Sales Leadership

Sales Leadership

by Keith Rosen
Released September 2018
Publisher(s): Wiley
ISBN: 9781119483250

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Book description

"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™, 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.

Table of contents

  1. COVER
  2. PREFACE: The Power of Why
    1. CREATE THE UNIFIED WHY
    2. WHY ARE YOU A LEADER?
    3. SUPPORTING YOUR QUEST FOR COACHING GREATNESS
  3. CHAPTER 1: Preparing for the Cultural Evolution
    1. WHAT'S YOUR BUSINESS DNA?
    2. BURN THE BRIDGE OF MEDIOCRITY
    3. EXAMINING CULTURE
    4. PREPARING FOR YOUR CULTURAL EVOLUTION
    5. PREPARING FOR YOUR CULTURAL JOURNEY
    6. CAN'T CHANGE YOUR COMPANY'S CULTURE? CREATE A SUBCULTURE INSTEAD
    7. STOP SELLING, START COACHING
  4. CHAPTER 2: L.E.A.D.S.: Your Guiding Framework for Transformational Coaching
    1. QUESTIONS ARE THE UNIVERSAL LANGUAGE
    2. A UNIVERSAL DEFINITION OF COACHING
    3. THE REVISED L.E.A.D.S. MODEL FOR MASTERFUL COACHING
    4. HOW TO COACH IN 10 MINUTES OR LESS
    5. COACHING SIMPLIFIED: THE ONLY THREE COACHING GAPS YOU'LL EVER UNCOVER
  5. CHAPTER 3: The L.E.A.D.S. Coaching Model at Work
    1. DIRECTIVE COACHING IS NOT A THING
    2. USING THE L.E.A.D.S. COACHING MODEL
    3. THE COST OF NOT COACHING
    4. COACHING VERSUS TRAINING: WHAT'S THE DIFFERENCE?
  6. CHAPTER 4: How to Coach in 10 Minutes or Less
    1. “COACHING TAKES TOO LONG”
    2. THE FIVE PARTS OF THE 60‐SECOND COACHING QUESTION
    3. IMPROMPTU SITUATIONAL COACHING—THE ABCS OF LEADERSHIP
    4. TEAM COACHING OR TEAM MEETINGS?
  7. CHAPTER 5: Tools to Manage the Coaching Process and Assess Results
    1. THE REVISED COACHING PREP FORM
    2. ARE YOU REVIEWING RESULTS OR PERFORMANCE?
  8. CHAPTER 6: Transforming Critical Conversations into Positive Change and Measurable Results
    1. THE HARD TRUTH
    2. COACH AND BE HAPPY
    3. RESIGN AS CHIEF PROBLEM SOLVER
  9. CHAPTER 7: Creating Unity, Trust, and Buy‐In: The Art of Enrollment
    1. WHAT IS ENROLLMENT?
    2. EVERYONE LOVES CONFRONTATION
    3. THE SIX STEPS OF ENROLLMENT
    4. COACHING VERSUS ENROLLMENT: THE DIFFERENCE AND SYNERGY
    5. HOW TO DESTROY TRUST AND ISOLATE YOUR TEAM
    6. THE COST OF NOT ENROLLING
    7. MANAGE EXPECTATIONS WITH PRECISION: A DIFFERENT KIND OF CONVERSATION
  10. CHAPTER 8: Seven Essential Enrollment Conversations That Create Companywide Alignment
    1. PREPARE YOUR PEOPLE FOR CHANGE
    2. A SUBTLE DISTINCTION
  11. CHAPTER 9: Coach Tracks: Turn Difficult Situations into Coaching Wins
    1. CONVERSATION #1: ELIMINATING DEPARTMENTAL AND INTERPERSONAL SILOS
    2. CONVERSATION #2: INHERITING AN EXISTING TEAM
    3. CONVERSATION #3: PEER YESTERDAY, BOSS TODAY: CHANGING ROLES FROM PEER TO BOSS
