Where Does Coaching Fall as a Priority for Sales Managers?

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Where Does Coaching Fall as a Priority for Sales Managers?How to Manage Your Team

by Keith Rosen on January 26, 2010 with 1 comment

There’s no activity that will drive more sales and produce better results that would be considered more important than effective coaching. As such, it’s the most important priority for every manager. So, why should coaching be a priority? In the spirit of efficiency, here are just a few reasons why. If you are coaching your …

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Should All Sales Managers Be Sales Coaches?

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Should All Sales Managers Be Sales Coaches?How to Manage Your Team

by Keith Rosen on January 21, 2010 with 1 comment

The answer is both yes and no. Coaching is the missing discipline of leadership; a learned and developed skill every manager would benefit from learning. But it’s not always so cut and dry. Where should “coaching” fall as a priority for a sales manager and why? It’s difficult to determine the priority level of coaching …

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The Ten Best Books to Read in 2010Books by Keith Rosen, coaching for managers, Executive Coaching, How to Manage Your Team, training for managers

by Keith Rosen on December 30, 2009 with 1 comment

Selling Power magazine just released their list of The 10 Best Books to Read in 2010. You can find the full list of these top ten books on Selling Power’s blog here. My book, Coaching Salespeople into Sales Champions is listed #1. I’m deeply appreciative of this recognition. You can find the full review below. …

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[Video] Frequent Coaching Yields a Measurable R.O.I.

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[Video] Frequent Coaching Yields a Measurable R.O.I.How to Manage Your Team

by Keith Rosen on December 29, 2009 with 1 comment

Are you consistent with your coaching to your team? If not, here’s the perfect place to start. If you go to the gym on a frequent basis, you’ll get in better shape. A sound and fairly obvious principle. The same principle holds true with coaching the people in your company. The measurable return you receive …

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[Video] Managers Must Make Coaching a Choice

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[Video] Managers Must Make Coaching a ChoiceHow to Manage Your Team

by Keith Rosen on December 28, 2009 with 1 comment

The coaching relationship is a choice, not an obligation.  That is, managers need to choose to make coaching their priority because they believe in the tremendous value they can deliver, rather than coach because they were told they have to. Don’t coach just to “check the box.” Here’s why it’s so critical to make this …

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Coaching Situation #3: When Can I Give Them the Answer?

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Coaching Situation #3: When Can I Give Them the Answer?How to Manage Your Team

by Keith Rosen on October 22, 2009 with 1 comment

Read the third and final installment of the three part series to learn when to give your clients the answer they are looking for and when to coach rather than train them. Situation: Bob, a successful, established and well seasoned insurance salesperson had been a long time top producer for his company. Since the company …

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Coaching Situation #2: When Do I Coach My People?

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Coaching Situation #2: When Do I Coach My People?How to Manage Your Team

by Keith Rosen on October 19, 2009 with 0 comment

Here’s the second installment of the three part saga of deciding whether to coach your clients or to train them. Learn when to coach your people and when to provide sales training. These three blogs detail how you can handle some common training and coaching scenarios that many managers find themselves in and the most …

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What Do You Coach? Coach The Gapcareer coaching, coaching for managers, coaching salespeople, Executive Coaching, How to Manage Your Team, Sales Coaching

by Keith Rosen on October 12, 2009 with 3 comments

The most common question I hear from managers just starting to shift from manager to coach is, “How do I recognize where it is they need and could benefit from the coaching most?” Actually, covering the specifics of what you can coach someone on, from a tactical perspective is actually the easy part. It’s uncovering …

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