Votre titre Audible gratuit

Coaching Salespeople into Sales Champions

A Tactical Playbook for Managers and Executives
Lu par : Dennis Holland
Durée : 10 h et 34 min
5,0 out of 5 stars (3 notations)
Une erreur est survenue lors du processus d'achat, veuillez rafraîchir la page et essayez à nouveau.
Merci de réessayer d'ici quelques minutes. Alternativement, vous pouvez contacter notre service client.

Description

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.

Ce que les auditeurs disent de Coaching Salespeople into Sales Champions

Notations
Global
  • 5 out of 5 stars
  • 5 étoiles
    3
  • 4 étoiles
    0
  • 3 étoiles
    0
  • 2 étoiles
    0
  • 1 étoile
    0
Interprétation
  • 5 out of 5 stars
  • 5 étoiles
    2
  • 4 étoiles
    0
  • 3 étoiles
    0
  • 2 étoiles
    0
  • 1 étoile
    0
Histoire
  • 5 out of 5 stars
  • 5 étoiles
    2
  • 4 étoiles
    0
  • 3 étoiles
    0
  • 2 étoiles
    0
  • 1 étoile
    0

Il n'y a pas encore de critique disponible pour ce titre.
Trier par :
Trier par:
  • Global
    1 out of 5 stars
  • Interprétation
    2 out of 5 stars
  • Histoire
    1 out of 5 stars
Image de profile pour Andrei Mungiu
  • Andrei Mungiu
  • 15/11/2015

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.

3 personnes ont trouvé cela utile

  • Global
    1 out of 5 stars
  • Interprétation
    3 out of 5 stars
  • Histoire
    1 out of 5 stars
Image de profile pour Douglas C. Bates
  • Douglas C. Bates
  • 02/05/2011

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.

20 personnes ont trouvé cela utile

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    4 out of 5 stars
Image de profile pour Marci
  • Marci
  • 22/04/2012

Excellent book to shake things up

What made the experience of listening to Coaching Salespeople into Sales Champions the most enjoyable?

People who are not open to making changes in their own way of doing things won't like this book. But the insights are true and very helpful.

What did you like best about this story?

Manage your sales peoples' energy. Not their time.And coaching has nothing to do with the coach (so true but so easy to forget) :)

Any additional comments?

I wish there was a companion book that had all the forms and stuff already to purchase.

4 personnes ont trouvé cela utile

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
Image de profile pour Jackie David Strange
  • Jackie David Strange
  • 29/08/2020

Top five best books of all time if you manage to sales team!

I’ve been selling and in sales for nearly 15 years professionally… I’ve managed and or coached thousands of leader and sales professionals… I only wish I had read this 15 years ago!

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
Image de profile pour Kari Graziose
  • Kari Graziose
  • 26/03/2020

Always learning

This book was a book I was required to read but I was happy I did when finished. This made me think about the way I react to each employee. I’m re assessing my team. This is a must learn for all management and executive level.

  • Global
    1 out of 5 stars
  • Interprétation
    1 out of 5 stars
  • Histoire
    1 out of 5 stars
Image de profile pour Amazon Customer
  • Amazon Customer
  • 09/02/2019

Kill me now...

Good lord, I’ve read at least 100+ business books and never have I wanted to stab myself in the face with a pencil more than while listening to this generic bucket of vomit. On the bright side I finished it and now I can go back to reading books that actually help.

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
Image de profile pour Amazon Customer
  • Amazon Customer
  • 29/11/2018

A must have play book for anyone that coaches

Great book with easy strategies to implement immediately. There are coaching techniques for every different individual or team member that you interact with.

  • Global
    4 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    3 out of 5 stars
Image de profile pour Ehren
  • Ehren
  • 27/11/2018

Very insightful

A very straightforward read. Clearly defined the difference between a coach, a manager, and a trainer. Helpful to anyone that needs guidance and tactics on how to coach their team.

  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    5 out of 5 stars
Image de profile pour Robville
  • Robville
  • 02/11/2018

Great Book

Certainly one of the best Sales Coaching books I have read to date. recommend read for all Sales Managers.

  • Global
    4 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    4 out of 5 stars
Image de profile pour Utilisateur anonyme
  • Utilisateur anonyme
  • 21/08/2018

Now I know what coaching is about

...but the book isn't that directed to sales. You can easy adapt ir to all positions. Audiobook is ok, but you really need to have the book in order to adapt it to your sales process. 8/10

Trier par :
Trier par:
  • Global
    5 out of 5 stars
  • Interprétation
    5 out of 5 stars
  • Histoire
    4 out of 5 stars
Image de profile pour Sergej
  • Sergej
  • 11/08/2015

eye opening!

will definitely chamge my approach towards coaching. great guide for people to get started and excelent summary of core questions in the last chapter