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

I'm a trainer for a small credit union and in order to compete with the bigger financial insitutions, we needed to adopt a sales environment. After reading reviews and doing some research, I decided to purchase this book. I was NOT disappointed, it was exactly what I was in search of and then some. It has a lot of "ah-ha" moments in it that I found extremely beneficial. Honing in on things like accountability and how to ask questions and coach people has been especially helpful with management and staff. I really enjoyed his verbiage when asking specific questions, guiding the reader on how to take standard questions that typically get zero results and just by using different language, it creates dialogue and accountability and leaves the coachee without any excuses. Great read, definitely worth the 5 stars! I am an instant fan of Keith Rosen! I'm also a big fan of The Complete Idiot's Guide to Closing the Sale. The Complete Idiot's Guide to Closing the Sale

How many salespeople do you know who are deploying their full potential? 50%? 60% 80%? What stands in the way to greater performance isn't something they don't have, but something they don't get: professional coaching. The sad truth is that most sales managers don't have the skills set that it takes to make a positive difference in their salespeople's performance. Most managers act as "super closers" and complain about their salespeople's inability to improve. The good news is that Keith Rosen's book offers a proven process where sales managers and salespeople can co-create new skills in a safe environment. The outcome: salespeople will create their own solutions. Sales managers will feel better, because they step up from "doing" to "leading", and their salespeople step out from "repeating" to "winning" more sales.

Keith Rosen has written a book that has helped me gain a deeper understanding of the nuances of sales coaching. I read this book eagerly and was not disappointed. While I wish there may have been more discussion on some topics Keith did a great job covering each topic and its impact. If you are looking to move away from a management mentality and start working to gain participation from your sales staff I would highly recommend this book. If you are looking to find a new form or new method to ensure your staff does things the way you want, stay away from this book. I really enjoyed getting to be a fly on the wall as coaching was happening.

Chris Hussey
Director of Sales
My Flooring America

I have just starting reading, yet so far I have really related to what I have read. I am excited to dig deeper!

Do you want to build and sustain tremendous success in sales? Keith Rosen's book is a great choice to grab off the bookstore shelf today. The book overflows with the specifics that can transform a sales team into a CEO's dream team. What I like most about Rosen's book is that he delivers more than theory. He moves beyond sales motivation and positive thinking to get at the heart of what is needed to strengthen sales performance. He offers actual examples to back up his points, as well as step-by-step coaching processes that bring legitimate success. If you are a sales manager ready for something that actually yields results, get your hands on Keith's book." By Consultative Selling Expert Mark Hunter, "The Sales Hunter," [...]