Coaching Salespeople into Sales Champions

This is clearly the best book on sales coaching I've seen in a decade." —Gerhard Gschwandtner, founder and Publisher of Selling Power "Keith has done a tremendous job outlining the importance of coaching versus managing.

Author: Keith Rosen

Publisher: John Wiley & Sons

ISBN: 0470893419

Category: Business & Economics

Page: 352

View: 562

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 FrameworkTM 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 Leadership

Sound ludicrous? Consider this is a reality in many thriving organizations. Most leadership books don't apply to sales leadership.

Author: Keith Rosen

Publisher: John Wiley & Sons

ISBN: 1119483247

Category: Business & Economics

Page: 288

View: 391

"Coaching is the universal language of learning, development, and change." Imagine 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. Most 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. What if you can successfully coach anyone in 15, 5, or even 60 seconds using one question? Sales Leadership 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." Since 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. Great business leaders shift from doing people's jobs to developing them by learning the language of leadership coaching. In its powerful simplicity, Sales Leadership delivers a chronological path to develop a thriving coaching culture and coaching leaders who develop top performing teams and sales champions. Using Keith's intuitive LEADS Coaching FrameworkTM, 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 natural, healthy habit. In his award-winning book, Coaching Salespeople Into Sales Champions, 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.

Mastering the World of Selling Biography: Keith Rosen isthe executive sales coach that top
salespeople and managers call first to ... speaker, and bestsellingauthor,
Keithhaswritten several books including Coaching Salespeople into Sales
Champions, ...

Author: Eric Taylor

Publisher: John Wiley & Sons

ISBN: 9780470651506

Category: Business & Economics

Page: 416

View: 866

Of the 17 million people in the U.S. who are involved directly or indirectly in sales, many repeatedly acknowledge facing four major challenges: No prior sales education or training Lack of formalized sales training, resources, and methodologies provided by their companies Due to the recession and downsizing era, lack of 12-18 month professional sales training for new hires provided by Fortune 500 companies A consistent struggle to keep their sales force, distributors, manufacturers reps and affiliates motivated and focused on effectively selling their products and services Mastering the World of Selling helps companies and entrepreneurs overcome these four major obstacles with candid advice and winning strategies from the leading sales trainers and training companies in the world: Acclivus*AchieveGlobal*Action Selling*Tony Allesandra*Brian Azar*Baker Communications, Inc.*Mike Bosworth*Ian Brodie*Ed Brodow*Mike Brooks*Bob Burg*Jim Cathcart*Robert Cialdini PhD*Communispond, Inc.*Tim Connor*CustomerCentric Selling*Dale Carnegie*Sam Deep*Bryan Dodge*Barry Farber*Jonathan Farrington*Jeffrey Fox*Colleen Francis*FranklinCovey Sales Performance Solutions*Thomas A. Freese*Patricia Fripp*Ari Galper*General Physics Corporation*Jeffrey Gitomer*Charles H. Green*Ford Harding*Holden International*Chet Holmes*Tom Hopkins*Huthwaite, Inc.*Imparta, Ltd.*InfoMentis, Inc.*Integrity Solutions*Janek Performance Group, Inc.*Tony Jeary*Dave Kahle*Ron Karr*Knowledge-Advantage, Inc.*Jill Konrath*Dave Kurlan*Ron LaVine*Kendra Lee*Ray Leone*Chris Lytle*Paul McCord*Mercuri International*Miller Heiman, Inc.*Anne Miller*Dr. Ivan Misner*Michael Macedonio*Sharon Drew Morgen*Napoleon Hill Foundation*Michael Oliver*Rick Page*Anthony Parinello*Michael Port*Porter Henry*Prime Resource Group, Inc.*Neil Rackham*Revenue Storm*Linda Richardson*Keith Rosen*Frank Rumbauskas*Sales Performance International, Inc.*Sandler Training*Dr. Tom Sant*Stephan Schiffman*Dan Seidman*Blair Singer*Terri Sjodin*Art Sobczak*Drew Stevens, PhD*STI International*The Brooks Group*The Friedman Group*The TAS Group*Brian Tracy*ValueSelling Associates*Wendy Weiss&*Jacques Werth*Floyd Wickman*Wilson Learning*Dirk Zeller*Tom Ziglar*Zig Ziglar

Coaching Winning Sales Teams

Coaching salespeople into sales champions: A tactical playbook for managers
and executives. Hoboken, NJ: John Wiley & Sons. 5. Alexander, G. (2006).
Behavioural coaching – The GROW model. In J. Passmore (Ed.), Excellence in ...

