Do You Know How to Prepare Your Sales Team for Change?

SEE FULL POST

Do You Know How to Prepare Your Sales Team for Change?coaching for managers, How to Manage Your Team

by Keith Rosen on September 16, 2009 with 0 comment

Salespeople who understand their manager’s intentions and are focused on a shared vision that aligns personal goals with business objectives are happier & more productive. Maria learned how to lay the groundwork to create alignment around change. Have you? Maria was a new sales manager hired by Media Pros, Inc., a sports management consulting firm. …

continue reading ...

Your Playbook for Winning More Sales Todaycoaching for managers, coaching salespeople, Executive Coaching, Sales Management, training for managers

by Keith Rosen on September 15, 2009 with 0 comment

After my trip to Ireland last month, I’m continuing my travels and have the pleasure of delivering another training event in the second of 8 countries that I am visiting over the next two months. This week, I’m enjoying the beautiful city of Prague and while I’m here, I’m fortunate enough to have the support …

continue reading ...

The Seduction of PotentialBooks by Keith Rosen, coaching for managers, coaching salespeople, Executive Coaching, How to Manage Your Team, Sales Coaching, Sales Management, training for managers

by Keith Rosen on September 15, 2009 with 0 comment

72 HOUR BOOK EVENT! Click here for more information and start winning more sales today. There are three areas in which managers constantly struggle. The first is deciding who to hire and where to find good talent. The second is deciding who to coach, how to coach and who to support when performance has dipped …

continue reading ...

Uncoachable People or Underdeveloped Coaches?

SEE FULL POST

Uncoachable People or Underdeveloped Coaches?coaching for managers, Sales Coaching

by Keith Rosen on September 1, 2009 with 0 comment

Perhaps we need to rethink how to determine a person’s coachability. Does it only concern the person who’s not coachable? Or is it more about the ability of the coach? In previous articles and blog posts, I’ve suggested the following truth regarding whether or not someone is, in fact, coachable: “It’s one thing if a …

continue reading ...

Managing the Resistant Salesperson—Coach Them Anyway!

SEE FULL POST

Managing the Resistant Salesperson—Coach Them Anyway!management tips, Sales Coaching

by Keith Rosen on February 12, 2009 with 0 comment

How do you handle those who don’t want to be coached? A good place to start is by asking them some of these well-crafted questions. It’s evident that today more than ever, we can all benefit from a little introspection and realignment in our thinking, in our approach to sales management as well as in …

continue reading ...

What Do You Coach When Coaching Salespeople? Coach the Gap

SEE FULL POST

What Do You Coach When Coaching Salespeople? Coach the Gapcoaching salespeople, Sales Management

by Keith Rosen on March 14, 2008 with 0 comment

A common question from managers,  “How do I recognize the right coaching moment?” Regardless of the topic, skill, problem or mindset you’ve identified as a possible focal point in your coaching, there is one model that’s always applicable in every coaching scenario. It also happens to be the very thing each coaching opportunity has in …

continue reading ...