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

  • ID: 4455634
  • Book
  • October 2018
  • 288 Pages
  • John Wiley and Sons Ltd
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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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1. Preparing for the Cultural Evolution

What s Your Business DNA?

Burn the Bridge of Mediocrity

Examining Culture

Preparing for Your Cultural Evolution

Preparing for Your Cultural Journey

Can t Change Your Company s Culture? Create a Subculture Instead

Stop Selling Start Coaching

2. Your Guiding Framework for Coaching

Questions Are the Universal Language

Universal Definition of Coaching

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

Coaching Simplified: The Three Scenarios When You Uncover and Coach the Gap

3. The L.E.A.D.S. Coaching Framework at Work

Directive Coaching Is Not a Thing

Using the L.E.A.D.S. Coaching Framework

The Cost of Not Coaching

Coaching vs. Training What s the Difference?

4. Making the Time for Coaching

Coaching Takes Too Long

Five Parts of the Billion Dollar Coaching Question

Dynamic, Situational Coaching the A.B.C.s of Leadership

Team Coaching or Team Meetings?

5. Tools to Manage the Coaching Process and Assess Results

The Revised Coaching Prep Form

Are You Reviewing Results or Performance?

6. Transforming Critical Conversations into Positive Change and Measurable Results

Coach and Be Happy

Resign as Chief Problem Solver

Coaching vs. Enrollment: The Difference and Synergy

7. Prepare Your People For Change: The Art Of Enrollment

What is Enrollment?

Everyone Loves Confrontation

The Six Steps of Enrollment

Coaching vs. Enrollment: The Difference and Synergy

The Cost of Not Enrolling

Manage Expectations with Precision A Different Kind of Conversation

8. Manage Expectations with Precision A Different Kind of Conversation

Prepare Your People for Change

9. Coach Tracks: Turn Difficult Situations into Coaching Wins

Conversation #1: Eliminating Departmental and Interpersonal Silos

Conversation #2: Inheriting an Existing Team

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

Conversation #4: The Revised 30–Day Turnaround Strategy for Underperformers

Conversation #5: The Evolution of the 30–Day Turnaround Strategy: The Success Acceleration Program

10. Mindful Coaching: The Inner Game of Coaching Champions

Assumptions in Communication

Coach the Written Message

Coaching the Elusive Topic of Time Management and Personal Productivity

Coaching a Top Producer to Change their Toxic Attitude and Behavior

11. Know Your Players: Transforming Talent Through Observation and Feedback

Three Ways to Uncover the Gap

Coach the Person, not the Spreadsheet

Sharing an Observation vs. Developing Someone: What s the Difference?

15 Common Coaching Killers that Sabotage Coaching Success

Toxic tactic #1: Nine Painfully, Stupid Disempowering Words Managers Need to Stop Using

Toxic Tactic #2: Are You Coaching People or Closing Them?

Toxic Tactic #3: Are you a Should–Master? Stop Coaching in Your Own Image

Toxic Tactic #4: Living Everywhere but Now

Toxic Tactic #5: Coach One Gap at a Time

Toxic Tactic #6: Double Dipping on Questions

Toxic Tactic #7: Coaching is for Losers

Toxic Tactic #8: There s No Such Thing as The Perfect Coaching Question

Toxic Tactic #9: Caring Too Much

Toxic Tactic #10: Refuting My Coachability Assessment

Toxic Tactic #11: The Coachee Answers the Question Not You!

Toxic Tactic #12: Stop Getting Suckered by These Two Common Phrases

Toxic tactic #13: Thinking You re Super Coach

Toxic tactic #14: Losing Patience in Coaching

Toxic tactic #15: Not Honoring the A.B.C. s of Leadership

13. Sustaining the Coaching Culture

Six Strategies to Build and Maintain Your Coaching Culture

Part I: The Beginning




About the Author


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Keith Rosen
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