Author: Tim Chapman

Publisher: Emerald Group Publishing

ISBN: 1789734878

Category: Business & Economics

Page: 248

View: 683

Through extensive research into elite coaches in the world of business and sports, this book investigates the mindset, skills and behaviours required to be a top sales coach and provides a range of practical models, tools and techniques for sales leaders and professionals to use.

The Complete Idiot s Guide to Closing the Sale

In The Complete Idiot's GuideR to Closing the Sale, Keith Rosen uses the same non-manipulative, encouraging, and effective approach he used in The Complete Idiot's GuideR to Cold Calling(1592572278) to teach salespeople how to communicate ...

Author: Keith Rosen

Publisher: Penguin

ISBN: 9781592576036

Category: Business & Economics

Page: 280

View: 771

In The Complete Idiot's GuideR to Closing the Sale, Keith Rosen uses the same non-manipulative, encouraging, and effective approach he used in The Complete Idiot's GuideR to Cold Calling(1592572278) to teach salespeople how to communicate with customers in a way the leads them to make a mutually beneficial buying decision. Packed with real-life examples, case studies, tools, action steps, and sure-fire strategies that complement readers' individual abilities, The Complete Idiot's Guide to Closing the Saleena bles readers to adapt their techniques to the preferred buying processes and communication styles of their customers, resulting in a more effective - and more enjoyable - approach to selling.

The Key to the C Suite

... HOW TO THINK LIKE A CHAMPION Keith Rosen, global authority on sales
leadership and author of the award-winning Coaching Salespeople into Sales
Champions “You've trained your salespeople on your product and service
offerings, ...

Author: Michael J. NICK

Publisher: AMACOM

ISBN: 0814417310

Category: Business & Economics

Page: 208

View: 113

Sell to the C-suite by speaking their language.... With budgets more stringent than ever, important purchasing decisions have moved up the ladder to the C-suite. These days, it is crucial for sales professionals to understand the financial metrics senior level executives use to make strategic buying decisions and be able to communicate the positive effect their products or services will have on a company’s financial statements. This book shows readers how to build a convincing business case and present it to C-level executives. Readers will discover how to: Find key financial information on a prospect • Determine a corporation’s financial stability • Clearly define the value of the product or service they are selling • Calculate the value impact of their offerings in financial metrics Clarifying how sales packages fit into metrics such as return on asset, return on equity, operating costs, net profit, and earnings, this book reveals how readers can determine their product’s value as perceived by an organization’s ultimate decision makers, and unlock the door to greater sales.

Sales Coaching Making the Great Leap from Sales Manager to Sales Coach

Jeff Blackwell Founder, The best sales managers are sales
coaches first. Linda's simple and practical approach is the best I have seen to
turn bosses into coaches and salespeople into sales champions. Use this and I ...

Author: Linda Richardson

Publisher: McGraw Hill Professional

ISBN: 9780071603812

Category: Business & Economics

Page: 208

View: 399

Go from manager to coach--and motivate your staff to unprecedented success! Since the original publication of this classic guide, organizations have recognized that sales coaching is a sales manager's most important role. Now, author Linda Richardson has completely updated and revised Sales Coaching to include the latest tools and techniques, as well as a refined sales coaching process for increasing performance. Sales Coaching will help you make the essential transition from boss to coach so you can help salespeople achieve their goals. In this new role, you will empower your people to reach their highest potential by removing obstacles while fostering self and peer coaching, allowing direct reports to take responsibility for their own development. Richardson's broader objective is to help build and sustain a sales culture of continuous improvement and sales excellence. Inside you'll find a clear, practical, five-step approach to sales coaching that will result in dramatic changes in behavior. Sales Coaching includes brand new guidance on Maximizing technology Coaching more effectively Remote coaching Coaching in-the-action Quarterly coaching plans Richardson provides the skills and strategies you need to deliver feedback that changes behavior and strengthen relationships with your sales team. This new edition gives you everything you need to achieve your objectives and build a winning sales culture. You will watch members of your team reach performance heights they would not attain without your guidance. The results will benefit everyone--you, your staff, and ultimately your customers. The choice is yours: Be a manager who makes your salespeople do their jobs, or be a coach who helps your salespeople succeed.

