Coaching Salespeople into Sales Champions A Tactical Playbook for Managers and Executives

by Rosen, Keith

• ISBN13: 9780470142516
• ISBN10: 0470142510
• Edition: 1st
• Format: Hardcover
• Copyright: 2008-03-14
• Publisher: Wiley

Summary

"Winning in sales is no different than winning in life. If you embrace Keith's philosophy, you can certainly expect to win in all areas of your life, while making a profound and measurable impact on your 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 Keith's book, Coaching Salespeople into Sales Champions, is the best ever written on how to do it well."--Brian Tracy, Author, Getting Rich Your Own WayTechnology has not only changed the way companies sell but the way managers build and develop their team. With a savvy, younger generation to manage and fewer resources to do so, managers have less face time with their staff. As more companies transition to a virtual team environment, it's essential for managers to learn how to quickly and efficiently coach, develop, motivate and retain their top performers at a distance; over the telephone and via the internet.Today's sales managers may know how to sell but most don't know how to effectively develop their salespeople. Even with the right knowledge and resources, they're usually too bogged down in daily challenges, deadlines, and personal responsibilities to get it all done. As a result, advancing their salespeople takes a back seat to more immediate problems, keeping sales teams mired in mediocrity.Coaching Salespeople into Sales Champions is an essential playbook that you can reference daily to develop your own executive sales coaching skills; the missing discipline amongst today's leaders. Using a tactical coaching system that is easy to deploy on a consistent basis, this book shows you how to realize the potential of your sales team- and retain your top performers.Packed with real case studies, a 30-Day Turnaround Strategy, coaching templates and a library of powerful coaching questions, this is the ultimate practical sales coaching resource for sales managers, executives, and business owners.Tap into the experience of a master coach. Discover step by step how to become an effective and influential sales coach, and turn your people intomotivated, successful sellers. Turn underperformers into super-achievers; fast. Attract and retain top sales talent by developing your own internal coaching program. Coach your salespeople to become self-motivated through the Art of Enrollment, the new language of leadership. Handle difficult salespeople and determine when to let them go without collateral damage. Eliminate time consuming distractions and the heavy burden of dependency that traditional management styles create. Empower salespeople to solve their own problems and become fully accountable for their success using the L.E.A.D.S. Coaching System - rather than being dependant on you.You will also discover how you can: Leverage your personal strengths as well as the hidden talents of your team. Communicate, connect and captivate your team during each meeting or conversation. Get people into action without resistance. Eliminate hours of your workload by identifying and eliminating the time killers in order to focus on the non negotiable activities you can consistently engage in that yield the greatest ROI.Plenty of books espouse new management and leadership theories for managers, but few show you how to actually coach your people on a daily basis in a way that creates measurable change. Coaching Salespeople into Sales Champions provides that proven methodology and tactical strategy for coaching which bridges the gap between theory and execution. Now, you can implement a systematic approach to develop a world class sales team and achieve the meaningful, long lasting results you want-today.

Author Biography

Keith Rosen is President of Profit Builders and the author of three other books, including Time Management for Sales Professionals. He has been featured in Fast Company and Inc. magazines as one of the country's most influential executive coaches and is the expert sales advisor and columnist for several magazines. Keith also sits on the advisory board for several technology companies that are leading the Sales 2.0 evolution. For more information, visit www.ProfitBuilders.com.
Subscribe to Rosen's newsletter, The Winner's Path at http://www.profitbuilders.com/winnerspath.htm.

