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Publisher's Summary

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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Customer Reviews

Most Helpful
1 out of 5 stars
By Douglas C. Bates on 05-02-11

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.

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17 of 24 people found this review helpful

1 out of 5 stars
By Andrei Mungiu on 11-15-15

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.

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1 of 1 people found this review helpful

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Customer Reviews

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4 out of 5 stars
By Rajiv Sinha on 03-30-15

Excellent coach!

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

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2 of 2 people found this review helpful

3 out of 5 stars
By Ellen on 05-14-16

Plenty to provoke thoughts. Practical questioning

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

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1 of 1 people found this review helpful

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Customer Reviews

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5 out of 5 stars
By Daniel on 05-14-16

Sales Manager must have!

great book, a must for any sales manager who wants to become effective in developing there staff. Keith offers clear experience in sales mamagement amd development and offers tool and strategies that i have been able to immediately adapt inro my current position which has already has a significant difference in how i coach my team. Not only can we quickly pinpoint the issues in processes but we are also developing plans to fix them. This is a book i will definately be revisiting to glean as much as i cam from it.

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