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

Praise for COACHING SALESPEOPLE INTO SALES CHAMPIONS
"I see tremendous value for anyone who reads this book. If you embrace Keith′s philosophy around coaching, 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, bestselling 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, Specialty and Self–Service Retail, PepsiCo
"Where most books on sales management 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 clearly the best book on sales coaching I′ve seen in a decade."
—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, Ziglar, Inc.
"To lead is to serve and to truly serve is to coach. 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."
—Vince Thompson, author of Ignited

Spis treści:
About the Author.
Acknowledgments.
Introduction.
Chapter One: The Death of Management.
Becoming an Executive Sales Coach.
But Iâ 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 Donâ t Have Time to Manage.
Understanding the Commitment to Coach Your Sales Team.
Get a Coach for the Coach.
Five Core Characteristics of the Worldâ s Greatest Sales Coaches.
Chapter Two: The Coachâ s Mindset: Six Universal Principles of Masterful Coaching.
Managementâ s Eternal Conundrum.
Hitting Rock Bottom.
You Canâ 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 Accountableâ 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.â A Managerâ s Most Elusive Adversary.
Fatal Coaching Mistake No. 2:Wanting More for others than TheyWant for Themselves.
Fatal C oaching Mistake No. 3: Are You Coaching Your Salespeople or Judging Them?
Fatal Coaching Mistake No. 4: Coaching Isnâ 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.
Donâ 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.
The Seven Ps.
The Problem–Solving Manager.
The Question is the Answer.
Solution–Oriented Questions.
Chapter Six: Ignition On! Now Theyâ re Inspired.
The Pitchfork Manager.
Push versus Pullâ A Simple Model of Motivation.
Let Your Salespeople Tell You What Motivates Them.
Ask Your Salespeople How They Want to be Coached.
Motivate through Pleasure Rather than Consequence.
Communicate from Abundance Rather than From Scarcity.
Make Acknowledgment Unconditional, Measurable, and Specific.
Make Your People Right, Even When Theyâ re Not.
Create New Opportunities Rather than Make People Wrong.
Chapter Seven: Assumptive Coaching and Dangerous Listening.
The Pontificating Manager.
Eight Barriers That Prevent Masterful Listening.
Listening Through Filtersâ A Managerâ s Lethal Weakness.
Just the Facts, Please.
Encourage Silence.
Focus More on the Message Than on the Messenger.
Listening to Someone or Listening for Something.
Make People Feel They Are Being Heard.
The Presumptuous Manager.
Donâ t Believe Everything You Tell Yourself.
Get Out of Your Way and Out of Your Head.
Be Curious.
Chapter Eight: Vulnerability–Based Leadership.
The Perfect Manager.
Express Your Authenticity: Become Vulnerable.
Embrace Your Humanity.
Evidence of an Emerging Culture.
Vulnerability and Trust.
The Passive Manager.
Embrace Healthy Conflict.
Call Them Out Using the Coaching Edge.
Take a Stand for Your Salespeople.
Declare What You Really Want for Your Sales Team.
The â â Iâ m Sensing Thatâ â Statement.
The Proactive Manager.
AView from the Sidelines.
Chapter Nine: Facilitating an Effective Coaching Conversation.
Preparing for the Coaching Session.
The Anatomy of a Coaching Session.
The Coaching Prep Form.
Strategic Coaching Questions.
The L.E.A.D.S. Coaching Model.
The Management Conversation.
The Coaching Conversation.
Going Deeperâ Breakthrough Coaching.
How Much Coaching is Enough?
Chapter Ten: The Art of Enrollment.
Itâ s All about Connection.
Making an Impact.
Leaving Your Legacy as a Manager.
The Art of Enrollment.
Enrollment is a Universal Phenomenon.
Creating the Possibility for Change.
The Six Steps of an Enrollment Conversation.
Case Study: Enrolling Someone to Improve their Quality of Work.
Case Study: Enrolling Someone to Become More Accountable.
The Written Word: Crafting a Compelling Message.
Chapter Eleven: The Seduction of Potential.
Potential is the Holy Grail.
The Seduction Begins: The Ether of Potential.
The Hard Cost of Complacency.
You Canâ t Build a Business on Potential.
When to Give up and Let Go.
Master the Art of Abandonment.
The Top Trigger Points of Seduction.
Chapter Twelve: Develop an Internal Coaching Program.
Identifying a Turnaround Opportunity.
Holding Your People Accountable.
Week One: Introducing the Turnaround Strategyâ An Enrollment Conv