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Sales leadership : the essential leadership framework to coach sales champions, inspire excellence, and exceed your business goals /
"Coaching is the universal language of learning, development and change." style="color: #333333; font-family: Arial, sans-serif; font-size: 14px;" /> style="color: #333333; font-family: Arial, sans-serif; font-size: 14px;" />Imagine a workplace without fear, stres...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Hoboken, New Jersey :
John Wiley & Sons, Inc.,
[2018]
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| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 049 | |a UAMI | ||
| 100 | 1 | |a Rosen, Keith, |e author. | |
| 245 | 1 | 0 | |a Sales leadership : |b the essential leadership framework to coach sales champions, inspire excellence, and exceed your business goals / |c Keith Rosen, MCC. |
| 264 | 1 | |a Hoboken, New Jersey : |b John Wiley & Sons, Inc., |c [2018] | |
| 300 | |a 1 online resource (xxiii, 264 pages) | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 500 | |a Includes index. | ||
| 505 | 0 | |a Cover; Title Page; Copyright; Contents; Preface: The Power of Why; Create the Unified Why; Why are You a Leader?; Supporting Your Quest for Coaching Greatness; Chapter One: Preparing for the Cultural Evolution; What's Your Business DNA?; Burn the Bridge of Mediocrity; The Scathing Truth; Choose No Initiative Over a Failed Initiative; Examining Culture; Boardroom or Bored Room: Defining Corporate Culture; The Company Ecosystem; When Company and Personal Values Clash; You're Not Coaching Effectively; Your Culture Sucks; A 10-Year Coaching Study; Assessing Your Culture and the ROI of Coaching | |
| 505 | 8 | |a Choose a Culture of Intention or ReactionA Culture of Strategic Communicators; 34 Characteristics of a Coaching Culture; Preparing for Your Cultural Evolution; Is Your Coaching Working? Assess Your Current Culture; Preparing for Your Cultural Journey; Can't Change Your Company's Culture? Create a Subculture Instead; Can You Truly Change a Metrics-Driven Culture?; Create a Subculture; The Culture is You; Stop Selling, Start Coaching; The Consultative Sales Coach; The Secret to Making Top Salespeople Great Managers; The Best Leaders-And Salespeople-Coach | |
| 505 | 8 | |a Chapter Two: L.E.A.D.S.: Your Guiding Framework for Transformational CoachingQuestions Are the Universal Language; A Universal Definition of Coaching; The Revised L.E.A.D.S. Model for Masterful Coaching; A Simple Coaching Framework; The Anatomy of the L.E.A.D.S. Coaching Model; Learn; Enroll; Assess; Define; Support; Tactical Application of the L.E.A.D.S. Coaching Model; 24 Types of Questions in the L.E.A.D.S. Coaching Framework; Learn; Enroll; Assess; Define; Support; Now Coach the Gap!; Wrap-Up and Next Steps; How to Coach in 10 Minutes or Less | |
| 505 | 8 | |a Laser Coaching: 12 Questions Away From a BreakthroughCoaching Simplified: The Only Three Coaching Gaps You'll Ever Uncover; Chapter Three: The L.E.A.D.S. Coaching Model at Work; Directive Coaching Is Not a Thing; Using the L.E.A.D.S. Coaching Model; Ten-Minute Coaching Moments; The Cost of Not Coaching; You Can't Always be Coaching-Or Can You?; Justifying Your Role as the Super Salesperson; Enter the Fan; How to Prevent it From Hitting the Fan; Let The Fan Blow Your Problems Away; Coaching versus Training: What's the Difference?; Chapter Four: How to Coach in 10 Minutes or Less | |
| 505 | 8 | |a "Coaching Takes Too Long"Saleshog Day; The Five Parts of the 60-Second Coaching Question; Part 1: "I'm Happy to Share My Opinion With You."; Part 2: "However, You're Much Closer to This Situation Than I am."; Part 3: "And i Trust You and Your Judgment on This."; Part 4: "So, What's Your Opinion on How to Handle This?"; Part 5: "Thanks for Sharing Your Opinion, I Really Appreciate it. Let's Walk Through Your Ideas to see How it Could Play out and Then, If Needed, Refine it Together to Ensure Your Strategy Will Achieve the Results You Want."; Ask for an Opinion, Not a Solution | |
| 520 | |a "Coaching is the universal language of learning, development and change." style="color: #333333; font-family: Arial, sans-serif; font-size: 14px;" /> style="color: #333333; font-family: Arial, sans-serif; font-size: 14px;" />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. style="color: #333333; font-family: Arial, sans-serif; font-size: 14px;" /> style="color: #333333; font-family: Arial, sans-serif; font-size: 14px;" />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. style="color: #333333; font-family: Arial, sans-serif; font-size: 14px;" /> style="color: #333333; font-family: Arial, sans-serif; font-size: 14px;" />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." style="color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;" /> style="color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;" />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. style="color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;" /> style="color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;" />Great business leaders shift from doing people's job to developing them by learning the language of leadership - coaching. style="color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;" /> style="color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;" />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. style="color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;" /> style="color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;" />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. style="color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;" /> style="color: #333333; font-family: Arial, sans-serif; font-size: 14px; text-decoration: underline;" />In his award-winning book, 'Coaching Salespeople Into Sales Champions>, Keith was the first Master Certified Coach to share his person. | ||
| 588 | 0 | |a Online resource; title from digital title page (viewed on October 12, 2018). | |
| 590 | |a ProQuest Ebook Central |b Ebook Central Academic Complete | ||
| 650 | 0 | |a Sales force management. | |
| 650 | 0 | |a Employees |x Coaching of. | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Industrial Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Management Science. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Organizational Behavior. |2 bisacsh | |
| 650 | 7 | |a Employees |x Coaching of |2 fast | |
| 650 | 7 | |a Sales force management |2 fast | |
| 776 | 0 | 8 | |i Print version: |a Rosen, Keith. |t Sales leadership. |d Hoboken, New Jersey : John Wiley & Sons, Inc., [2018] |z 9781119483250 |w (DLC) 2018022526 |
| 856 | 4 | 0 | |u https://ebookcentral.uam.elogim.com/lib/uam-ebooks/detail.action?docID=5516186 |z Texto completo |
| 938 | |a ProQuest Ebook Central |b EBLB |n EBL5516186 | ||
| 938 | |a EBSCOhost |b EBSC |n 1894377 | ||
| 938 | |a Recorded Books, LLC |b RECE |n rbeEB00736503 | ||
| 938 | |a YBP Library Services |b YANK |n 15703223 | ||
| 994 | |a 92 |b IZTAP | ||