Coaching Salespeople

Six Continents. 76 Countries. Millions of Managers. One relentless mission: Elevate and transform how the world leads, coaches, and sells.
Since its groundbreaking release in 2008, Coaching Salespeople Into Sales Champions has transformed how managers lead and quickly became the global benchmark for transforming managers into world-class coaches.
In a world rocked by a hybrid workforce, constant change, fear-driven workplaces, unprecedented burnout, fractured communication, turnover and disengagement, today's sales leaders are facing more pressure than ever.
That's why the predominate sales and leadership strategy has transformed from results driven to care driven. Managers must adopt new conversations for different generations that crave purpose, life balance, motivation, trust, and human connection, over money. Keith Rosen returns with a completely revised and expanded edition for an ever-evolving world, packed with new strategies, critical conversations, dozens of high impact coaching questions, and grounded in Rosen's L.E.A.D.S. Coaching Framework(TM). This revised coaching playbook will show you how to create a thriving coaching culture that scales, drives consistent revenue, makes coaching a daily habit, and develops sales champions.
Endorsed by leaders from Microsoft, Salesforce, Johnson and Johnson, Heinz, LinkedIn, Capital One, Pfizer, State Farm, and other world-class organizations, this updated edition gives sales leaders a tactical roadmap to: - Turnaround underperformers in 30 days or less. - Master the seven types of coaching questions that build trust, accountability, ignite change, create buy-in, and spark innovation. - Turn pipeline and forecast reviews into high-value conversations that improve forecast accuracy by 27%. - Attract and improve retention of top talent by at least 25%. - Ignite intrinsic motivation and create unstoppable momentum. - Save 25 hours a week by shifting from problem-solver to coach which empowers your team to self-generate solutions. - Break down departmental silos and build deeper trust across virtual teams and geographic borders. - Improve the quality of life for your team and yourself by coaching them on developing a happy, balanced life.
Training creates salespeople. Coaching creates sales champions.

Carolyn Primus has over 35 years of experience in the dental materials industry. She is a consultant and inventor, having formerly founded and served as President of Avalon Biomed, as well as the Director of Research and Quality for Dentsply Ceramco.