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IB-9780470142516 | | In Stock | | Availability:
Usually ships in 1 business days | | | | | | Coaching Salespeople into Sales Champions is the ultimate guide to maximizing team productivity through executive sales coaching. Between professional deadlines and other business responsibilities, most sales managers can?t find the time to develop their sales staff. This book shows you how to develop your own executive sales coaching skills so you can boost sales efficiency, train your staff to better performance, and hire and retain top sales talent. | | | |
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| | Product Details | | Author: | Keith Rosen | | Hardcover: | 352 pages | | Publisher: | Wiley | | Publication Date: | March 14, 2008 | | Language: | English | | ISBN: | 0470142510 | | Product Length: | 9.04 inches | | Product Width: | 6.53 inches | | Product Height: | 1.18 inches | | Product Weight: | 1.2 pounds | | Package Length: | 9.2 inches | | Package Width: | 6.0 inches | | Package Height: | 1.3 inches | | Package Weight: | 1.1 pounds | | Average Customer Rating: |  based on 48 reviews |
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| | Customer Reviews | Average Customer Review: ( 48 customer reviews )
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Most Helpful Customer Reviews
12 of 13 found the following review helpful:
Keith Rosen has Written the 21st Century Sales Coach Manual Apr 18, 2008
By Mark Reinsager
I heartily recommend this book for your library. The author's one-on-one coaching style makes it an easy to read, yet highly informative text. A "must read" for the career sales person, whether you're the manager looking for help or on the front line of sales working those opportunities. Keith Rosen outlines a framework for successful coaching, including key tips, the "Fatal Mistakes" a coach makes, and how to establish a long term coaching environment. The nuggets of wisdom I found in the chapter titled "Nine Barriers to Coaching a Sales Team" were immeasurable. This is not rehashed material - it's fresh, easy to read, and packed with insight you will use everyday.
7 of 7 found the following review helpful:
 A Good Take on the Subject Matter Feb 21, 2011
By Jeffrey Pham
This book was refreshing in its point of view, but I had some issue trying to believe that it wasn't all just hype. I enjoyed the real world experience that came out of the text and recommend it for anyone trying to inspire a sales team. In the grueling world of sales quotas and cold calling and voice mails, this helps you create a management style that makes sense in an unforgiving cut throat environment. I picked up this book, awaiting to be inspired.
I had somewhat of a hard time getting through the subject matter although the methodology seemed so enlightening. Some parts of the book seemed to be basic management theory from the pages of Dale Carnegie, while other parts did come off as entirely new and refreshing. There is some great debunking of tired tyrannical managers. In the end, I felt that there are some worthwhile ideas to pursue.
8 of 9 found the following review helpful:
A Must Read for every Coach, Sales or not Jan 13, 2009
By Robert Monteux
"The Coffee Break Coach"
I bought this book because I have had the opportunity to do some Sales coaching in my coaching practice recently. I sat down and read the book straight through in two days and found a ton of material that will help me in every aspect of my personal coaching practice, not just sales coaching.
I recommend this book as a valuable resource for any coach.
7 of 8 found the following review helpful:
GREAT book that delivers more than theory! Sep 22, 2009
By Mark Hunter
"The Sales Hunter"
Do you want to build and sustain tremendous success in sales? Keith Rosen's book is a great choice to grab off the bookstore shelf today. The book overflows with the specifics that can transform a sales team into a CEO's dream team. What I like most about Rosen's book is that he delivers more than theory. He moves beyond sales motivation and positive thinking to get at the heart of what is needed to strengthen sales performance. He offers actual examples to back up his points, as well as step-by-step coaching processes that bring legitimate success. If you are a sales manager ready for something that actually yields results, get your hands on Keith's book." By Consultative Selling Expert Mark Hunter, "The Sales Hunter," [...]
2 of 2 found the following review helpful:
the question section is the best! Jun 16, 2011
By Pam
love this book and have used it to help spur meaningful coaching sessions with my sales reps. The question section at the end of the book has proven to be invaluable. Great toolkit and practical advice for anyone.
See all 48 customer reviews on Amazon.com
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