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

351 Pages·2008·1.75 MB·English

by  Keith Rosen

Table of Contents

Praise
Title Page
Copyright Page
Dedication
ABOUT THE AUTHOR
KEITH ROSEN, MCC—THE EXECUTIVE SALES COACH
Acknowledgements
Introduction
THE ULTIMATE TACTICAL SYSTEM FOR MAXIMIZING
PERFORMANCE
ANNIHILATING THE ALBATROSS OF LEADERSHIP
HOW DO YOU DO THAT?
GETTING TO GREAT AND PLAYING A BIGGER GAME

CHAPTER 1 - The Death of Management

BECOMING AN EXECUTIVE SALES COACH
BUT I’M ALREADY COACHING . . .
MAKING THE SHIFT FROM SALES MANAGER TO EXECUTIVE
SALES COACH
THE MISSING DISCIPLINE OF SALES COACHING
DEFINING THE ROLE OF A SALES COACH
A COACH VERSUS A MENTOR
NINE BARRIERS TO COACHING A SALES TEAM
CONSULTANT, TRAINER, OR COACH?
MANAGERS DON’T HAVE TIME TO MANAGE
UNDERSTANDING THE COMMITMENT TO COACH YOUR
SALES TEAM
GET A COACH FOR THE COACH
FIVE CORE CHARACTERISTICS OF THE WORLD’S GREATEST
SALES COACHES
CHAPTER 2 - The Coach’s Mindset Six Universal Principles of Masterful
Coaching

MANAGEMENT’S ETERNAL CONUNDRUM
HITTING ROCK BOTTOM
YOU CAN’T COACH WHAT YOU FEAR
THE STRONG, FEARFUL LEADER
UNIVERSAL PRINCIPLE OF MASTERFUL COACHING NO. 1:
MAKE FEAR YOUR ALLY
UNIVERSAL PRINCIPLE OF MASTERFUL COACHING NO. 2: BE
PRESENT
UNIVERSAL PRINCIPLE OF MASTERFUL COACHING NO. 3:
DETACH FROM THE OUTCOME
UNIVERSAL PRINCIPLE OF MASTERFUL COACHING NO. 4:
BECOME PROCESS DRIVEN
UNIVERSAL PRINCIPLE OF MASTERFUL COACHING NO. 5: BE
CREATIVE
UNIVERSAL PRINCIPLE OF MASTERFUL COACHING NO. 6:
BECOME FULLY ACCOUNTABLE—FOR EVERYTHING
THE TOP 19 EXCUSES MANAGERS USE TO JUSTIFY WHY
SALESPEOPLE FAIL

CHAPTER 3 - Six Fatal Coaching Mistakes and How to Avoid Them

COACH THE RELATIONSHIP WITH THEIR STORY
FATAL COACHING MISTAKE NO. 1: BELIEVING THE S.C.A.M.M.
—A MANAGER’S MOST ELUSIVE ADVERSARY
FATAL COACHING MISTAKE NO. 2: WANTING MORE FOR
OTHERS THAN THEY WANT FOR THEMSELVES
FATAL COACHING MISTAKE NO. 3: ARE YOU COACHING YOUR
SALESPEOPLE OR JUDGING THEM?
FATAL COACHING MISTAKE NO. 4: COACHING ISN’T ABOUT
THE COACH
FATAL COACHING MISTAKE NO. 5: SHARE IDEAS, NOT
EXPECTATIONS
FATAL COACHING MISTAKE NO. 6: MISMANAGING
EXPECTATIONS: ARE YOU PREPARING YOUR ...
CHAPTER 4 - Tactical Coaching

WHO DO YOU COACH?
A.G.R.O.W.T.H. SUCCESS INDICATOR TO DETERMINE
PERSONAL COACHABILITY
DON’T COACH THE SQUEAKER
COACHING THE WHOLE PERSON
DEVELOPING SALES CHAMPIONS FROM THE INSIDE OUT
WHAT DO YOU COACH? COACH THE GAP
DO I COACH THEM OR TRAIN THEM?
WHAT EXACTLY CAN YOU COACH?
THE TOP 10 CHARACTERISTICS OF HIGHLY EFFECTIVE
SALESPEOPLE

