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Coaching Salespeople into Sales Champions: A Tactical Playbook for
Managers and Executives
Description: "Winning in sales is no different than winning in life. If you embrace Keith's philosophy, you can
certainly expect to win in all areas of your life, while making a profound and measurable impact on
your 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 Keith's
book, Coaching Salespeople into Sales Champions, is the best ever written on how to do it well."--
Brian Tracy, Author, Getting Rich Your Own Way
Technology has not only changed the way companies sell but the way managers build and develop
their team. With a savvy, younger generation to manage and fewer resources to do so, managers
have less face time with their staff. As more companies transition to a virtual team environment,
it's essential for managers to learn how to quickly and efficiently coach, develop, motivate and
retain their top performers at a distance; over the telephone and via the internet.
Today's sales managers may know how to sell but most don't know how to effectively develop their
salespeople. Even with the right knowledge and resources, they're usually too bogged down in daily
challenges, deadlines, and personal responsibilities to get it all done. As a result, advancing their
salespeople takes a back seat to more immediate problems, keeping sales teams mired in
mediocrity.
Coaching Salespeople into Sales Champions is an essential playbook that you can reference daily to
develop your own executive sales coaching skills; the missing discipline amongst today's leaders.
Using a tactical coaching system that is easy to deploy on a consistent basis, this book shows you
how to realize the potential of your sales team- and retain your top performers.
Packed with real case studies, a 30-Day Turnaround Strategy, coaching templates and a library of
powerful coaching questions, this is the ultimate practical sales coaching resource for sales
managers, executives, and business owners.
Tap into the experience of a master coach. Discover step by step how to become an effective and
influential sales coach, and turn your people into motivated, successful sellers.
- Turn underperformers into super-achievers; fast.
- Attract and retain top sales talent by developing your own internal coaching program.
- Coach your salespeople to become self-motivated through the Art of Enrollment, the new
language of leadership.
- Handle difficult salespeople and determine when to let them go without collateral damage.
- Eliminate time consuming distractions and the heavy burden of dependency that traditional
management styles create.
- Empower salespeople to solve their own problems and become fully accountable for their success
using the L.E.A.D.S.
Coaching System - rather than being dependant on you.
You will also discover how you can:
- Leverage your personal strengths as well as the hidden talents of your team.
- Communicate, connect and captivate your team during each meeting or conversation.
- Get people into action without resistance.
- Eliminate hours of your workload by identifying and eliminating the time killers in order to focus
on the non negotiable activities you can consistently engage in that yield the greatest ROI.
Plenty of books espouse new management and leadership theories for managers, but few show you
how to actually coach your people on a daily basis in a way that creates measurable change.
Coaching Salespeople into Sales Champions provides that proven methodology and tactical strategy
for coaching which bridges the gap between theory and execution. Now, you can implement a
systematic approach to develop a world class sales team and achieve the meaningful, long lasting
results you want-today.
Contents: About the Author.
Acknowledgments.
Introduction.
Chapter One. 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 - Defined.
Defining the Role of a Sales Coach.
A Coach versus a Mentor.
The Nine Barriers to Coaching Your 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 Two. The Coach's Mindset: Six Universal Principles of Masterful Coaching.
Management's Eternal Conundrum.
Hitting Rock Bottom.
You Can't Coach What You Fear.
Universal Principles of Masterful Coaching #1: Make Fear Your Ally.
Universal Principles of Masterful Coaching #2: Be Present.
Universal Principles of Masterful Coaching #3: Detach From the Outcome.
Universal Principles of Masterful Coaching #4: Become Process Driven.
Universal Principles of Masterful Coaching #5: Be Creative.
Universal Principles of Masterful Coaching #6: Become Fully Accountable - For Everything.
The Top 19 Excuses Managers Use to Justify Why Salespeople Fall.
Chapter Three. Six Fatal Coaching Mistakes and How to Avoid Them.
Coach the Relationship with Their Story
Fatal Coaching Mistake #1: Believing The S.C.A.M.M. – A Manager's Most Elusive Adversary.
Fatal Coaching Mistake #2: Wanting More for Your Clients Than They Want for Themselves.
Fatal Coaching Mistake #3: Are You Coaching Your Salespeople or Judging Them?
Fatal Coaching Mistake #4: Coaching Isn't About the Coach.
Fatal Coaching Mistake #5: Share Ideas, Not Expectations.
Fatal Coaching Mistake #6: Mismanaging Expectations: Are You Preparing Your Sales Team for
Change?
Chapter Four. 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 Five. The Seven Types of Sales Managers.
The Seven Ps.
The Problem-Solving Manager.
The Question Is the Answer.
Solution-Oriented Questions.
Chapter Six. 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 Salespeope 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 Seven. 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 Truly 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 Eight. 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 Nine. 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 Ten. 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 Eleven. 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 Twelve. 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.
How to Turnaround or Terminate an Underperformer In Less Than 30.
Fire Them and Then Hire Them.
Tips from the Coaches Playbook.
Conclusion.
Final Thoughts on Being Executive Sales Coach.
Appendix.
The Playbook of Questions for Sales Coaches.
The 80-20 Rule on Coaching Questions.
Index.
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