Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives

Very good

Unfortunately I discovered the book about 10 yrs after it was written, but like all classics is as fresh now as it was 10 yrs ago. Coaching is a hugely underdeveloped skill and a hugely untapped opportunity if done properly. I was looking for a book that will give me some ideas about coaching, but I want I found is a step by step guid of how to implement coaching in the work place. Very easy to follow and implement and there’s something for everyone. Whether yiy are a seasoned coach or a novice, you will get value from this book. I liked so much that I bought 8 copies one fir each of my managers and they absolutely LOVED IT!!!

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.

Keith has played a transformative role in my career as a sales leader and it all started with this book, which I first encountered almost four years ago. I had already participated in a significant amount of sales coaching training, bit this really stood out as a methodology I could implement and commit to. Keith's methodology is simple yet sophisticated; easy to adopt yet takes years to master. Any new manager (sales or not) should read this book to truly understand what coaching is. Coaching is a term that is grossly overused these days but Keith will start your journey to becoming a true coach, benefitting you and your career as a leader. Perhaps my favorite part of the book is the Appendix that includes specific questions to use when dealing with specific situations (eg, the demotivated employee, the top performer, the inconsistent performer, etc). Those pages are very worn in my copy of this book! I have bought a copy of Keith's book for every manager that I've hired and I have brought Keith in to my company for training sessions that have led to tangible gains in performance. This could be the best $20 career investment you make!

Excelente libro y compra

I feel I purchased good products that I expect