Own Your Day

Discover Keith Rosen's powerful roadmap to doubling your productivity, developing your team, achieving your business objectives, and creating more harmony and significance in your life.Sales managers and executives work under intense ...

Author: Keith Rosen


ISBN: 9780986381430

Category: Self-Help

Page: 198

View: 305

Discover Keith Rosen's powerful roadmap to doubling your productivity, developing your team, achieving your business objectives, and creating more harmony and significance in your life.Sales managers and executives work under intense conditions unique to their roles that traditional time management strategies fail to address. Consequently, many leaders believe it's impossible to develop an effective routine when their time is consumed with phone calls, emails, meetings, texts, internal company challenges, competing priorities, and customer needs constantly demanding their attention.But Own Your Day changes all that. In addition to learning time management strategies that will yield immediate results in your life, you will learn how to master the inner game of time management which will enable you to coach your team to thrive and help them improve their personal productivity. Discover how to: Reduce your daily workload and protect your time. Obliterate your never-ending to-do list. Make time your ally rather than your adversary. Develop a Personal Navigation System that aligns your routine with your goals, values, and priorities. Stop reacting to problems and become hyper-responsive so that you can take charge of your day. Identify and eliminate your time killers that distract you from your priorities, cause stress, and waste time.

Winning Body Language for Sales Professionals Control the Conversation and Connect with Your Customer without Saying a Word ENHANCED

Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers
and Executives. Wiley, 2008 Ryan, Christopher, and Cacilda Ietha. Sex at Dawn:
The Prehistoric Qrigins ofModern Sexuality. Harper, 2010. Simons, Herbert.

Author: Mark Bowden

Publisher: McGraw Hill Professional

ISBN: 0071824936

Category: Business & Economics

Page: 256

View: 617

Building on his classic guide Winning Body Language, master communications expert Mark Bowden reveals essential nonverbal strategies that help win sales Whether calling on a potential client for the first time, delivering a presentation, analyzing a client's needs, or making a sale, how the message is delivered matters as much as—or more than—what's being said. Winning Body Language for Sales Professionals unlocks the secrets of nonverbal communication to give sales specialists an unbeatable advantage. Mark Bowden has coached hundreds of clients how to communicate more effectively and influentially. In this guide, he delivers step-by-step guidance and demonstrations specifically tailored for sales pros, including how to read situations and cues in prospective clients' body language; knowing when (and how) to sit and stand; and subtle alterations to body language that convey positive energy, persuade and influence, and put customers at ease! Mark Bowden is a noted body language expert and creator of TruthPlane(TM), a communication and presentation training program used by Fortune 50 companies and CEOs throughout the world.

NADA s AutoExec

High Profitability , Low - Pressure F & / Sales : 100 Persuasive Things to Say After
They ' ve Said " No ... Seven Key Coaching Strategies to Turn Salespeople Into
Sales Champions With Jimmy Atkinson , Assurant Solutions ( Sun . , 11 : 00 a ...




Category: Automobile industry and trade


View: 379

Crushing Quota Proven Sales Coaching Tactics for Breakthrough Performance

Proven Sales Coaching Tactics for Breakthrough Performance Michelle Vazzana,
Jason Jordan. This chapter examines the most common barriers to effective sales
coaching. ... This has been and continues to be the conventional wisdom on how
best to coach a salesperson. Get into the field as often as possible, spend as
much time as possible with each of your reps, and consider yourself a champion
coach. Unfortunately, this outdated view of coaching is no longer viable for two ...

