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Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives
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List Price:
$29.95
Global Home Business Price:
$19.77
Your Savings: $ 10.18 ( 34% )
Subject To Change Without Notice
Availability: Usually ships in 24 hours
Manufacturer: Wiley
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Average Customer Rating: 
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Binding: Hardcover
Dewey Decimal Number: 658.3044
EAN: 9780470142516
ISBN: 0470142510
Label: Wiley
Manufacturer: Wiley
Number Of Items: 1
Number Of Pages: 327
Publication Date: 2008-03-14
Publisher: Wiley
Studio: Wiley
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Editorial Reviews:
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Coaching Salespeople into Sales Champions is the ultimate guide to maximizing team productivity through executive sales coaching. Between professional deadlines and other business responsibilities, most sales managers can?t find the time to develop their sales staff. This book shows you how to develop your own executive sales coaching skills so you can boost sales efficiency, train your staff to better performance, and hire and retain top sales talent.
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Spotlight customer reviews:
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Customer Rating:
Summary: A Must Read & Resource for Every Sales Coach
Comment: I've read several coaching books and none have given me the practical advice and tools as Coaching Salespeople into Sales Champions. The coaching philosophy of Keith Rosen is sound and his ability to clearly articulate how to implement that philosophy is why this book is so valuable. A must read and resource for every sales coach.
Customer Rating:
Summary: Great Resource That Can Positively Impact Revenue
Comment: Attention all business owners, executives who are organizationally accountable for the sales department, and sales managers - I highly recommend this book for you. Keith Rosen has done an amazing job of clearly defining what it takes to consistently lead a strong, high-performing sales team. Sometimes business owners or executives to whom a sales manager reports do not have a clear understanding of how critical both sales coaching and training, individually and in a team format, are to overall sales performance on a daily, ongoing basis. Do you ever wonder why sales employee turnover is high, or why performance metrics, goals and revenue or profit expectations are not achieved? There is a tendency to think "you train them once, and they should be good to go". Unfortunately, this is not the case and may be one of the reasons behind turnover and less-than-expected performance.
It is time for businesses to think differently about their sales departments and personnel, and implement innovative, people-building processes and systems that create what it really takes to support sales champions. Attraction of top sales talent, inspiration, development and retention are key. This book is a great place to get started.
Customer Rating:
Summary: A Sales Management Masterpiece For Our Times
Comment: To say this book is interesting and useful is an understatement. I found it full of information that far exceeds the investment of the time to read it and the money to purchase it.
Most material on the subject of sales managemet is watered down and filled with fluff. Keith Rosen is so specific that you will want to keep a copy with you at all times as a refence on what to say or do when faced with a challenge in managing your sales team.
For one thing, he re-defines what sales management is in today's environment. The back of the book alone is worth thousands of dollars to anyone who is smart enough to use it. The rest is just a master course on "new school" sales behaviors and accountability.
One day this material will be looked at the same way Dale Carnegie's information was viewed, It will no doubt change an entire generation of sales managers if they just read it and follow the advice given.
Thanks Keith for this golden "go to" book. Now I know what to do when I am brainlocked. This is the book that every author of sales books wished they wrote. If I sound envious, I am.
- Joe Crisara, CEO of [...]
Customer Rating:
Summary: This is an awesome book!!
Comment: If you are in any kind of sales or sales management you need to read this book. It will change the way you teach and coach your team. Keith's way of coaching is a refreshing new concept.
Customer Rating:
Summary: The Manual for Sales Leaders today
Comment: If you haven't become a student of "coaching" (versus managing) your sales team in this day and age, you are working without a full toolbox. This book is the needed manual for achieving top performance and stronger team relationships whether you manage a small, medium or large sales team. A must-read for those sales leaders and executives looking for ways to continuously improve their processes, methodologies and perfomance.
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