Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives培养推销员成为销售冠军：经理及行政主管的战术脚本
点此进入淘宝搜索页搜索分类: 图书,进口原版书,经管与理财 Business & Investing ,
作者： Keith Rosen 著
出 版 社：
出版时间： 2008-3-1字数：版次： 1页数： 327印刷时间： 2008/03/01开本： 16开印次： 1纸张： 胶版纸I S B N ： 9780470142516包装： 精装编辑推荐
作者介绍：Keith Rosen
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.
内容简介
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 Way
Technology 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 into
motivated, 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 theirsuccess 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.
目录
About the Author.
Acknowledgments.
Introduction.
Chapter One: The Death of Management.
Becoming an Executive Sales Coach.
But I’m Already Coaching . . . .
Making the Shift from Sales Manager to Executive Sales Coach.
The Missing Discipline of Sales Coaching.
Defining the Role of a Sales Coach.
A Coach versus a Mentor.
Nine Barriers to Coaching a Sales Team.
Consultant, Trainer, or Coach?
Managers Don’t Have Time to Manage.
Understanding the Commitment to Coach Your Sales Team.
Get a Coach for the Coach.
Five Core Characteristics of the World’s Greatest Sales Coaches.
Chapter Two: The Coach’s Mindset: Six Universal Principles of Masterful Coaching.
Management’s Eternal Conundrum.
Hitting Rock Bottom.
You Can’t Coach What You Fear.
The Strong, Fearful Leader.
Universal Principle of Masterful Coaching No. 1: Make Fear Your Ally.
Universal Principle of Masterful Coaching No. 2: Be Present.
Universal Principle of Masterful Coaching No. 3: Detach from the Outcome.
Universal Principle of Masterful Coaching No. 4: Become Process Driven.
Universal Principle of Masterful Coaching No. 5: Be Creative.
Universal Principle of Masterful Coaching No. 6: Become Fully Accountable—for Everything.
The Top 19 Excuses Managers Use to Justify Why Salespeople Fail.
Chapter Three: Six Fatal Coaching Mistakes and How to Avoid Them.
Coach the Relationship with Their Story.
Fatal Coaching Mistake No. 1: Believing the S.C.A.M.M.—A Manager’s Most Elusive Adversary.
Fatal Coaching Mistake No. 2:Wanting More for others than TheyWant for Themselves.
Fatal Coaching Mistake No. 3: Are You Coaching Your Salespeople or Judging Them?
Fatal Coaching Mistake No. 4: Coaching Isn’t about the Coach.
Fatal Coaching Mistake No. 5: Share Ideas, Not Expectations.
Fatal Coaching Mistake No. 6: Mismanaging Expectations: Are You Preparing Your Sales Team for Change?
Chapter Four: Tactical Coaching.
Who Do You Coach?
A.G.R.O.W.T.H. Success Indicator to Determine Personal Coachability.
Don’t Coach the Squeaker.
Coaching the Whole Person.
Developing Sales Champions from the Inside Out.
What Do You Coach? Coach the Gap.
Do I Coach Them or Train Them?
What Exactly Can You Coach?
The Top 10 Characteristics of Highly Effective Salespeople.
Chapter Five: The Seven Types of Sales Managers.
Chapter Six: Ignition On! Now They’re Inspired.
Create New Opportunities Rather than Make People Wrong.
Chapter Seven: Assumptive Coaching and Dangerous Listening.
Chapter Eight: Vulnerability-Based Leadership.
Chapter Nine: Facilitating an Effective Coaching Conversation.
Chapter Ten: The Art of Enrollment.
Chapter Eleven: The Seduction of Potential.
Chapter Twelve: Develop an Internal Coaching Program.
Conclusion
Appendix.
Index.
