| Document Type
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BL
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| Record Number
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1004515
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| Doc. No
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b758885
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| Main Entry
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Rosen, Keith.
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| Title & Author
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Coaching salespeople into sales champions : : a tactical playbook for managers and executives /\ Keith Rosen.
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| Publication Statement
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Hoboken, N.J. :: John Wiley & Sons,, ©2008.
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| Page. NO
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1 online resource (xxii, 327 pages)
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| ISBN
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0470267763
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: 0470893419
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: 128138142X
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: 6611381422
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: 9780470267769
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: 9780470893418
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: 9781281381422
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: 9786611381424
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0470142510
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9780470142516
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| Notes
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Includes index.
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| Contents
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Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives; CONTENTS; ABOUT THE AUTHOR; ACKNOWLEDGMENTS; INTRODUCTION; Chapter 1: The Death of Management; Chapter 2: The Coach's Mindset: Six Universal Principles of Maserful Coaching; Chapter 3: Six Fatal Coaching Mistakes and How to Avoid Them; Chapter 4: Tactical Coaching; Chapter 5: The Seven Types of Sales Managers; Chapter 6: Ignition On! Now They're Inspired; Chapter 7: Assumptive Coaching and Dangerous Listening; Chapter 8: Vulnerability-Based Leadership.
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Chapter 9: Facilitating an Effective Coaching ConversationChapter 10: The Art of Enrollment; Chapter 11: The Seduction of Potential; Chapter 12: Develop an Internal Coaching Program; Conclusion; Appendix; INDEX.
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| Abstract
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Coaching Salespeople into Sales Champions is the ultimate guide to maximizing team productivity through executive sales coaching. Between professional deadlines and other business responsibilities, most sales managers can?t find the time to develop their sales staff. This book shows you how to develop your own executive sales coaching skills so you can boost sales efficiency, train your staff to better performance, and hire and retain top sales talent.
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| Subject
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Sales force management.
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BUSINESS ECONOMICS-- Human Resources Personnel Management.
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| Subject
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BUSINESS ECONOMICS-- Workplace Culture.
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| Subject
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Sales force management.
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| Dewey Classification
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658.3/044
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| LC Classification
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HF5439.5.R67 2008eb
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