Coaching salespeople into sales champions : a tactical playbook for managers and executives / Keith Rosen.

Format:

Book

Author/Creator:

Rosen, Keith.

Language:

English

Subjects (All):

Sales force management.

Physical Description:

1 online resource (351 p.)

Edition:

1st edition

Place of Publication:

Hoboken, N.J. : John Wiley & Sons, c2008.

Language Note:

English

System Details:

text file

Summary:

How many salespeople (and managers) are not realizing their fullest potential? What stands in the way to greater performance isn't something they don't have but something they don't get consistently: effective coaching. Unfortunately; most managers don't deliver consistent, effective coaching or have the coaching skills needed to make a long term, positive impact on their salespeople's performance. They act as Chief Problem Solvers and get far too involved in fixing their people's problems; then get frustrated about their salespeople's inability to improve

Contents:

Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives; CONTENTS; ABOUT THE AUTHOR; ACKNOWLEDGMENTS; INTRODUCTION; Chapter 1: The Death of Management; Chapter 2: The Coach's Mindset: Six Universal Principles of Maserful Coaching; Chapter 3: Six Fatal Coaching Mistakes and How to Avoid Them; Chapter 4: Tactical Coaching; Chapter 5: The Seven Types of Sales Managers; Chapter 6: Ignition On! Now They're Inspired; Chapter 7: Assumptive Coaching and Dangerous Listening; Chapter 8: Vulnerability-Based Leadership

Chapter 9: Facilitating an Effective Coaching ConversationChapter 10: The Art of Enrollment; Chapter 11: The Seduction of Potential; Chapter 12: Develop an Internal Coaching Program; Conclusion; Appendix; INDEX

Notes:

Includes index.

ISBN:

9786611381424

9781281381422

128138142X

9780470267769

0470267763

OCLC:

236098293