Coaching Salespeople into Sales Champions – Keith Rosen
Many sales managers were once top-performing salespeople, but being great at selling does not automatically make someone great at leading and developing others. Too often, managers end up fixing problems and closing deals themselves instead of building the skills of their team.
In Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives, executive sales coach Keith Rosen offers a practical system for transforming sales managers into effective coaches. Drawing on his experience working with sales organizations, he explains why coaching is one of the most powerful tools for improving performance, retention and morale.
Rosen provides step-by-step guidance on how to hold productive coaching conversations, ask powerful questions, listen effectively, give feedback and help salespeople discover their own solutions rather than simply telling them what to do. He covers topics such as identifying each salesperson’s strengths and development needs, setting goals, handling underperformance, motivating different personality types and creating a coaching culture across the organization.
The book includes practical tools, sample dialogues, frameworks and exercises that managers can apply immediately in their day-to-day work.
Clear, actionable and grounded in real-world experience, Coaching Salespeople into Sales Champions is a valuable resource for sales managers, sales leaders, executives and anyone responsible for developing high-performing sales teams.
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