    4. CONVERSATION #4: THE REVISED 30‐DAY TURNAROUND STRATEGY FOR UNDERPERFORMERS
    5. CONVERSATION #5: THE EVOLUTION OF THE 30‐DAY TURNAROUND STRATEGY: THE SUCCESS ACCELERATION PROGRAM
  12. CHAPTER 10: Mindful Coaching: The Inner Game of Coaching Champions
    1. ASSUMPTIONS IN COMMUNICATION
    2. COACH THE WRITTEN MESSAGE
    3. COACHING THE ELUSIVE TOPIC OF TIME MANAGEMENT AND PERSONAL PRODUCTIVITY
    4. COACHING A TOP PRODUCER TO CHANGE THEIR TOXIC ATTITUDE AND BEHAVIOR
    5. CAN YOU COACH FEAR AND CONFIDENCE?
  13. CHAPTER 11: Know Your Players: Transforming Talent Through Observation and Feedback
    1. THREE WAYS TO UNCOVER THE GAP
    2. COACH THE PERSON, NOT THE SPREADSHEET
    3. SHARING AN OBSERVATION VERSUS DEVELOPING SOMEONE: WHAT'S THE DIFFERENCE?
  14. CHAPTER 12: 15 Common Coaching Killers That Sabotage Coaching Success
    1. TOXIC TACTIC #1: NINE PAINFULLY STUPID, DISEMPOWERING WORDS TO STOP USING
    2. TOXIC TACTIC #2: ARE YOU COACHING PEOPLE OR CLOSING THEM?
    3. TOXIC TACTIC #3: COACHING IN YOUR OWN IMAGE
    4. TOXIC TACTIC #4: LIVING EVERYWHERE BUT NOW
    5. TOXIC TACTIC #5: COACHING MULTIPLE GAPS AT A TIME
    6. TOXIC TACTIC #6: DOUBLE‐DIPPING ON QUESTIONS
    7. TOXIC TACTIC #7: COACHING IS FOR LOSERS
    8. TOXIC TACTIC #8: IN SEARCH OF THE PERFECT COACHING QUESTION
    9. TOXIC TACTIC #9: CARING TOO MUCH
    10. TOXIC TACTIC #10: IS EVERYONE TRULY COACHABLE?
    11. TOXIC TACTIC #11: THE COACHEE ANSWERS THE QUESTION—NOT YOU!
    12. TOXIC TACTIC #12: GETTING SUCKERED BY THESE TWO COMMON PHRASES
    13. TOXIC TACTIC #13: THINKING YOU'RE SUPER COACH
    14. TOXIC TACTIC #14: LOSING PATIENCE IN COACHING
    15. A GPS FOR YOUR PATIENCE
    16. TOXIC TACTIC #15: DISHONORING THE ABCS OF LEADERSHIP
  15. CHAPTER 13: Culture‐Shift: Sustaining The Habit of Coaching
    1. SIX STRATEGIES TO NOURISH THE COACHING HABIT AND PRESERVE YOUR COACHING CULTURE
    2. 1. PEER‐TO‐PEER COACHING
    3. 2. CROSS‐TEAM COACHING AND OBSERVATION
    4. 3. MONTHLY COACHING MINDSHARE SESSIONS
    5. 4. GET YOUR OWN COACH
    6. 5. CREATE COACHING EVANGELISTS
    7. 6. LEVERAGE TECHNOLOGY OR BUILD RECIPROCATED ACCOUNTABILITY
  16. PART I: YOUR JOURNEY BEGINS HERE
    1. CHAPTER 14: The Final Transformation
      1. 16 FINAL GUIDING PRINCIPLES TO BECOME A COACHING PRODIGY
  17. APPENDIX: Seven Steps to Creating a Top Performing Coaching Culture
  18. Become the Model of Exemplary Sales Leadership
    1. BRING THIS COACHING HABIT AND FRAMEWORK INTO YOUR COMPANY
  19. ACKNOWLEDGMENTS
  20. ABOUT THE AUTHOR
  21. INDEX
  22. END USER LICENSE AGREEMENT

Product information

  • Title: Sales Leadership
  • Author(s): Keith Rosen
  • Release date: September 2018
  • Publisher(s): Wiley
  • ISBN: 9781119483250