’Twas the week before New Year, and all through the floor,
The managers were busy, yet the company wanted more.
Dashboards were glowing, forecasts stacked with care,
In hopes that the next quarter would finally be fair.
The sellers were stirring, not snug in their seats,
Still stuck in old habits with worn out repeats.
More calls. More pressure. Mundane meetings are vast.
Same scripts. Same push. Same outcomes from the past.
When out of the pipeline there rose such a clatter,
A deal went dark, then another did shatter.
Away to the CRM they flew in a flash,
To check lost reasons, with a sigh and confidence crash.
The numbers were honest. They spoke without shame.
It was not the market. It was not just the game.
It was how we were leading. It was how we were selling.
It was how conversations were managed and telling.
Then what to my wondering eyes should appear,
But a quiet realization both sobering and clear.
Not a magic incentive or pressure piled on,
But a need to coach differently before the year dawns.
Leaders learned to ask questions that opened the door,
That helped people think, see, and stretch a bit more.
They stopped chasing numbers and trying to control,
And started enrolling hearts, minds, and the whole.
The sellers caught on, as sellers will do,
That buyers want partners, not pitches that spew.
They shifted from talking to learning instead,
From pushing their agenda to where customers want to be led.
And I heard them all whisper, as the old year took flight,
This year we will lead with more care and insight.
We’ll coach with intention. We’ll sell with respect.
We’ll grow into who we are before what we can expect.
So, here’s to the holidays and New Year, not louder, but true,
Where managers coach better and sellers do, too.
Not wishing for luck or a break from the storm,
But becoming the leaders our people need us to transform.
Less pressure. More presence. Real trust in the room.
Where connection and care create the results we pursue.
Because care builds impact. And impact builds success.
When people feel seen, they bring more, not less.
And as the clock strikes midnight, one thing rings clear and true,
The new year won’t bring change, until you choose to change you. 
As the year comes to a close, I’m deeply grateful for the conversations, and moments of growth so many of you have shared with me.
Wishing you and your family a wonderful holiday season and a New Year filled with the people you love, the dreams you cherish, the blessings already in front of you, a renewed passion for life, and the health, joy, and fulfillment you deserve. 
Thank you for being part of my journey this year. I’m honored to be part of yours.
Best wishes to all, and to all a good night.
The post ’Twas the Week Before New Year with Santa Coach. A Lesson on Sales and Leadership. first appeared on Keith Rosen.