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

ISBN-13: 9781119483250 / Angielski / Twarda / 2018 / 288 str.

Keith Rosen

Opis

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.

Spis treści

Foreword

Preface

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?

12. 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

Conclusion

Appendix

Acknowledgments

About the Author

Index

 

O autorze

Keith Rosen (Merrick, NY; www.keithrosen.com)  is the CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies worldwide for the last four consecutive years. He is a globally recognized authority on sales and leadership and the pioneer of executive sales coaching and management coach training. Keith has written several best sellers on time management, cold calling and closing the sale. As a leader in the coaching profession, Keith was inducted in the inaugural group of the Top Sales Hall of Fame in recognition for his outstanding contributions in sales and leadership development and was also named The Sales Education Leader of the Year. He has been featured in Entrepreneur, Inc., Fortune, The New York Times, Selling Power, CBSNews.com, The Wall Street Journal and is a frequent guest on Channel 12 News.