Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives

How many salespeople (and managers) are not realizing their fullest potential? What stands in the way to greater performance isn’t something they don’t have but something they don’t get consistently: effective coaching. Unfortunately; most managers don’t deliver consistent, effective coaching or have the coaching skills needed to make a long term, positive impact on their salespeople’s performance. They act as Chief Problem Solvers and get far too involved in fixing their people’s problems; then get frustrated about their salespeople’s inability to improve.

Coaching Salespeople into Sales Champions provides a proven coaching framework used by the world’s leading sales organizations so that managers can confidently facilitative powerful, engaging coaching conversations that help you reach your business objectives – faster and win more sales today.

Winner of 6 International Best Book Awards, this book has already been endorsed by dozens of top sales organizations such as Microsoft, Oracle, Google, American Express, IBM, PepsiCo, The New York Rangers, The New York Knicks and thought leaders including Brian Tracy, Ziglar, Tom Hopkins, Denis Waitley and Tony Alessandra, Tony Parinello and Jill Konrath as the number one book on sales coaching and management coach training.

Sales training alone is not enough. Your people can’t always diagnose their own skill deficiencies, nor can they coach themselves out of a slump. Managers focus on spreadsheets and treat symptoms instead of uncovering the root cause, so similar problems persist. Good coaching taps into people’s individuality and motivation, builds confidence & fosters deeper accountability.

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2 comments for “Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives

  1. Keith Nerdin
    June 25, 2013 at 3:07 PM

    My Story: From Struggling Sales Manager to Business Partner with the Author! When I found Coaching Salespeople Into Sales Champions, I had just been given a 30-day chance to save a struggling sales team. Now–almost exactly one year later–I find myself on a plane en route to meet the author in person for the first time. I’m now the Director of Business Development and an Executive Sales Coach for Profit Builders–Keith Rosen’s Company.Shortly after opening this book, I was struck by its realness. It was clear I had in my possession a veritable sales coaching handbook–not just some philosophical rant. I burned through sticky notes and highlighters over the next several days. Everyday I would go to work and test one of the nuggets of wisdom I had read about the night before. Everyday I would be amazed with the results!After finishing the book, I inquired with Profit Builders about hiring a coach. Shockingly, I ended up speaking with Keith Rosen himself! During a complimentary coaching call he calmly, professionally, and systematically proceeded to thoroughly blow my mind! I hired him on the spot for a 3-month, one-to-one coaching engagement. After our initial 3-months expired and ROI surpassed all expectations, I refused to let him go and we worked together for 3 more months.By combining the incredibly detailed and resourceful processes outlined in this book and one-to-one coaching with Keith, our sales department ended up shattering all previous company sales records. Morale went through the roof, and…well…my world changed. Especially helpful was Keith’s coaching on time management. I’m a father of three children under the age of 11, a happily married husband, a full-time student, a passionately dedicated professional, and a newly trained volunteer Cubmaster for a local Cub Scout Pack. With all this on my plate, I’m able to maintain a consistent sense of calm focus and direction–something I had struggled achieving my entire adult life–even with less on my plate!Not only has my career launched into unthinkable new realms, but the confidence I’ve gained along the way has played a significant part in my recent success of losing 55 pounds over a 6-month period as well! As hokey or over-the-top as it may sound, I’ve never been healthier, happier, or more successful than I am right now and I literally believe that such wouldn’t be the case, had I not purchased Coaching Salespeople Into Sales Champions.

  2. Jeffrey Pham
    June 25, 2013 at 8:08 PM

    A Good Take on the Subject Matter This book was refreshing in its point of view, but I had some issue trying to believe that it wasn’t all just hype. I enjoyed the real world experience that came out of the text and recommend it for anyone trying to inspire a sales team. In the grueling world of sales quotas and cold calling and voice mails, this helps you create a management style that makes sense in an unforgiving cut throat environment. I picked up this book, awaiting to be inspired.I had somewhat of a hard time getting through the subject matter although the methodology seemed so enlightening. Some parts of the book seemed to be basic management theory from the pages of Dale Carnegie, while other parts did come off as entirely new and refreshing. There is some great debunking of tired tyrannical managers. In the end, I felt that there are some worthwhile ideas to pursue.

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