CHAPTER 5 - The Seven Types of Sales Managers

THE SEVEN Ps
THE PROBLEM-SOLVING MANAGER
THE QUESTION IS THE ANSWER
SOLUTION-ORIENTED QUESTIONS

CHAPTER 6 - Ignition On! Now They’re Inspired

THE PITCHFORK MANAGER
PUSH VERSUS PULL—A SIMPLE MODEL OF MOTIVATION
LET YOUR SALESPEOPLE TELL YOU WHAT MOTIVATES THEM
ASK YOUR SALESPEOPLE HOW THEY WANT TO BE COACHED
MOTIVATE THROUGH PLEASURE RATHER THAN
CONSEQUENCE
COMMUNICATE FROM ABUNDANCE RATHER THAN FROM
SCARCITY
MAKE ACKNOWLEDGMENT UNCONDITIONAL, MEASURABLE,
AND SPECIFIC
MAKE YOUR PEOPLE RIGHT, EVEN WHEN THEY’RE NOT
CREATE NEW OPPORTUNITIES RATHER THAN MAKE PEOPLE
WRONG
CHAPTER 7 - Assumptive Coaching and Dangerous Listening

THE PONTIFICATING MANAGER
EIGHT BARRIERS THAT PREVENT MASTERFUL LISTENING
LISTENING THROUGH FILTERS—A MANAGER’S LETHAL
WEAKNESS
JUST THE FACTS, PLEASE
ENCOURAGE SILENCE
FOCUS MORE ON THE MESSAGE THAN ON THE MESSENGER
LISTENING TO SOMEONE OR LISTENING FOR SOMETHING
MAKE PEOPLE FEEL THEY ARE BEING HEARD
THE PRESUMPTUOUS MANAGER
DON’T BELIEVE EVERYTHING YOU TELL YOURSELF
GET OUT OF YOUR WAY AND OUT OF YOUR HEAD
BE CURIOUS

CHAPTER 8 - Vulnerability-Based Leadership

THE PERFECT MANAGER
EXPRESS YOUR AUTHENTICITY: BECOME VULNERABLE
EMBRACE YOUR HUMANITY
EVIDENCE OF AN EMERGING CULTURE
VULNERABILITY AND TRUST
THE PASSIVE MANAGER
EMBRACE HEALTHY CONFLICT
CALL THEM OUT USING THE COACHING EDGE
TAKE A STAND FOR YOUR SALESPEOPLE
DECLARE WHAT YOU REALLY WANT FOR YOUR SALES TEAM
THE “I’M SENSING THAT” STATEMENT
THE PROACTIVE MANAGER
A VIEW FROM THE SIDELINES

CHAPTER 9 - Facilitating an Effective Coaching Conversation

PREPARING FOR THE COACHING SESSION
THE ANATOMY OF A COACHING SESSION
THE COACHING PREP FORM
STRATEGIC COACHING QUESTIONS
THE L.E.A.D.S. COACHING MODEL
THE MANAGEMENT CONVERSATION
THE COACHING CONVERSATION
GOING DEEPER—BREAKTHROUGH COACHING
HOW MUCH COACHING IS ENOUGH?

CHAPTER 10 - The Art of Enrollment

IT’S ALL ABOUT CONNECTION
MAKING AN IMPACT
LEAVING YOUR LEGACY AS A MANAGER
THE ART OF ENROLLMENT
ENROLLMENT IS A UNIVERSAL PHENOMENON
CREATING THE POSSIBILITY FOR CHANGE
THE SIX STEPS OF AN ENROLLMENT CONVERSATION
CASE STUDY: ENROLLING SOMEONE TO IMPROVE THEIR
QUALITY OF WORK
CASE STUDY: ENROLLING SOMEONE TO BECOME MORE
ACCOUNTABLE
THE WRITTEN WORD: CRAFTING A COMPELLING MESSAGE

CHAPTER 11 - The Seduction of Potential

POTENTIAL IS THE HOLY GRAIL
THE SEDUCTION BEGINS: THE ETHER OF POTENTIAL
THE HARD COST OF COMPLACENCY
YOU CAN’T BUILD A BUSINESS ON POTENTIAL
WHEN TO GIVE UP AND LET GO
MASTER THE ART OF ABANDONMENT
THE TOP TRIGGER POINTS OF SEDUCTION

CHAPTER 12 - Develop an Internal Coaching Program

IDENTIFYING A TURNAROUND OPPORTUNITY
HOLDING YOUR PEOPLE ACCOUNTABLE
WEEK ONE: INTRODUCING THE TURNAROUND STRATEGY—
AN ENROLLMENT CONVERSATION
WEEK TWO: A MINOR SETBACK OR IMMINENT FAILURE
WEEK THREE: ON THE WINNER’S PATH
WEEK FOUR: A SUCCESSFUL TURNAROUND
DESIGNING AN EXECUTIVE SALES COACHING PROGRAM
FIRE THEM AND THEN HIRE THEM
TIPS FROM THE COACHES PLAYBOOK

