by Keith Rosen · John Wiley & Sons Inc · tapa dura · ISBN 9780470142516
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«Coaching Salespeople into Sales Champions» is Keith Rosen's coaching guide, published by John Wiley & Sons Inc in hardcover (352 pages, in English).
It argues that the manager, not training, turns a sales team into champions. It presents the L.E.A.D.S. Coaching Framework method with real cases, a 30-day strategy for underperforming salespeople, conversation templates, and hundreds of coaching questions so the salesperson solves their own problems and owns their solutions.
The work was first published on March 14, 2008 and carries the subtitle «A Tactical Playbook for Managers and Executives».
For managers, sales directors, and executives who want to turn their sales team into a high-performance group through coaching.
