{"product_id":"coaching-salespeople-into-sales-champions-9780470142516","title":"Coaching Salespeople into Sales Champions","description":"\u003cb\u003eBook Synopsis\u003c\/b\u003e\u003cbr\u003eWinning 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.\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTrade Review\u003c\/b\u003e\u003cbr\u003e\"[The author] has spotted an opening and written one of the best sales coaching books so far, in what is still a small selection.\" Salesforce June 2008\u003cbr\u003e\u003cbr\u003e\u003cb\u003eTable of Contents\u003c\/b\u003e\u003cbr\u003e\u003cp\u003eAbout the Author xiii\u003c\/p\u003e \u003cp\u003eAcknowledgments xv\u003c\/p\u003e \u003cp\u003eIntroduction xvii\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter One The Death of Management 1\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eBecoming an Executive Sales Coach 1\u003c\/p\u003e \u003cp\u003eBut I’m Already Coaching 3\u003c\/p\u003e \u003cp\u003eMaking the Shift from Sales Manager to Executive Sales Coach 3\u003c\/p\u003e \u003cp\u003eThe Missing Discipline of Sales Coaching 5\u003c\/p\u003e \u003cp\u003eDefining the Role of a Sales Coach 6\u003c\/p\u003e \u003cp\u003eA Coach versus a Mentor 7\u003c\/p\u003e \u003cp\u003eNine Barriers to Coaching a Sales Team 8\u003c\/p\u003e \u003cp\u003eConsultant, Trainer, or Coach? 12\u003c\/p\u003e \u003cp\u003eManagers Don’t Have Time to Manage 15\u003c\/p\u003e \u003cp\u003eUnderstanding the Commitment to Coach Your Sales Team 17\u003c\/p\u003e \u003cp\u003eGet a Coach for the Coach 19\u003c\/p\u003e \u003cp\u003eFive Core Characteristics of the World’s Greatest Sales Coaches 21\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Two The Coach’s Mindset: Six Universal Principles of Masterful Coaching 25\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eManagement’s Eternal Conundrum 26\u003c\/p\u003e \u003cp\u003eHitting Rock Bottom 27\u003c\/p\u003e \u003cp\u003eYou Can’t Coach What You Fear 29\u003c\/p\u003e \u003cp\u003eThe Strong, Fearful Leader 30\u003c\/p\u003e \u003cp\u003eUniversal Principle of Masterful Coaching No. 1: Make Fear Your Ally 32\u003c\/p\u003e \u003cp\u003eUniversal Principle of Masterful Coaching No. 2: Be Present 36\u003c\/p\u003e \u003cp\u003eUniversal Principle of Masterful Coaching No. 3: Detach from the Outcome 41\u003c\/p\u003e \u003cp\u003eUniversal Principle of Masterful Coaching No. 4: Become Process Driven 45\u003c\/p\u003e \u003cp\u003eUniversal Principle of Masterful Coaching No. 5: Be Creative 49\u003c\/p\u003e \u003cp\u003eUniversal Principle of Masterful Coaching No. 6: Become Fully Accountable— for Everything 50\u003c\/p\u003e \u003cp\u003eThe Top 19 Excuses Managers Use to Justify Why Salespeople Fail 51\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Three Six Fatal Coaching Mistakes and How to Avoid Them 55\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eCoach the Relationship with Their Story 56\u003c\/p\u003e \u003cp\u003eFatal Coaching Mistake No. 1: Believing the S.C.A.M.M.— A Manager’s Most Elusive Adversary 57\u003c\/p\u003e \u003cp\u003eFatal Coaching Mistake No. 2: Wanting More for others than They Want for Themselves 63\u003c\/p\u003e \u003cp\u003eFatal Coaching Mistake No. 3: Are You Coaching Your Salespeople or Judging Them? 68\u003c\/p\u003e \u003cp\u003eFatal Coaching Mistake No. 4: Coaching Isn’t about the Coach 70\u003c\/p\u003e \u003cp\u003eFatal Coaching Mistake No. 5: Share Ideas, Not Expectations 71\u003c\/p\u003e \u003cp\u003eFatal Coaching Mistake No. 6: Mismanaging Expectations: Are You Preparing Your Sales Team for Change? 73\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Four Tactical Coaching 77\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eWho Do You Coach? 