Are you excited about what you sell? At some point, have you noticed your enthusiasm fade over time, whether due to the repetition of your job, changes in your marketplace or the results you were generating? Chances are, this has less to do with the product itself and everything to do with you. Here’s an… Read More
About Keith Rosen
10 Best Questions to Ask When Coaching Your Team
When coaching, finding the right question at the most appropriate time is both a skill, as well as an art. Even with the daily pressures and tight schedules, there are still some baseline facts you need to know in any situation. Here are 10 questions you can use in practically every conversation. After coaching thousands… Read More
10 Coaching Questions Managers Use That Work In Any Conversation
Whether you’re a seasoned manager or just starting your career in management, one thing is for certain. When it comes to coaching, and more specifically, guiding a conversation with the artful and strategic use of well crafted questions, managers, regardless of age, location or experience, struggle with the right questions to ask when coaching. After… Read More
10 Coaching Questions That Work in Every Conversation
When coaching, finding the right question at the most appropriate time is a skill, mindset and an art, which often makes the coaching process difficult. Even with daily pressures and tight schedules, when supporting others, there are always baseline facts you need to know in every situation to ensure the coaching and advice you offer… Read More
11 Questions to Assess Your Coaching Effectiveness
I’ve certainly run across my share of amazing managers that actually coach well and coach consistently. Unfortunately they are still the minority. Until companies truly make coaching as much of a priority as hitting their sales targets, most managers are left on their own to figure out the secret formula for effective coaching and how… Read More
12 Coaching Questions That Fuel Momentum & Change
Here are 12 action-oriented questions that instill accountability, fuel momentum and inspire people to create their own solutions. We’re all looking for results today – fast. But standing at the podium preaching to your team about change and needing to work harder gets real old and tiring for both you and your team. Moreover, it… Read More
3 Steps to Kicking Your Adrenaline Addiction
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
4 Questions to Assess Your Impact As a Leader (Part 2)
Managers are smart. But that doesn’t mean they are aware of their own blind spots when coaching their team. Here are four self-reflective questions and common traps to avoid that can sabotage your coaching efforts. Are you focused on their agenda or yours? While shocking for some managers, coaching isn’t about you! And no, it’s… Read More
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
A Journey Back to Your-Self
As someone committed to lifelong learning, I embrace the lessons the universe teaches me. Some are more elusive than others, and most of the time, you don’t see them coming, or the people who show up in your life that are your greatest teachers. Everything, and everyone are significant. Here’s a powerful lesson about life… Read More
Are Your Goals the Wrong Goals?
Do you focus your energy, efforts and goals on what you want to achieve or what you want to avoid? If your goals are motivated by fear, then you may be making decisions based on factors that aren’t even real. Although we want to better our lives and achieve more both personally and professionally, many… 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
Get Your Head Out of Your Assumptions
Have you ever done something that you know is not in your best interest? Have you ever avoided doing something that is in your best interest? Have you ever crafted such a well justified excuse that you actually wound up believing it yourself? Allow me to introduce to you my definition for the global phenomenon… 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
Improve Forecast Accuracy by Getting Prospects to Opt-In
Woudn’t it be great if every prospect became a customer around your timeline? Okay, maybe that’s a pipedream, since some of the prospects you call on will not be ready to take that next step with you. Here’s how to safely stay in touch with those promising prospects until they’re ready to buy, while insulating… Read More
Learn to Let It Go Or Lose The Sale
Denise and I were getting ready to wrap up our weekly coaching call. She’s been a salesperson for about 18 years and recently took a new position in media sales. I sensed there was something going on with Denise that was getting in her way; some limiting or dangerous thinking that was sabotaging her selling… 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 upcoming book, Own Your Day. Interruptions are a part of our day. Whether they take the form of an impromptu meeting, a client… 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
Resign Today as Chief Problem Solver
We’re always being encouraged not to quit. But not today. There’s one role I’d encourage you to walk away from right now: Your role as Chief Problem Solver.
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