Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives Hardcover – March 14, 2008

You want practical and ready to use advice.Here it is.If you're a sales rockstar who wants to be a successful sales manager, this is the book that can guide you past all those B.S., fearful non-performers who get promoted and pimp out the, "top performers make terrible managers" mantra in order to save their skin and title. The reason top performers have some difficulty managing is because they're aggressive, assertive, go-getters who make underperformers feel helpless and intimidated. Non-performers traditionally make "better" managers because they lack the knowledge and skills needed to be top performers, but have plenty of empathy to make other non-performers feel safe and secure enough to remain at their job.This book gives you all the tools you need to take your rockstar sales performance and give it to others.Keith's book is actually a great book on leadership, in general. It gives you rock solid templates to work from, tons of easy to use questions that can help your staff lead themselves to sales success, or, conversely help your staff realize they need to select a new career.Was able to start using Keith's concepts immediately at my current employer. For me, Keith also confirmed that I'd done a pretty good job intuitively adjusting my approach over the years transitioning from sales rockstar to leader. There's been plenty of interviews where my response to the "management style" question would include the fact it relies heavily on a questions based/lead yourself approach, but Keith puts many more years of successful experience into fantastic writing much better than I currently could.A 40 year old woman with no real sales training nor coaching was able to keep pace with me after utilizing Keith's question-based approach. And, when all is said and done, our new lead generation program will help us go from $70 Million in acquisitions per year to $300 Million-plus.One of the, if not the, best business books I've ever purchased.

To say this book is interesting and useful is an understatement. I found it full of information that far exceeds the investment of the time to read it and the money to purchase it.Most material on the subject of sales managemet is watered down and filled with fluff. Keith Rosen is so specific that you will want to keep a copy with you at all times as a refence on what to say or do when faced with a challenge in managing your sales team.For one thing, he re-defines what sales management is in today's environment. The back of the book alone is worth thousands of dollars to anyone who is smart enough to use it. The rest is just a master course on "new school" sales behaviors and accountability.One day this material will be looked at the same way Dale Carnegie's information was viewed, It will no doubt change an entire generation of sales managers if they just read it and follow the advice given.Thanks Keith for this golden "go to" book. Now I know what to do when I am brainlocked. This is the book that every author of sales books wished they wrote. If I sound envious, I am.- Joe Crisara, CEO of [...]

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 HusseyDirector of SalesMy Flooring America

For nearly a decade, I worked in a service oriented management role with my company. About 4 years ago we began shifting from a service model to a sales model. Having never been in sales, I had no idea how to be a sales manager much less a sales coach. My associates were (understandably) apprehensive about the future & their potential for success. A fellow sales manager/coach recommended this book to me & I'm very grateful he did. The book is well written, easy to digest, & logically organized. I read the book all the way through a couple of times & now I just refer to the chapters I need. The author covers a variety of topics including: an explanation of what coaching is & what it is not, different issues & personalities one might encounter when coaching, suggestions about how to handle a wide range of issues that may arise, when to let a non-performer go, & even includes a diverse list of coaching questions. What I liked best is the author's emphasis on finding ones own, natural coaching style. I highly recommend this book not just to those new to sales coaching, but established sales managers as well.

This book was refreshing in its point of view, but I had some issue trying to believe that it wasn't all just hype. I enjoyed the real world experience that came out of the text and recommend it for anyone trying to inspire a sales team. In the grueling world of sales quotas and cold calling and voice mails, this helps you create a management style that makes sense in an unforgiving cut throat environment. I picked up this book, awaiting to be inspired.I had somewhat of a hard time getting through the subject matter although the methodology seemed so enlightening. Some parts of the book seemed to be basic management theory from the pages of Dale Carnegie, while other parts did come off as entirely new and refreshing. There is some great debunking of tired tyrannical managers. In the end, I felt that there are some worthwhile ideas to pursue.