77\u003c\/p\u003e \u003cp\u003eA.G.R.O.W.T.H. Success Indicator to Determine Personal Coachability 78\u003c\/p\u003e \u003cp\u003eDon’t Coach the Squeaker 80\u003c\/p\u003e \u003cp\u003eCoaching the Whole Person 80\u003c\/p\u003e \u003cp\u003eDeveloping Sales Champions from the Inside Out 81\u003c\/p\u003e \u003cp\u003eWhat Do You Coach? Coach the Gap 82\u003c\/p\u003e \u003cp\u003eDo I Coach Them or Train Them? 84\u003c\/p\u003e \u003cp\u003eWhat Exactly Can You Coach? 88\u003c\/p\u003e \u003cp\u003eThe Top 10 Characteristics of Highly Effective Salespeople 89\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Five The Seven Types Of Sales Managers 91\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Seven Ps 91\u003c\/p\u003e \u003cp\u003eThe Problem-Solving Manager 93\u003c\/p\u003e \u003cp\u003eThe Question is the Answer 97\u003c\/p\u003e \u003cp\u003eSolution-Oriented Questions 98\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Six Ignition On! Now They’re Inspired 101\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Pitchfork Manager 101\u003c\/p\u003e \u003cp\u003ePush versus Pull— A Simple Model of Motivation 103\u003c\/p\u003e \u003cp\u003eLet Your Salespeople Tell You What Motivates Them 104\u003c\/p\u003e \u003cp\u003eAsk Your Salespeople How They Want to be Coached 106\u003c\/p\u003e \u003cp\u003eMotivate through Pleasure Rather than Consequence 107\u003c\/p\u003e \u003cp\u003eCommunicate from Abundance Rather than From Scarcity 108\u003c\/p\u003e \u003cp\u003eMake Acknowledgment Unconditional, Measurable, and Specific 110\u003c\/p\u003e \u003cp\u003eMake Your People Right, Even When They’re Not 113\u003c\/p\u003e \u003cp\u003eCreate New Opportunities Rather than Make People Wrong 116\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Seven Assumptive Coaching and Dangerous Listening 119\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Pontificating Manager 119\u003c\/p\u003e \u003cp\u003eEight Barriers That Prevent Masterful Listening 121\u003c\/p\u003e \u003cp\u003eListening Through Filters— A Manager’s Lethal Weakness 122\u003c\/p\u003e \u003cp\u003eJust the Facts, Please 125\u003c\/p\u003e \u003cp\u003eEncourage Silence 125\u003c\/p\u003e \u003cp\u003eFocus More on the Message Than on the Messenger 126\u003c\/p\u003e \u003cp\u003eListening to Someone or Listening for Something 127\u003c\/p\u003e \u003cp\u003eMake People Feel They Are Being Heard 129\u003c\/p\u003e \u003cp\u003eThe Presumptuous Manager 131\u003c\/p\u003e \u003cp\u003eDon’t Believe Everything You Tell Yourself 132\u003c\/p\u003e \u003cp\u003eGet Out of Your Way and Out of Your Head 133\u003c\/p\u003e \u003cp\u003eBe Curious 140\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Eight Vulnerability-Based Leadership 143\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Perfect Manager 143\u003c\/p\u003e \u003cp\u003eExpress Your Authenticity: Become Vulnerable 146\u003c\/p\u003e \u003cp\u003eEmbrace Your Humanity 147\u003c\/p\u003e \u003cp\u003eEvidence of an Emerging Culture 148\u003c\/p\u003e \u003cp\u003eVulnerability and Trust 149\u003c\/p\u003e \u003cp\u003eThe Passive Manager 151\u003c\/p\u003e \u003cp\u003eEmbrace Healthy Conflict 153\u003c\/p\u003e \u003cp\u003eCall Them Out Using the Coaching Edge 153\u003c\/p\u003e \u003cp\u003eTake a Stand for Your Salespeople 154\u003c\/p\u003e \u003cp\u003eDeclare What You Really Want for Your Sales Team 156\u003c\/p\u003e \u003cp\u003eThe “I’m Sensing That” Statement 158\u003c\/p\u003e \u003cp\u003eThe Proactive Manager 161\u003c\/p\u003e \u003cp\u003eA View from the Sidelines 162\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Nine Facilitating an Effective