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Posts Tagged ‘sales management coaching’

72 Hr. Book Event EXTENDED: Coaching Salespeople Into Sales Champions is #1 Best Selling Book on Amazon

Sep 22, 2009 Books by Keith Rosen, Sales Coaching, Sales Management, coaching for managers, coaching salespeople, training for managers


First, I want to thank all the partners who supported this book event. Your support is deeply appreciated.

The good news, Coaching Salespeople Into Champions sells out on Amazon & breaks a new sales record, becoming the #1 Best Selling Sales Management Book last week. The bad news, they sold out of stock. The good news, the book supply has since been replenished and as such, I wanted to extend this book event for another 72 Hours to those people who wanted to order the book but emailed me about this out of stock issue. You still have an opportunity to take advantage of this event for the next 72 hours and get all the bonus materials from dozens of thought leaders that you get with your purchase. Click here to find out more.

I’ve confirmed that Amazon shipping status has been revised from sold out status and the book will now ships within 1 week. Below are the details of this extended event.

Get Your Playbook For Winning More Sales-Today
BOOK SELLS OUT AND MAKES #1 SPOT ON AMAZON.COM. IN RESPONSE, WE’RE EXTENDING THIS 72 HOUR BOOK EVENT THROUGH THIS WEEK!

FACT: There has never been a more critical time for managers to impact performance in a way that brings in more sales and revenue & motivates teams to achieve greater success.

FACT: The majority of managers are simply not equipped with the right skills, tools and a tactical process they can follow to do so.

To win more sales today, you need to play by the new rules. Micromanagement and doing more of what you did yesterday doesn’t work. Learn what the world’s top sales organizations are doing to create sales champions by developing the new discipline of leadership.

“This is the best book ever written on sales coaching.” – Brian Tracy

Named Best Sales Leadership Book of the Year and one of the World’s Best Business Books of 2009, in Coaching Salespeople into Sales Champions you’ll get a step by step, award winning process you can follow to coach your sales team to bring in more sales today.

You’ll discover how to:

  • Blow your quota away and get your salespeople selling more today. (Most companies increase sales between 12-20%.)
  • Turn underperformers into super-achievers in less than 30 days!
  • Attract and retain top sales talent.
  • Avoid the mistakes that lead to coaching failure.
  • Coach your team to become accountable and self-motivated. Stop wasting your time continually pushing for results.
  • Empower your people to solve their own problems and lessen their dependence on you.
  • Eliminate time consuming distractions, fires and costly staffing problems that shouldn’t be there in the first place.
  • Plus much more!

72 HOUR EVENT EXTENDED: Receive hundreds of dollars worth of bonus gifts from the world’s top sales and business leaders. Click Here To Learn More About This Book and Special Event.

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PODCAST: Coaching Mistakes Managers Make. What You Can Do To Improve Sales Performance and Drive Higher Sales Numbers Today

Jul 22, 2009 Executive Coaching, How to Manage Your Team, Sales Coaching, Sales Management, coaching for managers, coaching tips, management tips, podcast, training for managers


Listen to the podcast here.

In this podcast interview I did with eyesonsales.com, I share some very tactical insights regarding some of the inherent challenges that managers need to overcome when coaching their salespeople and what they can do to better coach their team to sell more today.

I also address how to best handle underperforming salespeople and the power of effective observation techniques when observing your people in the field or on the phone, whether they are delivering presentations or making cold calls. You’ll also learn what the masterful coaches do when it comes to coaching the gap through the use of powerful, well crafted questions, which is where the magic of coaching happens.

Discover what you can do to make the shift from just being a regular sales manager with an average performing team to becoming an effective sales coach and leader who becomes the driving force behind developing a high performance sales team.

Listen to the podcast here.

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PODCAST: Leadership Strategies That Motivate Your Team to Higher Performance

Jul 10, 2009 Executive Coaching, How to Manage Your Team, Leadership Academy, Sales Management, articles on leadership, coaching for managers, management tips, podcast, training for managers


Listen to this podcast here.

If you want your team to sell more, the driving question every manager needs to ask themselves is, “What am I doing each day to make my salespeople even more valuable and effective so that we can better retain and acquire new customers?”

So, what are you doing to develop the skills and competencies that would enable you to get your salespeople to become sales champions? What are you doing to better your best?

Now, the obvious solution would be to spend more time with your people but the question then is, what are you doing with that time?

Most managers resort to reactionary micro management simply because that’s all they know. As such, all they’re attempting to do is try to control more of the situations that surround them. Not the most effective strategy. This actually creates a more toxic environment, making matters even worse.

There are many things that a manager can do to boost your team’s performance. In this podcast, I’ve highlighted the ones that will result in an immediate positive change, which you can start engaging in today.

You can tune in and listen to this podcast here.

NOTE: Given this page is updated often, this podcast may not be listed as the most current one on the top of the list of podcasts.

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PODCAST: Want Full Accountability Within Your Team? Coaching People to Become More Accountable

Jun 8, 2009 American Entitlement, Executive Coaching, Sales Management, accountability, coaching for managers, coaching tips, management articles, management tips, podcast


Listen to the full podcast here.

Sure, we can’t control many of the things going on in the economy. However, what managers and business owners can control is how they go about realigning their thinking and efforts around how they are continually developing their people, which begins with how these managers develop themselves into the leaders they can be in this new age.

It’s evident that many organizations have lost sight of the primary objective of management and leadership, which is simply this: To make your people more valuable.

There are several issues at work that inhibit the manager’s ability to get their people to be more accountable around their goals.

  1. Is there a consequence to their actions or non-actions? And that consequence can come from you (i.e. the affect on their salary, position, job, bonus, satisfaction, peace of mind and so on) or from a personal cost they would feel themselves by not changing.


  2. Building off number one above, it’s all about how you position this conversation around accountability. This is always a tough job for managers, because most of the time, they get on their soapbox and preach the consequences to their team. This often sounds like: “You can be more successful if….” or “You can make more money if only you would …...” or “If you don’t turn this around you’re going to (be out of a job, get fired, fail, and so on).”


    3. This falls on deaf ears because for someone to truly internalize this message and make it real for them, they must hear the consequence in their own words, through their own voice and arrive at the consequence on their own. They need to recognize it, say it and declare ownership around it.

    And the only way to do this is by asking them better consequential questions. In this podcast, I’ll share with you the steps you can take to coach people to become more accountable around their job and their goals, and the questions you can use to achieve this critical objective. (Oh, and did I mention that by following this process, you no longer have to be positioned as the bad guy!)

    Listen to the full podcast here.

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