Keith Rosen

Sales Leadership (eBook, ePUB)

The Essential Leadership Framework to Coach Sales Champions, Inspire Excellence, and Exceed Your Business Goals

• Format: ePub

Produktbeschreibung

Coach salespeople into sales champions The secret to developing a strong sales leader isn't more training--it's better training. In Coaching Sales Leaders into Sales Champions, Keith Rosen answers the questions on how to coach, when to coach, and why training fails without it. Inside, you'll discover the author's updated L.E.A.D.S. Coaching Framework, which is used by the world's top organizations to get any sales and management team to perform better--fast. Winner of five International Best Book Awards and a #1 bestselling management book on Amazon, this is your tactical, step-by-step playbook for any sales leaders looking to get the very most out of their team. * Boost sales, productivity, and personal accountability * Achieve a long-term ROI from coaching by ensuring it's woven into your daily rhythm of business * Design, launch, and sustain a successful internal coaching program * Build deeper trust and handle difficult conversations by creating alignment around each person's goals and your objectives The best salespeople are the ones who never lose their drive to succeed--and this book gives you the tools you need to help them not only meet but surpass their goals.

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Produktdetails

• Verlag: John Wiley & Sons
• Seitenzahl: 288
• Erscheinungstermin: 12. September 2018
• Englisch
• ISBN-13: 9781119483274
• Artikelnr.: 54143161

Autorenporträt

KEITH ROSEN is the founder of Coachquest and CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies Worldwide. Since 1989, Keith has delivered his transformational programs to hundreds of thousands of salespeople and managers in practically every industry; on five continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches, and has appeared on the award-winning television show, Mad Men. Keith has written several bestsellers including, Own Your Day, and the globally acclaimed Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and the #1 bestselling sales leadership book on Amazon since 2009. Visit KeithRosen.com.

Inhaltsangabe

Preface The Power of Why xix

CHAPTER ONE Preparing for the Cultural Evolution 1

What's Your Business DNA? 1

Burn the Bridge of Mediocrity 2

Boardroom or Bored Room: Defining Corporate Culture 4

The Company Ecosystem 4

You're Not Coaching Effectively 5

A 10-Year Coaching Study 7

Assessing Your Culture and the ROI of Coaching 8

34 Characteristics of a Coaching Culture 11

Preparing for Your Cultural Evolution 12

Preparing for Your Cultural Journey 14

Can't Change Your Company's Culture?

Create a Subculture Instead 19

Stop Selling, Start Coaching 23

CHAPTER TWO L.E.A.D.S.: Your Guiding Framework for Transformational Coaching 27

Questions Are the Universal Language 29

A Universal Definition of Coaching 30

The Revised L.E.A.D.S. Model for Masterful Coaching 31

24 Types of Questions in the L.E.A.D.S. Coaching Framework 38

How to Coach in 10 Minutes or Less 45

Coaching Simplified: The Only Three Coaching Gaps You'll Ever Uncover 47

CHAPTER THREE The L.E.A.D.S. Coaching Model at Work 51

Directive Coaching Is Not a Thing 51

Using the L.E.A.D.S. Coaching Model 53

Ten-Minute Coaching Moments 53

The Cost of Not Coaching 57

Justifying Your Role as the Super Salesperson 58

Coaching versus Training: What's the Difference? 61

CHAPTER FOUR How to Coach in 10 Minutes or Less 65

"Coaching Takes Too Long" 66

The Five Parts of the 60-Second Coaching Question 69

Ask for an Opinion, Not a Solution 71

Impromptu Situational Coaching--the ABCs of Leadership 72

Team Coaching or Team Meetings? 75

Your Meetings Suck: How Managers

Facilitate Influential, Productive Meetings 76

Lead with Questions, Not Answers 78

Abandon Absolute Thinking and Embrace Dualities 82

CHAPTER FIVE Tools to Manage the Coaching Process and Assess Results 85

The Revised Coaching Prep Form 86

Capturing the Measurable Impact of Coaching 87

Are You Reviewing Results or Performance? 92

Enter the Coaching Action Plan 93

CHAPTER SIX Transforming Critical Conversations into Positive Change and Measurable Results 97

The Hard Truth 97

Coach and Be Happy 98

Resign as Chief Problem Solver 99

Control Freak? A Case for Letting Go 102

Performance Coach or Chief Problem Solver? You Decide 103

An Eight-Minute Coaching Conversation 105

CHAPTER SEVEN Creating Unity, Trust, and Buy-In: The Art of Enrollment 113

What Is Enrollment? 114

Everyone Loves Confrontation 117

There's No Such Thing as a Difficult Conversation 118

The Six Steps of Enrollment 120

Coaching versus Enrollment: The Difference and Synergy 123

How to Destroy Trust and Isolate Your Team 127

The Cost of Not Enrolling 129

Manage Expectations with Precision: A Different Kind of Conversation 131

CHAPTER EIGHT Seven Essential Enrollment Conversations That Create Companywide Alignment 133

Prepare Your People for Change 134

A Subtle Distinction 150

CHAPTER NINE Coach Tracks: Turn Difficult Situations into Coaching Wins 151

Conversation #1: Eliminating Departmental and Interpersonal Silos 151

Conversation #2: Inheriting an Existing Team 155

Conversation #3: Peer Yesterday, Boss Today: Changing Roles from Peer to Boss 158

Conversation #4: The Revised 30-Day Turnaround Strategy for Underperfo