Coaching Salespeople into Sales Champions Book Summary - Coaching Salespeople into Sales Champions Book explained in key points
Listen to the Intro
00:00

Coaching Salespeople into Sales Champions summary

Keith Rosen

A Tactical Playbook for Managers and Executives

3.9 (74 ratings)
12 mins
Topics
Table of Contents

    Coaching Salespeople into Sales Champions
    Summary of 6 key ideas

    Audio & text in the Blinkist app
    Key idea 1 of 6

    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.

    Want to see all full key ideas from Coaching Salespeople into Sales Champions?

    Key ideas in Coaching Salespeople into Sales Champions

    More knowledge in less time
    Read or listen
    Read or listen
    Get the key ideas from nonfiction bestsellers in minutes, not hours.
    Find your next read
    Find your next read
    Get book lists curated by experts and personalized recommendations.
    Shortcasts
    Shortcasts New
    We’ve teamed up with podcast creators to bring you key insights from podcasts.

    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.  

    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
    example alt text

    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.

    Categories with Coaching Salespeople into Sales Champions

    Books like Coaching Salespeople into Sales Champions

    People ❤️ Blinkist
    Sven O.

    It's highly addictive to get core insights on personally relevant topics without repetition or triviality. Added to that the apps ability to suggest kindred interests opens up a foundation of knowledge.

    Thi Viet Quynh N.

    Great app. Good selection of book summaries you can read or listen to while commuting. Instead of scrolling through your social media news feed, this is a much better way to spend your spare time in my opinion.

    Jonathan A.

    Life changing. The concept of being able to grasp a book's main point in such a short time truly opens multiple opportunities to grow every area of your life at a faster rate.

    Renee D.

    Great app. Addicting. Perfect for wait times, morning coffee, evening before bed. Extremely well written, thorough, easy to use.

    People also liked

    Start growing with Blinkist now
    28 Million
    Downloads on all platforms
    4.7 Stars
    Average ratings on iOS and Google Play
    91%
    Of Blinkist members create a better reading habit*
    *Based on survey data from Blinkist customers
    Powerful ideas from top nonfiction

    Try Blinkist to get the key ideas from 7,000+ bestselling nonfiction titles and podcasts. Listen or read in just 15 minutes.

    Start your free trial