Coaching Salespeople into Sales Champions Book Summary - Coaching Salespeople into Sales Champions Book explained in key points
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Coaching Salespeople into Sales Champions summary

Keith Rosen

A Tactical Playbook for Managers and Executives

4 (87 ratings)
12 mins

Brief summary

"Coaching Salespeople into Sales Champions" by Keith Rosen is a guide for sales managers who want to develop their team's skills and drive performance. The book provides practical advice and real-world examples to help sales leaders create a winning coaching culture.

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    Coaching Salespeople into Sales Champions
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    To build your sales team for success, you’ve got to discover exactly what they need.

    Imagine you’re a sales manager who wants to grow her lead generation and sales efforts, but you’re struggling without a defined approach or game plan.

    It’s clear you need advice, so you decide to enlist a consultant, a trainer and a coach. While your decision is a good one, it’s important for you to discover precisely which type of support your salespeople really need.

    For instance, a consultant will likely tackle your problem with market research for your target market. He’ll then present his findings to you, as well as offer a strategy for employing them.

    The trainer will build on the consultant’s conclusions to identify areas in which you and your team need to improve. He’ll then provide specific exercises to move you toward your goal.

    In fact, there’s a lot a trainer could do to improve your sales approach. For instance, he might help you practice your sales pitch, creating role-playing exercises to do so.

    Clearly, hiring a consultant and a trainer can be helpful, but too many managers underestimate the third step, which is coaching. That’s because after your training, a coach plays an instrumental role in ensuring you and your team understand your training and effectively apply it.

    You need to understand the differences between a consultant, trainer and coach as you identify which tools you and your team need to improve sales.

    If you want to coach your salespeople, don’t underestimate the workings of a coaching process. Be aware that your weekly sales meetings are not the same as a coaching program, despite what many managers believe.

    You’ll have to do the coaching on a daily or weekly basis. You’ll see, though, that these weekly coaching sessions will give you the chance to uncover and solve problems you might not have seen before.

    So remember, if you’re going to undertake the challenge of both managing and coaching, it’s essential you learn how to switch between routine managerial work and the work of coaching.

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    What is Coaching Salespeople into Sales Champions about?

    Coaching Salespeople into Sales Champions (2008) is the sales manager’s guide to coaching salespeople and learning how to build powerful connections among your sales force. You’ll learn how to empower your team, let go of your fears and become a highly effective sales coach.  

    Coaching Salespeople into Sales Champions Review

    Coaching Salespeople into Sales Champions (2008) is a comprehensive guide that explores the art of coaching sales teams to exceed their targets. Here's why this book is worth reading:

    • It provides valuable insights and practical strategies to help sales managers elevate their coaching skills and achieve outstanding results.
    • The book offers a step-by-step approach to developing high-performing sales teams, with actionable advice on everything from effective communication to driving motivation.
    • With its engaging anecdotes and real-life examples, this book truly brings the coaching journey to life, making it an enjoyable and enlightening read.

    Best quote from Coaching Salespeople into Sales Champions

    The amount of value received from coaching will be determined by the person youre coaching, not by you.

    —Keith Rosen
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    Who should read Coaching Salespeople into Sales Champions?

    • Sales managers
    • Entrepreneurs looking to build an effective sales force
    • Consultants, trainers and coaches

    About the Author

    Keith Rosen is the CEO of Profit Builder, a company specializing in sales and coaching training. Inc. magazine and Fast Company named Rosen one of the top five most influential executive coaches.

     

    © Keith Rosen: Coaching Salespeople into Sales Champions copyright 2008, John Wiley & Sons Inc. Used by permission of John Wiley & Sons Inc. and shall not be made available to any unauthorized third parties.

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    Coaching Salespeople into Sales Champions FAQs 

    What is the main message of Coaching Salespeople into Sales Champions?

    The main message of Coaching Salespeople into Sales Champions is how to transform salespeople into high-performing sales champions.

    How long does it take to read Coaching Salespeople into Sales Champions?

    The reading time for Coaching Salespeople into Sales Champions varies depending on the reader, but it typically takes several hours. The Blinkist summary can be read in just 15 minutes.

    Is Coaching Salespeople into Sales Champions a good book? Is it worth reading?

    Coaching Salespeople into Sales Champions is a valuable read for anyone looking to improve sales performance. It provides practical strategies and insights for coaching salespeople to success.

    Who is the author of Coaching Salespeople into Sales Champions?

    Keith Rosen is the author of Coaching Salespeople into Sales Champions.