You may have a drug problem. Many sales managers today are hooked on a commonly abused, yet elusive drug whose widespread use seems to be flying under our radar. That drug of choice is adrenaline. Especially in today’s society, with the constant push to produce more, an overwhelming to-do list, tight deadlines, intense competition in… Read More
About Keith Rosen
4 Questions to Assess Your Impact As a Leader (Part 2)
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5 Questions to Assess Your Impact As a Leader
When it comes to self-assessing your coaching acumen, it’s essential for every manager to look in a mirror, instead of looking out a window and be honest about where you stand in your journey to becoming a world class coach and leader. Here are some foundational best practices that are always worth reviewing regardless of… Read More
Change Your Questions – Change the Outcome
If most managers have the best of intentions when supporting their salespeople, then why do they keep asking them questions that result in lost sales? Do You Emphasize Results Over People? It’s not uncommon to hear that companies are developing KPI’s and measurable objectives around coaching. While encouraging, sadly, it is doomed from the start… Read More
CRMs Need Data – People Need Coaching
Do you really know the difference between your superstars and your underperformers? They received the same training and support. When you look at the reports, CRM and activity, it appears they’re all doing the same thing; so where’s the disconnect? Identifying the unique, developmental opportunities for each of your directs requires a human touch and… Read More
Detach From the Outcome
If you were ever in a situation where you’ve walked away from a conversation feeling drained or exhausted, chances are there was something you were attached to in the conversation. An attachment is: How a person relates with a behavior or another person that gives them some sense of self worth or purpose. A way… Read More
How Great Managers Recognize the Right Opportunities for Coaching
Where do you look for and uncover that ‘perfect’ coaching moment? How do you recognize where your direct reports need coaching and could benefit from the coaching most? Actually, uncovering what you can coach someone on, from a tactical perspective, is actually the easy part. Managers are pretty good at recognizing problems, needed strategies and… Read More
LinkedOut – How to Teach Millennials the Right Way to Prospect
Do you have millennial salespeople on your team? Do they refuse to do anything except use social media and LinkedIn for business development? Here’s how to help them execute a comprehensive prospecting strategy—both offline and online. Millennials Don’t Cold Call I’ve heard this from many frustrated sales managers. “I hired this new salesperson with great… Read More
Nine Barriers to Coaching a Sales Team
For any executive sales coaching initiative to be effective and long-lasting, there are important obstacles that a manager or internal sales coach needs to address. Barrier One: No Coach the Coach Program One of my clients recently called me with questions about building an internal coaching program. It seems the person who was spearheading the… Read More
Own Your Day – How to Manage the Expected Interruption
Are you constantly being interrupted due to the nature and demands of your position? Your co-workers and customers aren’t going anywhere. Here’s how to best manage their demands. Excerpt from Keith Rosen’s book, Own Your Day. Interruptions are a part of our day. Whether they take the form of an impromptu meeting, a client service… Read More
Peer-to-Peer Coaching: Your New Secret Weapon
During any coaching workshop I facilitate, the managers who care the most and who are truly coachable—the ones who take responsibility for creating coaching cultures in their organizations so they can most effectively develop future leaders—are the managers who inevitably ask this critical question. “Okay, Keith, now that you have taught us how to coach… Read More
Sales Coaching Isn’t About the Coach
It’s not about you. I wish I could make this statement and move on to the next topic, but I can’t. Not just yet. This one needs more attention. On a very basic level, there are two people involved in a coaching relationship: the coach and the person being coached. Although many managers know the… Read More
Staff Evaluations: Too Often, Too Late
The captain of every ship needs to continually check their coordinates to ensure their crew is traveling on the safest and most efficient path that will guide them to their desired destination. The same holds true for what every manager needs to do with their staff. Every company, regardless of size or industry, needs a… Read More
This Manager Found a Top Salesperson Using This Email Simulation
How often do you and your salespeople use email throughout your sales process? Learn how to avoid hiring salespeople with the writing acumen of a five-year-old. The day starts like any other day. You open your inbox to check your emails. Maybe it’s from your boss or from the CEO of the company. Maybe it’s… Read More
What They Said Isn’t What You Think You Heard – How to Destroy or Improve Relationships, Coaching and Productivity
Do you really know what people mean when they say, “Success, coaching, difficult, call, or strategy?” You’re not speaking the same language when coaching or collaborating with co-workers and employees. Here’s the #1 cause of problems, strained relationships and unmet goals and what you can do to immediately eliminate it. Assumptive Communication in Action During… Read More
What’s Worse than Losing Your Keys, Wallet and Phone? This…
Consider the cost of losing your patience with your team, peers, customers and family. What if you never lose what you need most in sales & management? How would this impact your performance, attitude, stress and relationships? Here’s the secret to finding eternal patience, peace, and how you can double your team’s productivity. Where Did… Read More
Why are Salespeople Afraid to Sell? How to Overcome the FEAR of Selling and Prospecting in 5 Minutes
Does the idea of prospecting scare you? Are you a fearless salesperson or do you procrastinate the activities that will enable you to achieve your sales goals? Even if you’re hiding behind Social Media as your primary lead generation strategy, you eventually need to speak with every prospect! Here’s how to overcome sales and prospecting… Read More
Why Managers Can’t Develop Sales Champions and Improve Performance
What’s the evidence of developing someone’s mindset or skill set? A behavioral change? If you haven’t seen one, then it’s a safe bet that you, like most managers don’t truly know how to develop their team. Throwing an article or course at them isn’t the answer. There’s a big difference between sharing an observation and… Read More
Your Salespeople Hate Being Coached and Why Sales Managers Resist Coaching Them
There are many shared, best practices between sales coaching and selling. If the evolution of selling is coaching vs. closing customers, this also applies to how you manage and develop your team. Here’s how to break free of the most toxic of coaching tactics that kills team productivity and trust. Here’s a a global epidemic… Read More