Coaching Conversation 169\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePreparing for the Coaching Session 169\u003c\/p\u003e \u003cp\u003eThe Anatomy of a Coaching Session 170\u003c\/p\u003e \u003cp\u003eThe Coaching Prep Form 171\u003c\/p\u003e \u003cp\u003eStrategic Coaching Questions 175\u003c\/p\u003e \u003cp\u003eThe L.E.A.D.S. Coaching Model 176\u003c\/p\u003e \u003cp\u003eThe Management Conversation 179\u003c\/p\u003e \u003cp\u003eThe Coaching Conversation 183\u003c\/p\u003e \u003cp\u003eGoing Deeper— Breakthrough Coaching 191\u003c\/p\u003e \u003cp\u003eHow Much Coaching is Enough? 203\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Ten The Art of Enrollment 207\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIt’s All about Connection 207\u003c\/p\u003e \u003cp\u003eMaking an Impact 210\u003c\/p\u003e \u003cp\u003eLeaving Your Legacy as a Manager 211\u003c\/p\u003e \u003cp\u003eThe Art of Enrollment 212\u003c\/p\u003e \u003cp\u003eEnrollment is a Universal Phenomenon 214\u003c\/p\u003e \u003cp\u003eCreating the Possibility for Change 215\u003c\/p\u003e \u003cp\u003eThe Six Steps of an Enrollment Conversation 216\u003c\/p\u003e \u003cp\u003eCase Study: Enrolling Someone to Improve their Quality of Work 218\u003c\/p\u003e \u003cp\u003eCase Study: Enrolling Someone to Become More Accountable 222\u003c\/p\u003e \u003cp\u003eThe Written Word: Crafting a Compelling Message 226\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Eleven The Seduction of Potential 233\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003ePotential is the Holy Grail 233\u003c\/p\u003e \u003cp\u003eThe Seduction Begins: The Ether of Potential 235\u003c\/p\u003e \u003cp\u003eThe Hard Cost of Complacency 236\u003c\/p\u003e \u003cp\u003eYou Can’t Build a Business on Potential 237\u003c\/p\u003e \u003cp\u003eWhen to Give up and Let Go 239\u003c\/p\u003e \u003cp\u003eMaster the Art of Abandonment 240\u003c\/p\u003e \u003cp\u003eThe Top Trigger Points of Seduction 241\u003c\/p\u003e \u003cp\u003e\u003cb\u003eChapter Twelve Develop an Internal Coaching Program 243\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eIdentifying a Turnaround Opportunity 244\u003c\/p\u003e \u003cp\u003eHolding Your People Accountable 248\u003c\/p\u003e \u003cp\u003eWeek One: Introducing the Turnaround Strategy—An Enrollment Conversation 248\u003c\/p\u003e \u003cp\u003eWeek Two: A Minor Setback or Imminent Failure 252\u003c\/p\u003e \u003cp\u003eWeek Three: On The Winner’s Path 257\u003c\/p\u003e \u003cp\u003eWeek Four: A Successful Turnaround 264\u003c\/p\u003e \u003cp\u003eDesigning an Executive Sales Coaching Program 266\u003c\/p\u003e \u003cp\u003eHow to Turn Around or Terminate an Underperformer in Less than 30 Days 270\u003c\/p\u003e \u003cp\u003eFire Them and Then Hire Them 277\u003c\/p\u003e \u003cp\u003eTips from the Coaches’ Playbook 278\u003c\/p\u003e \u003cp\u003e\u003cb\u003eConclusion 279\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eFinal Thoughts on Being an Executive Sales Coach 279\u003c\/p\u003e \u003cp\u003e\u003cb\u003eAppendix 283\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eThe Playbook of Questions for Sales Coaches 283\u003c\/p\u003e \u003cp\u003eThe 80-20 Rule on Coaching Questions 313\u003c\/p\u003e \u003cp\u003eIndex 315\u003c\/p\u003e","brand":"John Wiley \u0026 Sons Inc","offers":[{"title":"Default Title","offer_id":48864624181591,"sku":"9780470142516","price":21.25,"currency_code":"GBP","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0817\/1739\/5799\/files\/9780470142516.jpg?v=1722272778","url":"https:\/\/bookcurl.com\/products\/coaching-salespeople-into-sales-champions-9780470142516","provider":"Book Curl","version":"1.0","type":"link"}