A Tactical Playbook for Managers and Executives
Keith Rosen, MCC
John Wiley & Sons, Inc.
Praise for Coaching Salespeople into Sales Champions ‘‘Winning in sales is no different than winning in life. As someone who has done a lot of personal and professional coaching over the years, I see tremendous value for anyone who reads this book. If the reader will embrace Keith’s philosophy around coaching, they can certainly expect to win in all areas of their life, while making a profound and measurable impact on their salespeople’s performance and attitude.’’ Dr. Denis Waitley Best-Selling Author of The Seeds of Greatness and The Psychology of Winning ‘‘There is no other single activity to boost sales that works better than sales coaching and this book is the best ever written on how to do it well.’’ Brian Tracy, Author of Getting Rich Your Own Way ‘‘Flufﬂess! Rosen continues to give practical, A to Z how-to advice. After you read it, simply do it!’’ Anthony Parinello, Author of Selling to VITO ‘‘Keith has done a tremendous job outlining the importance of coaching versus managing. Implementing Keith’s playbook will drive the development of high performance salespeople and superior results.’’ Kelly Carioti, Vice President of PepsiCo, Specialty and Self-Service Retail ‘‘There are very few good books published for sales managers and most of them are ﬁlled with biased ideology and abstract concepts. Keith Rosen’s book is refreshingly practical. It contains concrete steps on what to coach, how to coach and how to bring out people’s hidden talents without resentment, or frustration. This is the clearly the best book on sales coaching I’ve seen in a long time.’’ Gerhard Gschwandtner, Founder and Publisher of Selling Power ‘‘This is a book that will truly take entire sales organizations to the next level. Keith is spot on, and his approach to accountability in the coaching process is what so many salespeople and sales managers are missing.’’ Tom Ziglar, CEO of Ziglar, Inc. ‘‘To lead is to serve and to truly serve is to coach. In a world of hyper competition and talent shortages, pithy leadership quotes won’t be enough. In Keith Rosen’s brilliant book you’ll not only learn how to create a winning culture and a competitive advantage for your team through coaching but also how to create and leave a legacy that you’ll be proud of. These lessons, if applied, have the power to transform your team, your management career, and your life.’’ Vince Thompson, Author of Ignited
‘‘When it comes to building a top sales organization, Keith has got the market cornered on tactical leadership strategies for today’s workforce. Coaching Salespeople into Sales Champions is a winning playbook for managers who need to strengthen and invigorate their sales team through executive sales coaching.’’ David Hirsch, Director of Business to Business Vertical Markets Group, Google ‘‘We can give salespeople all of the training in the world, we can inspire them and motivate them, we can even provide them with the latest and greatest technology . . . but in today’s highly competitive marketplace, we can measurably accelerate their success through coaching and this is the tactical playbook to help get it done!’’ Michael Norton, Chairman of the Board and Founder, CanDoGoTM ‘‘Keith offers insightful but practical coaching. It is easy to get so blinded by the drive for results that you don’t even realize your actions are working against you. Coaching Salespeople into Sales Champions will help you identify what truly supports your sales team and provides a guide to putting it into action every day.’’ Margo Manning, Senior Vice President of Sales and Training, Dave and Buster’s, Inc. ‘‘This book will inspire you to take a fresh new look at what you have become familiar with doing every day, as you lead and interact with your sales team. Each chapter is full of approaches that have been proven to work, tools to develop...