Awards and the #1 bestselling sales leadership book on Amazon since 2009. Visit KeithRosen.com.  \t \u003c\/p\u003e\u003cp\u003e\u003cb\u003eCoaching is The Universal Language of Learning, Development, and Change.\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003eImagine a workplace without fear, stress, or worry. Instead, you're acknowledged as a valued, contributing team player who doesn't sacrifice your priorities, values, happiness or your life for your job. Sound ludicrous? Consider this is a reality in many thriving organizations. \u003c\/p\u003e\u003cp\u003eMost leadership books don't apply to sales leadership. Sales leaders are uniquely and indispensably special and need to be coached in a way that's aligned with their role, core competencies, and individuality to achieve their personal goals and company objectives. \u003c\/p\u003e\u003cp\u003e\u003cb\u003e\u003ci\u003eWhat if you can successfully coach anyone in 15, 5 or even 60 seconds using one question?\u003c\/i\u003e\u003c\/b\u003e \u003ci\u003eSales Leadership\u003c\/i\u003e makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, \"Coaching is difficult, doesn't work, and I don't have time to coach.\" \u003c\/p\u003e\u003cp\u003eSince most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do other's work, create dependency, and nourish the seed of mediocrity. \u003c\/p\u003e\u003cp\u003eGreat business leaders shift from doing people's job to developing them by learning the language of leadership—\u003ci\u003ecoaching\u003c\/i\u003e. \u003c\/p\u003e\u003cp\u003eIn its powerful simplicity, \u003ci\u003eSales Leadership\u003c\/i\u003e delivers a chronological path to develop a thriving coaching culture and into a coaching leader who creates top performing teams and sales champions. \u003c\/p\u003e\u003cp\u003eUsing Keith's intuitive L.E.A.D.S. Coaching Framework™, the coaching talk tracks for critical conversations, and his Enrollment strategy to create loyal, unified teams—you will inspire immediate change. Now, coaching is easily woven into your daily conversations and rhythm of business so that it becomes a \u003ci\u003enatural, healthy habit\u003c\/i\u003e. \u003c\/p\u003e\u003cp\u003eIn his award-winning book, \u003ci\u003eCoaching Salespeople Into Sales Champions\u003c\/i\u003e, Keith was the first Master Certified Coach to share his personal coaching playbook that is now the standard for coaching excellence. Ten years, millions coached, and 75 countries later, he unveils the evolution of sales leadership and exemplary coaching through his experiences working with Fortune 5000 companies and small businesses worldwide. In the first book ever entitled, \u003ci\u003eSales Leadership,\u003c\/i\u003e you'll learn how to master the ability to: \u003c\/p\u003e\u003cul\u003e \u003cli\u003eAsk more questions, give less advice, and build the trust and accountability to rely on people to do their job\u003c\/li\u003e \u003cli\u003eReduce your workload and save over 20 hours every week on unproductive, wasteful activities\u003c\/li\u003e \u003cli\u003eShatter the toxic myths around coaching to eliminate generational gaps and departmental silos\u003c\/li\u003e \u003cli\u003eAchieve business objectives, boost sales faster, and retain more customers\u003c\/li\u003e \u003cli\u003eCreate buy-in around strategic change and improve daily performance metrics\u003c\/li\u003e \u003cli\u003eAssess company readiness and ensure implementation of a successful, sustainable coaching initiative to create a healthy, happy workplace and extraordinary sales leaders\u003c\/li\u003e \u003c\/ul\u003e \u003cp\u003e\u003ci\u003e\"People create the mindset, mindset shapes behavior, behavior defines culture, and ultimately, culture determines success. That's why the primary business objective is: To Make Your People More Valuable.\"\u003c\/i\u003e   \u003c\/p\u003e\u003cp\u003e\u003cb\u003ePRAISE FOR SALES LEADERSHIP\u003c\/b\u003e \u003c\/p\u003e\u003cp\u003e\"Keith Rosen's \u003ci\u003eSales Leadership\u003c\/i\u003e will take organizations to the next level of success that many sales leaders struggle to achieve!\" \u003cb\u003e —Marshall Goldsmith,\u003c\/b\u003e \u003ci\u003eNew York Times\u003c\/i\u003e # 1 bestselling author and two-time Thinkers 50 World's   # 1 Leadership Thinker \u003c\/p\u003e\u003cp\u003e\"An insightful and knowledgeable guide, with everything you need to know on how to coach your team into top performers. If you're serious about being the coaching conduit for your team's success, read this book today and start making a massive impact tomorrow. With great clarity and detail, \u003ci\u003eSales Leadership\u003c\/i\u003e helps leaders develop the skills needed to produce extraordinary results, starting with the way they engage and communicate with their teams, peers, company and customers.\" \u003cb\u003e —Keith Ferrazzi,\u003c\/b\u003e author of the #1 \u003ci\u003eNew York Times\u003c\/i\u003e bestseller \u003ci\u003eWho's Got Your Back\u003c\/i\u003e and \u003ci\u003eNever Eat Alone\u003c\/i\u003e \u003c\/p\u003e\u003cp\u003e\"Keith makes the coaching conversation easy and offers techniques that can create a breakthrough in performance and thinking in minutes, not hours! And for busy, caring managers, this removes the pressure and misconception that coaching is difficult and takes too long.\" \u003cb\u003e —David Cohen,\u003c\/b\u003e Vice President of North American Sales, Talent Solutions at LinkedIn \u003c\/p\u003e\u003cp\u003e\"A succinct and practical guide for getting the best from others and yourself that every people leader needs to refer to daily. If you want to become a transformational leader, this book paves the path for you.\" \u003cb\u003e —David Jullo,\u003c\/b\u003e Country Leader EMEA, Microsoft \u003c\/p\u003e\u003cp\u003e\"Keith guides you on the path to become an exceptional leader who communicates, coaches and creates sales champions, as well as the future leaders of your organization. Read it. Practice it. Apply it. Then, keep it on your desk as your personal playbook to continually develop your most important leadership habit — effective coaching.\" \u003cb\u003e —Nathan Stone,\u003c\/b\u003e Country Manager – Canada, New Business Sales, Google \u003c\/p\u003e\u003cp\u003e\"The days of, 'I promoted my top rep to manager and they're struggling' are over, when you make your salespeople great coaches. Keith shares simple, yet effective strategies every leader needs to become a great coach, and his magic is in showing the \u003ci\u003ehow\u003c\/i\u003e around what great coaching sounds like — with proven tactics and techniques to make you a better leader, whether you're a salesperson, new manager, or a seasoned veteran.\" \u003cb\u003e —Tony Rodoni,\u003c\/b\u003e Executive Vice President, Salesforce \u003c\/p\u003e\u003cp\u003e\"Sales is more complicated than ever, but Keith understands the key drivers to getting results better than anyone. Keith shows that you can exponentially grow sales by growing people using his coaching framework that sticks. This paradigm should be the cornerstone of any organization that seeks superior performance.\" \u003cb\u003e —Michael Coscetta,\u003c\/b\u003e Head of Global Sales, Square\u003c\/p\u003e","brand":"Wiley","offers":[{"title":"Default Title","offer_id":47989982527717,"sku":"NP9781119483250","price":29.0,"currency_code":"USD","in_stock":false}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/1842\/7735\/files\/9781119483250.jpg?v=1761786108","url":"https:\/\/k12savings.com\/products\/sales-leadership-isbn-9781119483250","provider":"K12savings","version":"1.0","type":"link"}