Author: Michelle Vazzana

Publisher: McGraw Hill Professional

ISBN: 126012116X

Category: Business & Economics

Page: 256

View: 677

Make sales coaching a daily priority for top-of-game staff performance Those who do it right prove time and time again that sales coaching works. If you’re one of the many managers yet to reap the benefits of sales coaching, the solution is in your hands. Based on one of today’s most popular sales training programs Crushing Quota breaks the process down into manageable components, so you can make sales coaching a realistic, meaningful part of your staff’s job. It all comes down to three critical points that the vast majority of sales managers today are missing: •Provide clear direction for sellers on how to get to quota—for all sales roles•Ensure effective execution by coaching the right things, in the right measure, executed the right way •Assess seller performance and make timely course corrections It’s all about helping your people make the best use of their time and effort. That’s what coaches do. When a salesperson is skilled at making important decisions about which priorities to pursue and which ones to ignore to—results follow. It’s that simple. Crushing Quota teaches you how to develop the best coaching approach for your teams and their individual sellers using powerful research-based best practices. This is the definitive guide to making sales coaching work for any sales team in any industry.

Automotive News

Edwin Lennon Jr. , president of Circle Infiniti Inc. in West Long Branch , N.J. , said
he hopes dealers will find out within a ... into Sales Champions , you probably
learned some ways to maximize your most powerful resource : your people ! By
now you should be able to • uncover your sales team's true potential ; • build on
your team members ' strengths ; • develop your management team into coaches
and ...




Category: Automobiles


View: 516

Event Solutions

This You : “ Well , you know how question usually surfaces at sales teams often
struggle to find new prospects or meet ... Coaching Instead of waiting around for
these potenprospect might sound like if you're a sales Salespeople into Sales tial




Category: Congresses and conventions


View: 874

Becoming a Coaching Leader

The Proven System for Building Your Own Team of Champions Daniel S.
Harkavy. on your team. ... He is a good example of how to turn the skills of
coaching into tangible gains for his company and his team. ... He has become the
number one salesperson leading the number one branch in his region in this
new way of selling. He has also become the most outspoken advocate for the
new sales process.

Author: Daniel S. Harkavy

Publisher: HarperCollins Leadership

ISBN: 1418569674

Category: Business & Economics

Page: 224

View: 117

As a coach to some of the country’s highest-profile executives, Daniel Harkavy has witnessed the transformation--both professional and personal--that comes when leaders utilize coaching to turn their paycheck-driven teams into vibrant and successful growth cultures. Since founding his company in 1996, Harkavy and his team have coached thousands and shared their knowledge by certifying coaching leaders across the country. Now, in this strategic and thought-provoking guide, he shares his proven strategy for improving your team’s performance while raising quality of life inside and outside of the office. You’ll learn the core four foundations to every coaching strategy, the most powerful leadership tools you can and should leverage, and the key behaviors and disciplines of successful coaching leaders. Coaching makes developing people a high-payoff activity. Complete with quick leadership quizzes and a quick-reference road map for implementation, Becoming a Coaching Leader shows you how to leverage coaching techniques to equip tomorrow’s leaders and pave a lasting leadership legacy.

The Game of Sales

The Game of Sales delves deeply into the business-to-business environment of sales reps and sales managers and how corporate structures impact the work of sales teams.

Author: Buck Buchanan


ISBN: 9780578464572



View: 108

The Game of Sales delves deeply into the business-to-business environment of sales reps and sales managers and how corporate structures impact the work of sales teams. It's not a theoretical or academic view of sales; all the fundamentals, examples, and advice in this book are based on the real-world experiences of people who have worked day in and day out as sales professionals. The Game of Sales also uses sports to illustrate a number of key points. Why sports? Both sales and sports are about competing. Thus, there are any number of direct and indirect comparisons. For example, in sports, the most gifted, best trained, and hardest working athletes generally win. And in most cases, the same holds true for salespeople. But sales is only one part of the overall company team. Like in sports, everyone on the team needs to work together to win. This book helps you understand the team dynamics, the position sales plays in the starting lineup, and how you as a rep or manager are instrumental in helping the team win the games of sales.

