My Mark: 10/10
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 in 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:
Training develops salespeople. Coaching develops sales champions. Your new competitive edge.