Selling Power magazine just released their list of The 10 Best Books to Read in 2010.
My book, Coaching Salespeople into Sales Champions
is listed #1. I’m deeply appreciative of this recognition. You can find
the full review below. Most important, I hope this book continues to
make the impact it has on managers world wide, regardless of industry
or profession, providing the guidance and strategies that are
desperately needed to succeed as a leader and as a coach in this new
marketplace in order to end the timeless struggles that managers are faced with, get your people hyper-productive and ultimately, have them perform
like true champions today. (You can find more information about this book here.)
Review below by Gerhard Gschwandtner, founder and publisher of Selling Power Magazine:
The 10 Best Books to Read in 2010
Charles W. Eliot once said, “Books are the quietest and most constant of friends; they are the most accessible and wisest of counselors, and the most patient of teachers.” The profession of selling is fortunate to have a multitude of counselors who are willing to share their insights with their peers. Below is Selling Power’s selection of the best books to read for sales managers and salespeople to boost sales productivity, to improve sales and to increase customer value. These ten books contain hundreds of valuable ideas that – if applied correctly – could easily increase your sales by 10% – 30% in 2010.
1. Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives by Keith Rosen
How many salespeople on your team are not employing their full potential? 50%, or more? What stands in the way to greater performance isn’t something they don’t have, but something they don’t get: professional coaching. The sad truth is that most sales managers don’t have the skill set that it takes to make a positive difference in their salespeople’s performance.
Most managers act as “super closers” and at the same time they complain about their salespeople’s inability to improve. Their approach to coaching is “telling and yelling.” The good news is that Executive Sales Coaching shares a proven process where sales managers and salespeople can co-create new skills in a fail-safe environment. The outcome: salespeople will create their own solutions.
This book will show you how you can:
*Help salespeople use their hidden capacities to solve their own problems
*Create a culture of accountability where salespeople strive to live up to their commitments
*Establish a climate of constructive collaboration that allows people to grow
What do I think? There are only a handful of great sales coaches. Keith Rosen is one of the top three in my mind. His book shares all the essentials you need to achieve a positive transformation of your sales team in 2010.
The downside: Once you’ve opened your eyes to the amazing possibilities of coaching salespeople, you’ll become hyper-critical of other sales managers who are stuck in the old ways of managing by “telling and yelling.”
You can read the full review and find the other top ten books on Gerhard’s blog here.