The Champion Real Estate Agent

Once you can do that, your rocket ship to the Champion level will be fully fueled.
Chapter 5 takes dead aim at one of the problems we have in sales (especially
real estate sales)—getting people to believe ... As a salesperson, you are
constantly making presentations to prospects, customers, and clients. ... Chapter
11 delves into the key moment with the seller . . . the listing presentation. ...
Chapter 13 coaches you through the steps to acquire strong belief and conviction
in your value.

Author: Dirk Zeller

Publisher: McGraw Hill Professional

ISBN: 0071484337

Category: Business & Economics

Page: 338

View: 281

A proven plan for peak sales performance-and a better life! In The Champion Real Estate Agent, renowned sales trainer Dirk Zeller shows you how to dramatically boost sales and achieve all your professional goals. But there's much more to being a champion agent than just selling. Zeller's proven program not only turns you into a top sales performer, it gives you all the tools to build your real estate business and create a secure and prosperous future for yourself. Full of inside tips, expert advice, and real-world examples from Zeller's many years as a champion agent and trainer, this comprehensive career guide presents a complete system for managing your business and time-so you can earn more money and enjoy more of life. Don't just get into the real estate game; become an all-star when you learn how to: Supercharge your sales and commissions Use Zeller's unique referral strategy to turn effort into income Develop trust and credibility with customers Design a custom business plan that fits your life and goals Generate multiple streams of income “This ultra-complete book shows realty agents what it takes to be successful, as measured by high earnings and business satisfaction. On my scale of one to 10, this excellent book rates a solid 10.”--Robert J. Bruss, nationally syndicated real estate columnist


"Great coaches turn the situation around so the salesperson comes back with the
answers." Because we are ... 1 way we can do that is in an area where we are all
weak, at least in this industry - sales and marketing. It's Alive! ... The level of
service we're giving our customers, the attention, the management and all the
processes built into it amazes me. ... You don't have to be a sales champion to do




Category: Interior landscaping


View: 374

Ziglar on Selling

The Ultimate Handbook for the Complete Sales Professional Zig Ziglar ... But
regardless of how you coach yourself, you must answer at least one question
about each presentation that ends without your asking for the order. The question
is ...

Author: Zig Ziglar

Publisher: Thomas Nelson

ISBN: 1418514101

Category: Business & Economics

Page: 368

View: 676

Want to be on top in your sales career? How do you succeed in the profession of selling?while also maintaining your sanity, avoiding ulcers and heart attacks, continuing in a good relationship with your spouse and children, meeting your financial obligations, and preparing for those "golden years,"?and still have a moment you can call your own? Zig Ziglar shows you how, sharing information, direction, inspiration, laughter, and tears that will help you make the necessary choices for a balanced life?personal and professional. Selling is a magnificently rewarding and exciting profession. It is, however, more than a career. It is a way of life?constantly changing and always demanding your best. In Ziglar on Selling, you'll discover the kind of person you are is the most essential facet in building a successful professional sales career. You've got to be before you can do. "I will see you at the top?in the world of selling."?Zig Ziglar

100 Ways to Win the Profit Game

Find a qualified , passionate champion to be in charge of your sales and
marketing efforts . 5. Initiate coaches notebooks to record summaries of meetings
between the salespeople and sales managers . Coaching sessions should take
... sales effectively and promptly . Record them into your sales department's
system . 1 .

Author: Barry R. Schimel

Publisher: Capital Books Incorporated

ISBN: 9781892123060

Category: Business & Economics

Page: 288

View: 418

The Profit Advisors now offer 100 battle-tested strategies for adding fast profits to any business's bottom line.

What it Takes to Succeed in Sales

How a prospective salesperson's personality fits into the climate of the existing
sales force , as well as the chemistry between the manager and the ... To use the
sports analogy one more time , while a team can improve markedly through good
coaching , practice , and team spirit , very often one or more additional players
obtained through the draft or in a trade will turn an average team into a champion

Author: Jeanne Greenberg

Publisher: Irwin Professional Pub


Category: Business & Economics

Page: 241

View: 282

This helpful guide shows readers how to increase sales productivity, determine the suitability of prospective employees for sales positions, and weed out applicants that could hurt sales growth.