‘Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives’ by Keith Rosen is a practical guide that transforms traditional roles of sales managers into influential sales coaches. It provides a systematic and proven approach to develop a winning sales team and includes strategies to drive performance.
The Role of Coaching
Coaching is not just another task for managers, but a critical role that influences sales performance.
It involves fostering a culture of continuous learning and improvement, and drives the team to achieve their best.
Problem Solving
Coaching involves guiding salespeople to solve their own problems, rather than providing solutions.
This promotes self-reliance and boosts confidence.
Long-term Focus
Coaching focuses on long-term development rather than short-term results.
It aims to build capabilities that will drive future sales success.
Creating a Coaching Culture
Creating a coaching culture requires commitment from all levels of the organization.
It involves training managers to be coaches and embedding coaching into everyday practices.
