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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[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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Deeper Interviewing Strategies to Help You Avoid Mis-Hires

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Deeper Interviewing Strategies to Help You Avoid Mis-HiresHow to Manage Your Team

by Keith Rosen on September 18, 2009 with 0 comment

“I know how to interview. I’ve been doing it for years.” I hear this from practically every manager I’ve ever coached or trained. Learn how to deepen your interviewing strategies to avoid hiring the wrong people. It’s not like these managers or those responsible for making a hiring decision are doing it all wrong. Many …

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How to Make Qualifying Questions Fit You

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How to Make Qualifying Questions Fit YouProspecting, Cold Calling and Networking

by Keith Rosen on June 26, 2009 with 0 comment

While we all must challenge what we see and hear regardless of the source of information, we need to be mindful about how literal we are and to what degree we internalize the advice. While being interviewed by Geoffrey James for an article he was writing for Selling Power magazine on what managers need to …

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Benchmark Best Sales Practices to Achieve Your Goals

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Benchmark Best Sales Practices to Achieve Your GoalsHow To Sell and Sales Tips

by Keith Rosen on June 8, 2009 with 0 comment

Make the questions you ask your clients deep and knowledgeable, not shallow and vague. Read more to learn how to begin crafting better questions. Companies are running so fast in an attempt to catch up on their sales numbers that they aren’t aware of the blinders they’ve developed which are obstructing their view of the …

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Pre-Judging vs. Pre-Qualifying Your Prospects and Clients

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Pre-Judging vs. Pre-Qualifying Your Prospects and ClientsProspecting, Cold Calling and Networking

by Keith Rosen on May 1, 2009 with 0 comment

Knowing the difference between pre-qualifying and pre-judging your prospects and clients is critical. If you’re pre-judging them, you’re already creating a self-imposed barrier to more sales and selling opportunities. To permanently eliminate any confusion, lets draw a distinction between what it means to pre-qualify and pre-judge someone such as a prospect. If you read my …

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