Skip to Main Content
Sales Leadership
book

Sales Leadership

by Keith Rosen
September 2018
Beginner content levelBeginner
288 pages
6h 51m
English
Wiley
Content preview from Sales Leadership

CHAPTER 8Seven Essential Enrollment Conversations That Create Companywide Alignment

Quick check‐in. So far, we've covered:

  1. How to define your ideal corporate culture and an assessment to prepare for this cultural evolution
  2. A proven, globally adopted and newly revised L.E.A.D.S. coaching framework and methodology used by managers in over 50 percent of the Fortune 5000 companies
  3. The L.E.A.D.S. Coaching Model in action
  4. The revised six steps to an enrollment conversation and how they complement your coaching efforts while also creating a unified team, buy‐in around change, address any topic, and stimulate positive change an innovation

Is it safe to start coaching? Yes … and no. You can use many of the strategies we've discussed immediately, including the 60‐second coaching strategy in Chapter 4. But for conscious, intentional enrollment conversations that manage the expectations around your transformation, the shift in your daily communication as a coach and how you lead the enrollment conversations are non‐negotiable. Here are all the coach tracks you need to get your people on board with coaching, and the additional changes needed to generate exponentially healthier results, fast.

PREPARE YOUR PEOPLE FOR CHANGE

“Keith, when I go back to my team tomorrow, where do I start in terms of introducing coaching as this new way of working together and how my style of management is going to change for the better?” This is always the question on every manager's mind at the end of participating ...

Become an O’Reilly member and get unlimited access to this title plus top books and audiobooks from O’Reilly and nearly 200 top publishers, thousands of courses curated by job role, 150+ live events each month,
and much more.
Start your free trial

You might also like

The Sales Manager’s Success Manual

The Sales Manager’s Success Manual

Wayne M. Thomas
Sales Engagement

Sales Engagement

Manny Medina, Max Altschuler, Mark Kosoglow
Beyond the Sales Process

Beyond the Sales Process

Dave Stein, Steve Andersen

Publisher Resources

ISBN: 9781119483250Purchase book