Just finished reading it. This is an amazing book that you can't just read once. It's a book to read at least 3 times and to keep close by as a reference as it can serve you well during coaching sessions. If you think that you are a great coach now think again, read the book then decide how good you are. Some interesting sections that you can photocopy to use right away in any coaching session. Great work Keith.
What a great and amazing book. The content and the way it is written was right on the money for me. I read the book through the eyes of a salesperson and certified coach. There is nothing out there like this. Hats off to Keith Rosen. Now I'm going to buy his other books. P.S. I have never met nor am I related to the author, I'm just so happy that I found a book exactly about what I was looking for :)
Keith has played a transformative role in my career as a sales leader and it all started with this book, which I first encountered almost four years ago. I had already participated in a significant amount of sales coaching training, bit this really stood out as a methodology I could implement and commit to. Keith's methodology is simple yet sophisticated; easy to adopt yet takes years to master.
Any new manager (sales or not) should read this book to truly understand what coaching is. Coaching is a term that is grossly overused these days but Keith will start your journey to becoming a true coach, benefitting you and your career as a leader.
Perhaps my favorite part of the book is the Appendix that includes specific questions to use when dealing with specific situations (eg, the demotivated employee, the top performer, the inconsistent performer, etc). Those pages are very worn in my copy of this book!
I have bought a copy of Keith's book for every manager that I've hired and I have brought Keith in to my company for training sessions that have led to tangible gains in performance.
This could be the best $20 career investment you make!
This is amazing! Great tips and techniques. I've been a manager for a long time, I need this to give me the kick I needed. I need/want my team to be the best, and this was a great took to help me give them coaching and support they need from me. Every single sales manager should read this and then read it again!