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Sales Leadership


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Table of Contents

Preface The Power of Why xix CHAPTER ONE Preparing for the Cultural Evolution 1 What's Your Business DNA? 1 Burn the Bridge of Mediocrity 2 Boardroom or Bored Room: Defining Corporate Culture 4 The Company Ecosystem 4 You're Not Coaching Effectively 5 A 10-Year Coaching Study 7 Assessing Your Culture and the ROI of Coaching 8 34 Characteristics of a Coaching Culture 11 Preparing for Your Cultural Evolution 12 Preparing for Your Cultural Journey 14 Can't Change Your Company's Culture? Create a Subculture Instead 19 Stop Selling, Start Coaching 23 CHAPTER TWO L.E.A.D.S.: Your Guiding Framework for Transformational Coaching 27 Questions Are the Universal Language 29 A Universal Definition of Coaching 30 The Revised L.E.A.D.S. Model for Masterful Coaching 31 24 Types of Questions in the L.E.A.D.S. Coaching Framework 38 How to Coach in 10 Minutes or Less 45 Coaching Simplified: The Only Three Coaching Gaps You'll Ever Uncover 47 CHAPTER THREE The L.E.A.D.S. Coaching Model at Work 51 Directive Coaching Is Not a Thing 51 Using the L.E.A.D.S. Coaching Model 53 Ten-Minute Coaching Moments 53 The Cost of Not Coaching 57 Justifying Your Role as the Super Salesperson 58 Coaching versus Training: What's the Difference? 61 CHAPTER FOUR How to Coach in 10 Minutes or Less 65 "Coaching Takes Too Long" 66 The Five Parts of the 60-Second Coaching Question 69 Ask for an Opinion, Not a Solution 71 Impromptu Situational Coaching-the ABCs of Leadership 72 Team Coaching or Team Meetings? 75 Your Meetings Suck: How Managers Facilitate Influential, Productive Meetings 76 Lead with Questions, Not Answers 78 Abandon Absolute Thinking and Embrace Dualities 82 CHAPTER FIVE Tools to Manage the Coaching Process and Assess Results 85 The Revised Coaching Prep Form 86 Capturing the Measurable Impact of Coaching 87 Are You Reviewing Results or Performance? 92 Enter the Coaching Action Plan 93 CHAPTER SIX Transforming Critical Conversations into Positive Change and Measurable Results 97 The Hard Truth 97 Coach and Be Happy 98 Resign as Chief Problem Solver 99 Control Freak? A Case for Letting Go 102 Performance Coach or Chief Problem Solver? You Decide 103 An Eight-Minute Coaching Conversation 105 CHAPTER SEVEN Creating Unity, Trust, and Buy-In: The Art of Enrollment 113 What Is Enrollment? 114 Everyone Loves Confrontation 117 There's No Such Thing as a Difficult Conversation 118 The Six Steps of Enrollment 120 Coaching versus Enrollment: The Difference and Synergy 123 How to Destroy Trust and Isolate Your Team 127 The Cost of Not Enrolling 129 Manage Expectations with Precision: A Different Kind of Conversation 131 CHAPTER EIGHT Seven Essential Enrollment Conversations That Create Companywide Alignment 133 Prepare Your People for Change 134 A Subtle Distinction 150 CHAPTER NINE Coach Tracks: Turn Difficult Situations into Coaching Wins 151 Conversation #1: Eliminating Departmental and Interpersonal Silos 151 Conversation #2: Inheriting an Existing Team 155 Conversation #3: Peer Yesterday, Boss Today: Changing Roles from Peer to Boss 158 Conversation #4: The Revised 30-Day Turnaround Strategy for Underperformers 158 Conversation #5: The Evolution of the 30-Day Turnaround Strategy: The Success Acceleration Program 161 CHAPTER TEN Mindful Coaching: The Inner Game of Coaching Champions 163 Assumptions in Communication 164 Coach the Written Message 174 Coaching the Elusive Topic of Time Management and Personal Productivity 177 Coaching a Top Producer to Change Their Toxic Attitude and Behavior 180 Can You Coach Fear and Confidence? 184 CHAPTER ELEVEN Know Your Players: Transforming Talent Through Observation and Feedback 185 Three Ways to Uncover the Gap 186 Coach the Person, Not the Spreadsheet 188 Sharing an Observation versus Developing Someone: What's the Difference? 197 CHAPTER TWELVE 15 Common Coaching Killers That Sabotage Coaching Success 201 Toxic Tactic #1: Nine Painfully Stupid, Disempowering Words to Stop Using 201 Toxic Tactic #2: Are You Coaching People or Closing Them? 203 Toxic Tactic #3: Coaching in Your Own Image 209 Toxic Tactic #4: Living Everywhere but Now 211 Toxic Tactic #5: Coaching Multiple Gaps at a Time 217 Toxic Tactic #6: Double-Dipping on Questions 219 Toxic Tactic #7: Coaching Is for Losers 220 Toxic Tactic #8: In Search of the Perfect Coaching Question 221 Toxic Tactic #9: Caring Too Much 222 Toxic Tactic #10: Is Everyone Truly Coachable? 222 Toxic Tactic #11: The Coachee Answers the Question-Not You! 223 Toxic Tactic #12: Getting Suckered by These Two Common Phrases 223 Toxic Tactic #13: Thinking You're Super Coach 225 Toxic Tactic #14: Losing Patience in Coaching 226 A GPS for Your Patience 226 Toxic Tactic #15: Dishonoring the ABCs of Leadership 228 CHAPTER THIRTEEN Culture-Shift: Sustaining The Habit of Coaching 231 Six Strategies to Build and Maintain Your Coaching Culture 232 1. Peer-to-Peer Coaching 232 2. Cross-Team Coaching and Observation 234 3. Monthly Coaching Mindshare Sessions 234 4. Get Your Own Coach 235 5. Create Coaching Evangelists 235 6. Leverage Technology or Build Reciprocated Accountability 235 PART I YOUR JOURNEY BEGINS HERE 237 CHAPTER FOURTEEN The Final Transformation 239 16 Final Guidance Principles to Become a Coaching Prodigy 243 Appendix Seven Steps to Creating a Top Performing Coaching Culture 247 Become the Model of Exemplary Sales Leadership 251 Bring This Coaching Code into Your Company 251 Acknowledgments 253 About the Author 255 Index 257

About the Author

KEITH ROSEN is the founder of Coachquest and CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies Worldwide. Since 1989, Keith has delivered his transformational programs to hundreds of thousands of salespeople and managers in practically every industry; on five continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches, and has appeared on the award-winning television show, Mad Men. Keith has written several bestsellers including, Own Your Day, and the globally acclaimed Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and the #1 bestselling sales leadership book on Amazon since 2009. Visit KeithRosen.com.

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