Coaching Salespeople into Sales Champions
A Tactical Playbook for Managers and Executives
by:
Keith Rosen
Summary:
The book provides a framework for managers to effectively coach their sales teams, emphasizing the importance of leadership in transforming salespeople into top performers. It offers practical strategies, dialogues, and tools to foster a culture of excellence and drive sales success through consistent, personalized coaching.
Key points:
1. Coaching Leadership: Managers should use coaching, not commands, to develop sales teams. This means engaging in dialogue, listening well, and helping salespeople solve problems independently.
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