Want to learn the ideas in Coaching Salespeople Into Sales Champions better than ever? Read the world’s #1 book summary of Coaching Salespeople Into Sales Champions by Keith Rosen here.

Read a brief 1-Page Summary or watch video summaries curated by our expert team. Note: this book guide is not affiliated with or endorsed by the publisher or author, and we always encourage you to purchase and read the full book.

Video Summaries of Coaching Salespeople Into Sales Champions

We’ve scoured the Internet for the very best videos on Coaching Salespeople Into Sales Champions, from high-quality videos summaries to interviews or commentary by Keith Rosen.

1-Page Summary of Coaching Salespeople Into Sales Champions

Overview

Great sales managers aren’t necessarily the best at closing deals. They’re better coaches who push their teams to achieve more every day.

That’s why a great sales manager is also a great coach. A good coach focuses on personal growth, rather than the quarterly sales goals of an employee.

Sales coaches can make a huge difference in whether your sales team is great or just average. A good coach can help you improve and get better results, which will lead to a successful company.

Here are some of the main points: most sales managers are afraid to make changes, so they don’t; if you want your employees to take more responsibility, you need to give it to them; and when you first start coaching someone, approach them with kindness.

Big Idea #1: To build your sales team for success, you’ve got to discover exactly what they need.

Imagine you’re a sales manager who wants to grow her lead generation and sales efforts, but she doesn’t have an effective strategy.

You need help, so you decide to hire a consultant, trainer and coach. However, it’s important for you to figure out which type of support your salespeople really need.

For instance, a consultant will likely tackle your problem with market research for your target market. He’ll then present his findings to you, as well as offer a strategy for employing them.

The trainer will build on the consultant’s conclusions to identify areas in which you and your team need to improve. He’ll then provide specific exercises to move you toward your goal. There’s a lot that a trainer can do for salespeople, including helping them practice their pitches by role-playing with them. Clearly, hiring a consultant and a trainer is helpful, but after training, it’s important to have someone who can help ensure that the team understands what they’ve learned and how best apply it.

You need to understand the differences between a consultant, trainer and coach as you identify which tools you and your team need to improve sales.

If you want to coach your salespeople, don’t underestimate the workings of a coaching program. Make sure that you’re aware of the difference between weekly meetings and coaching sessions. You’ll have to do daily or weekly coaching in order to solve problems that are occurring in your business.

Managers are responsible for the day-to-day work of their employees. However, they can also be coaches to help improve employee performance and morale. Managers must learn how to shift between managing tasks and coaching employees.

Big Idea #2: Don’t let the fear of missed goals paralyze your team and stress you out. Focus on the present.

Managers are constantly juggling sales goals, tight deadlines and an unending list of problems. As a result, they work in constant fear of failing to meet targets.

The problem is that managers worry too much, which leads to inaction and fear. Therefore, if you want to be a good manager, banish your fears. The author once worked with Michelle who was an excellent manager but worried about meeting her goals or underperforming employees.

As a result, Michelle was using up her energy focusing on everything that could go wrong. And, like most managers, she was mired in the past instead of concentrating on the present. In fact, focusing on the present is exactly what it takes to conquer your fears.

So as a sales manager, how can you focus on the present? Being in the present moment doesn’t mean being shortsighted and ignoring what’s around the corner; it means that now gets priority. If you’re obsessed with meeting future goals, for example, you’ll struggle to remain in the present.