Coaching to Sales Champions Keith Rosen Paris North Station - Global Sales Mentor | Zach Selch

22 May 2020 · 2 min

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2:22

In this brief video recorded at Paris's historic Gare du Nord, Zach Selch recommends Keith Rosen's book Coaching Salespeople into Sales Champions as a practical, tactical playbook for sales managers, especially those new to the role. Selch explains that coaching is a common weak point among sales managers, citing conversations with multiple VPs of sales who find it difficult to coach their teams effectively. He stresses that poor coaching leads to higher turnover and costly loss of talent, making coaching a critical retention tool. After reviewing his experience reading several coaching books, Selch positions Rosen's book as a solid, comprehensive starting point for managers seeking to improve their coaching skills. He concludes with a call to action, inviting viewers to contact his firm for assistance in growing international sales.

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I'm in the Gare du Nord, the North train station in Paris. This is the train station you'd take if you want to take a train to Germany or to Amsterdam or Brussels, etc. And I'm— it's a beautiful old building, one of the great world train stations around the world. It's really a beautiful classic building, very, very well regarded, very famous. And if you're in Paris, worthwhile coming through here. I come through here all the time taking trains to different parts of Europe. I want to talk about a book called Coaching Salespeople into Sales Champions by Keith Rosen. It's a tactical playbook, and that's exactly basically what it is. I think when I talk to sales managers, and I talk to a lot of sales managers, coaching always seems to be one of the weak points of sales managers, especially new sales managers. And coaching is such an important element to get the most out of salespeople. I was actually at a sales meeting or a conference today, and I was talking to a lot of various VPs of sales, and one thing they kept saying over and over again was how difficult it was to get sales managers to coach their salespeople well. And very often the sales managers would just sort of give up and try and do things themselves and not try and teach their people. And when you don't coach your salespeople, you really— it's one of those things that really causes salespeople to leave an organization. So it's very expensive not to coach your salespeople. And this is a good book to teach sales managers, especially beginning sales managers. I've read, I've read a half dozen books on coaching salespeople. And I'm not going to say this is the best, but it's a pretty good book. And it's a very good place to start from. So if you're looking to give your sales managers a little edge on how to coach salespeople, this is an excellent book to start. Very comprehensive, Very practical, a good way to start. Remember, when you're ready to grow your international sales, reach out to us. We can help. When you decide it's time to grow your international sales, call us.