CONCLUSION
APPENDIX
INDEX
Praise for Coaching Salespeople into Sales Champions
“Winning in sales is no different than winning in life. As someone who has done a lot of personal and
professional coaching over the years, I see tremendous value for anyone who reads this book. If the
reader will embrace Keith’s philosophy around coaching, they can certainly expect to win in all areas
of their life, while making a profound and measurable impact on their salespeople’s performance and
attitude.”
Dr. Denis Waitley
Best-Selling Author of The Seeds of
Greatness and The Psychology of Winning

“There is no other single activity to boost sales that works better than sales coaching and this book is
the best ever written on how to do it well.”
Brian Tracy, Author of Getting Rich Your Own Way

“Fluffless! Rosen continues to give practical, A to Z how-to advice. After you read it, simply do it!”

Anthony Parinello, Author of Selling to VITO

“Keith has done a tremendous job outlining the importance of coaching versus managing.
Implementing Keith’s playbook will drive the development of high performance salespeople and
superior results.”
Kelly Carioti, Vice President of PepsiCo,
Specialty and Self-Service Retail

“There are very few good books published for sales managers and most of them are filled with biased
ideology and abstract concepts. Keith Rosen’s book is refreshingly practical. It contains concrete
steps on what to coach, how to coach and how to bring out people’s hidden talents without
resentment, or frustration. This is the clearly the best book on sales coaching I’ve seen in a long
time.”
Gerhard Gschwandtner, Founder and
Publisher of Selling Power

“This is a book that will truly take entire sales organizations to the next level. Keith is spot on, and
his approach to accountability in the coaching process is what so many salespeople and sales
managers are missing.”

Tom Ziglar, CEO of Ziglar, Inc.

“To lead is to serve and to truly serve is to coach. In a world of hyper competition and talent
shortages, pithy leadership quotes won’t be enough. In Keith Rosen’s brilliant book you’ll not only
learn how to create a winning culture and a competitive advantage for your team through coaching
but also how to create and leave a legacy that you’ll be proud of. These lessons, if applied, have the
power to transform your team, your management career, and your life.”

Vince Thompson, Author of Ignited
“When it comes to building a top sales organization, Keith has got the market cornered on tactical
leadership strategies for today’s workforce. Coaching Salespeople into Sales Champions is a winning
playbook for managers who need to strengthen and invigorate their sales team through executive
sales coaching.”

David Hirsch, Director of Business to Business Vertical
Markets Group, Google

“We can give salespeople all of the training in the world, we can inspire them and motivate them, we
can even provide them with the latest and greatest technology . . . but in today’s highly competitive
marketplace, we can measurably accelerate their success through coaching and this is the tactical
playbook to help get it done!”
Michael Norton, Chairman of the Board and Founder, CanDoGo™

“Keith offers insightful but practical coaching. It is easy to get so blinded by the drive for results that
you don’t even realize your actions are working against you. Coaching Salespeople into Sales
Champions will help you identify what truly supports your sales team and provides a guide to putting
it into action every day.”

Margo Manning, Senior Vice President of Sales and Training,
Dave and Buster’s, Inc.

“This book will inspire you to take a fresh new look at what you have become familiar with doing
every day, as you lead and interact with your sales team. Each chapter is full of approaches that have
been proven to work, tools to develop better skills, and applications of concepts that are illustrated
through real life scenarios. Time invested with this material will improve your coaching and
interpersonal skills, while unlocking your sales team’s hidden potential. Coaching Salespeople into
Sales Champions is a must-read for any sales manager.”

Robb King II, Vice President of Operations, Paul Davis Restoration, Inc.
“Keith Rosen has crafted an intuitive coach’s handbook for sales executives who are looking to
maximize their force’s talents to generate more sales in an increasingly competitive marketplace.”

David Thompson, CEO & Co-Founder of Genius.com

“Coaching Salespeople into Sales Champions is highly recommended reading for managers and
executives who are looking to improve their sales organization and avoid the myriad of pitfalls that
can hurt sales performance. Keith effectively addresses the burning issue regarding successful
leadership and coaching sales teams, which we all know is a huge challenge in every company.”

Razi Imam, CEO of Landslide Technologies Inc.

“Keith’s high-energy seminars gave my sales team the skills and confidence to take their process to
the next level. In his latest book Coaching Salespeople into Sales Champions, Keith once again
addresses ‘real world’ skills for both sales managers and salespeople. Simply put: If you want your
salespeople to have the same laser-focused intensity that my sales team now has, I suggest you not
only read this book, but study it and implement it!”

Michael B. Kirven, CEO of Bluewolf