Table of Contents

About the Author	p. xiii
Acknowledgments	p. xv
Introduction	p. xvii
The Death of Management	p. 1
Becoming an Executive Sales Coach	p. 1
But I'm Already Coaching ...	p. 3
Making the Shift from Sales Manager to Executive Sales Coach	p. 3
The Missing Discipline of Sales Coaching	p. 5
Defining the Role of a Sales Coach	p. 6
A Coach versus a Mentor	p. 7
Nine Barriers to Coaching a Sales Team	p. 8
Consultant, Trainer, or Coach?	p. 12
Managers Don't Have Time to Manage	p. 15
Understanding the Commitment to Coach Your Sales Team	p. 17
Get a Coach for the Coach	p. 19
Five Core Characteristics of the World's Greatest Sales Coaches	p. 21
The Coach's Mindset: Six Universal Principles of Masterful Coaching	p. 25
Management's Eternal Conundrum	p. 26
Hitting Rock Bottom	p. 27
You Can't Coach What You Fear	p. 29
The Strong, Fearful Leader	p. 30
Universal Principle of Masterful Coaching No. 1: Make Fear Your Ally	p. 32
Universal Principle of Masterful Coaching No. 2: Be Present	p. 36
Universal Principle of Masterful Coaching No. 3: Detach from the Outcome	p. 41
Universal Principle of Masterful Coaching No. 4: Become Process Driven	p. 45
Universal Principle of Masterful Coaching No. 5: Be Creative	p. 49
Universal Principle of Masterful Coaching No. 6: Become Fully Accountable-for Everything	p. 50
The Top 19 Excuses Managers Use to Justify Why Salespeople Fail	p. 51
Six Fatal Coaching Mistakes and How to Avoid Them	p. 55
Coach the Relationship with Their Story	p. 56
Fatal Coaching Mistake No. 1: Believing the S.C.A.M.M.-A Manager's Most Elusive Adversary	p. 57
Fatal Coaching Mistake No. 2: Wanting More for others than They Want for Themselves	p. 63
Fatal Coaching Mistake No. 3: Are You Coaching Your Salespeople or Judging Them?	p. 68
Fatal Coaching Mistake No. 4: Coaching Isn't about the Coach	p. 70
Fatal Coaching Mistake No. 5: Share Ideas, Not Expectations	p. 71
Fatal Coaching Mistake No. 6: Mismanaging Expectations: Are You Preparing Your Sales Team for Change?	p. 73
Tactical Coaching	p. 77
Who Do You Coach?	p. 77
A.G.R.O.W.T.H. Success Indicator to Determine Personal Coachability	p. 78
Don't Coach the Squeaker	p. 80
Coaching the Whole Person	p. 80
Developing Sales Champions from the Inside Out	p. 81
What Do You Coach? Coach the Gap	p. 82
Do I Coach Them or Train Them?	p. 84
What Exactly Can You Coach?	p. 88
The Top 10 Characteristics of Highly Effective Salespeople	p. 89
The Seven Types of Sales Managers	p. 91
The Seven Ps	p. 91
The Problem-Solving Manager	p. 93
The Question is the Answer	p. 97
Solution-Oriented Questions	p. 98
Ignition On! Now They're Inspired	p. 101
The Pitchfork Manager	p. 101
Push versus Pull-A Simple Model of Motivation	p. 103
Let Your Salespeople Tell You What Motivates Them	p. 104
Ask Your Salespeople How They Want to be Coached	p. 106
Motivate through Pleasure Rather than Consequence	p. 107
Communicate from Abundance Rather than From Scarcity	p. 108
Make Acknowledgment Unconditional, Measurable, and Specific	p. 110
Make Your People Right, Even When They're Not	p. 113
Create New Opportunities Rather than Make People Wrong	p. 116
Assumptive Coaching and Dangerous Listening	p. 119
The Pontificating Manager	p. 119
Eight Barriers That Prevent Masterful Listening	p. 121
Listening Through Filters-A Manager's Lethal Weakness	p. 122
Just the Facts, Please	p. 125
Encourage Silence	p. 125
Focus More on the Message Than on the Messenger	p. 126
Listening to Someone or Listening for Something	p. 127
Make People Feel They Are Being Heard	p. 129
The Presumptuous Manager	p. 131
Don't Believe Everything You Tell Yourself	p. 132
Get Out of Your Way and Out of Your Head	p. 133
Be Curious	p. 140
Vulnerability-Based Leadership	p. 143
The Perfect Manager	p. 143
Express Your Authenticity: Become Vulnerable	p. 146
Embrace Your Humanity	p. 147
Evidence of an Emerging Culture	p. 148
Vulnerability and Trust	p. 149
The Passive Manager	p. 151
Embrace Healthy Conflict	p. 153
Call Them Out Using the Coaching Edge	p. 153
Take a Stand for Your Salespeople	p. 154
Declare What You Really Want for Your Sales Team	p. 156
The "I'm Sensing That" Statement	p. 158
The Proactive Manager	p. 161
A View from the Sidelines	p. 162
Facilitating an Effective Coaching Conversation	p. 169
Preparing for the Coaching Session	p. 169
The Anatomy of a Coaching Session	p. 170
The Coaching Prep Form	p. 171
Strategic Coaching Questions	p. 175
The L.E.A.D.S. Coaching Model	p. 176
The Management Conversation	p. 179
The Coaching Conversation	p. 183
Going Deeper-Breakthrough Coaching	p. 191
How Much Coaching is Enough?	p. 203
The Art of Enrollment	p. 207
It's All about Connection	p. 207
Making an Impact	p. 210
Leaving Your Legacy as a Manager	p. 211
The Art of Enrollment	p. 212
Enrollment is a Universal Phenomenon	p. 214
Creating the Possibility for Change	p. 215
The Six Steps of an Enrollment Conversation	p. 216
Case Study: Enrolling Someone to Improve their Quality of Work	p. 218
Case Study: Enrolling Someone to Become More Accountable	p. 222
The Written Word: Crafting a Compelling Message	p. 226
The Seduction of Potential	p. 233
Potential is the Holy Grail	p. 233
The Seduction Begins: The Ether of Potential	p. 235
The Hard Cost of Complacency	p. 236
You Can't Build a Business on Potential	p. 237
When to Give up and Let Go	p. 239
Master the Art of Abandonment	p. 240
The Top Trigger Points of Seduction	p. 241
Develop an Internal Coaching Program	p. 243
Identifying a Turnaround Opportunity	p. 244
Holding Your People Accountable	p. 248
Week One: Introducing the Turnaround Strategy-An Enrollment Conversation	p. 248
Week Two: A Minor Setback or Imminent Failure	p. 252
Week Three: On The Winner's Path	p. 257
Week Four: A Successful Turnaround	p. 264
Designing an Executive Sales Coaching Program	p. 266
How to Turn Around or Terminate an Underperformer in Less than 30 Days	p. 270
Fire Them and Then Hire Them	p. 277
Tips from the Coaches' Playbook	p. 278
Conclusion	p. 279
Final Thoughts on Being an Executive Sales Coach	p. 279
Appendix	p. 283
The Playbook of Questions for Sales Coaches	p. 283
The 80-20 Rule on Coaching Questions	p. 313
Index	p. 315
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