Sales Leadership - The Essential Leadership Framework to Coach Sales Champions, Inspire

"Coaching is the universal language of learning, development and change."
 
Imagine a workplace without fear, stress or worry. Instead, you're acknowledged as a valued, contributing team player who doesn't sacrifice priorities, values, happiness or your life for your job. Sound ludicrous? Consider this is a reality in many thriving organizations.
 
Most leadership books don't apply to sales leadership. Sales leaders are uniquely and indispensably special and need to be coached in a way that's aligned with their role, core competencies, and individuality to achieve their personal goals and company objectives.
 
What if you can successfully coach anyone in 15, 5 or even 60 seconds using one question? Sales Leadership makes delivering consistent, high-impact coaching easy. For busy, caring managers, this removes the pressure and misconception that, "Coaching is difficult, doesn't work, and I don't have time to coach."
 
Since most managers don't know how to coach, they become part of the non-stop, problem-solving legion of frustrated Chief Problem Solvers who habitually do other's work, create dependency and nourish the seed of mediocrity.
 
Great business leaders shift from doing people's job to developing them by learning the language of leadership - coaching.
 
In its powerful simplicity, Sales Leadership delivers a chronological path to develop a thriving coaching culture and into a coaching leader who develops top performing teams and sales champions.
 
Using Keith's intuitive LEADS Coaching Framework(TM), the coaching talk tracks for critical conversations, and his Enrollment strategy to create loyal, unified teams - you will inspire immediate change. Now, coaching is easily woven into your daily conversations and rhythm of business so that it becomes a natural, healthy habit.
 
In his award-winning book, Coaching Salespeople Into Sales Champions, Keith was the first Master Certified Coach to share his personal coaching playbook that is now the standard for coaching excellence. Ten years later and one million miles traveled, he reveals the evolution of sales leadership and coaching mastery through his experiences working with Fortune 5000 companies and small businesses worldwide.
 
In the first book ever entitled, Sales Leadership, you'll master the ability to:
 
* Ask more questions, give less advice and the build trust and accountability to rely on people to do their job.
* Reduce your workload and save 20 hours a week on unproductive, wasteful activities.
* Shatter the toxic myths around coaching to eliminate generational gaps and departmental silos.
* Achieve business objectives, boost sales faster and retain more customers.
* Create buy-in around strategic change and improve daily performance metrics.
* Assess company readiness and ensure implementation of a successful, sustainable coaching initiative and create a healthy, happy workplace.
"People create the mindset, mindset shapes behavior, behavior defines culture, and ultimately, culture determines success. That's why the primary business objective is: To Make Your People More Valuable."

List of contents

Preface The Power of Why xix
 
CHAPTER ONE Preparing for the Cultural Evolution 1
 
What's Your Business DNA? 1
 
Burn the Bridge of Mediocrity 2
 
Boardroom or Bored Room: Defining Corporate Culture 4
 
The Company Ecosystem 4
 
You're Not Coaching Effectively 5
 
A 10-Year Coaching Study 7
 
Assessing Your Culture and the ROI of Coaching 8
 
34 Characteristics of a Coaching Culture 11
 
Preparing for Your Cultural Evolution 12
 
Preparing for Your Cultural Journey 14
 
Can't Change Your Company's Culture?
 
Create a Subculture Instead 19
 
Stop Selling, Start Coaching 23
 
CHAPTER TWO L.E.A.D.S.: Your Guiding Framework for Transformational Coaching 27
 
Questions Are the Universal Language 29
 
A Universal Definition of Coaching 30
 
The Revised L.E.A.D.S. Model for Masterful Coaching 31
 
24 Types of Questions in the L.E.A.D.S. Coaching Framework 38
 
How to Coach in 10 Minutes or Less 45
 
Coaching Simplified: The Only Three Coaching Gaps You'll Ever Uncover 47
 
CHAPTER THREE The L.E.A.D.S. Coaching Model at Work 51
 
Directive Coaching Is Not a Thing 51
 
Using the L.E.A.D.S. Coaching Model 53
 
Ten-Minute Coaching Moments 53
 
The Cost of Not Coaching 57
 
Justifying Your Role as the Super Salesperson 58
 
Coaching versus Training: What's the Difference? 61
 
CHAPTER FOUR How to Coach in 10 Minutes or Less 65
 
"Coaching Takes Too Long" 66
 
The Five Parts of the 60-Second Coaching Question 69
 
Ask for an Opinion, Not a Solution 71
 
Impromptu Situational Coaching--the ABCs of Leadership 72
 
Team Coaching or Team Meetings? 75
 
Your Meetings Suck: How Managers
 
Facilitate Influential, Productive Meetings 76
 
Lead with Questions, Not Answers 78
 
Abandon Absolute Thinking and Embrace Dualities 82
 
CHAPTER FIVE Tools to Manage the Coaching Process and Assess Results 85
 
The Revised Coaching Prep Form 86
 
Capturing the Measurable Impact of Coaching 87
 
Are You Reviewing Results or Performance? 92
 
Enter the Coaching Action Plan 93
 
CHAPTER SIX Transforming Critical Conversations into Positive Change and Measurable Results 97
 
The Hard Truth 97
 
Coach and Be Happy 98
 
Resign as Chief Problem Solver 99
 
Control Freak? A Case for Letting Go 102
 
Performance Coach or Chief Problem Solver? You Decide 103
 
An Eight-Minute Coaching Conversation 105
 
CHAPTER SEVEN Creating Unity, Trust, and Buy-In: The Art of Enrollment 113
 
What Is Enrollment? 114
 
Everyone Loves Confrontation 117
 
There's No Such Thing as a Difficult Conversation 118
 
The Six Steps of Enrollment 120
 
Coaching versus Enrollment: The Difference and Synergy 123
 
How to Destroy Trust and Isolate Your Team 127
 
The Cost of Not Enrolling 129
 
Manage Expectations with Precision: A Different Kind of Conversation 131
 
CHAPTER EIGHT Seven Essential Enrollment Conversations That Create Companywide Alignment 133
 
Prepare Your People for Change 134
 
A Subtle Distinction 150
 
CHAPTER NINE Coach Tracks: Turn Difficult Situations into Coaching Wins 151
 
Conversation #1: Eliminating Departmental and Interpersonal Silos 151
 
Conversation #2: Inheriting an Existing Team 155
 
Conversation #3: Peer Yesterday, Boss Today: Changing Roles from Peer to Boss 158
 
Conversation #4: The Revised 30-Day Turnaround Strategy for Underperfo

About the author

KEITH ROSEN is the founder of Coachquest and CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies Worldwide. Since 1989, Keith has delivered his transformational programs to hundreds of thousands of salespeople and managers in practically every industry; on five continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches, and has appeared on the award-winning television show, Mad Men. Keith has written several bestsellers including, Own Your Day, and the globally acclaimed Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and the #1 bestselling sales leadership book on Amazon since 2009. Visit KeithRosen.com.

Product details

• Authors: Keith Rosen, Rosen Keith
• Publisher: Wiley, John and Sons Ltd
• Languages: English
• Product format: Hardback
• Released: 04.12.2018
• EAN: 9781119483250
• ISBN: 978-1-119-48325-0
• No. of pages: 288
• Subjects: Social sciences, law, business > Business > Management; Führung, Verkauf, Business & management, Sales and marketing management, Wirtschaft u. Management, Management f. Führungskräfte, Management / Leadership