[Video] Data Managers vs. People Managers

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[Video] Data Managers vs. People ManagersSales Coaching, Sales Training

by Keith Rosen on May 9, 2013 with 0 comment

If you’re trying to assess your people and uncover the real gap or coaching opportunity based on data, reports and spreadsheets, your extinction is imminent. Learn the secret to successfully evolving as a manager by shifting from a spreadsheet jockey to an authentic people manager. Get notified each time a new 60-Second Sales Coach video …

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[Video] Coach the Process, Not the End Result

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[Video] Coach the Process, Not the End ResultSales Coaching

by Keith Rosen on May 3, 2013 with 0 comment

Most sales managers are so result driven that they attempt to coach the end result—drilling their sellers about quotas, numbers, activity and results. Learn why coaching the process without pushing for the result, will paradoxically lead to breakthroughs in performance. Get notified each time a new 60-Second Sales Coach video is released. Complete transcript taken …

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[Video] Coaching and the Seduction of Potential

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[Video] Coaching and the Seduction of PotentialSales Coaching

by Keith Rosen on April 26, 2013 with 2 comments

Are your top performers slumping? Is it difficult to deal with the chronic underperformer? You know they can do better. Rather than being seduced by their potential, ensure you have their commitment around making change and the evidence of change you need to make the best decision. Choose from a place of certainty rather than …

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[Video] Building Trust Through Coaching and the Law of Reciprocity

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[Video] Building Trust Through Coaching and the Law of ReciprocitySales Coaching

by Keith Rosen on April 18, 2013 with 0 comment

Learn how to earn your team’s full trust and create immediate buy in around change, coaching, observation and your requests by leveraging the Law of Reciprocity in your communication. It all starts with the manager – and your ability to be authentically and consistently human. Get notified each time a new 60-Second Sales Coach video …

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[Video] Observation Reluctance? How to Create Buy-In with Your Sales Team

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[Video] Observation Reluctance? How to Create Buy-In with Your Sales TeamSales Coaching

by Keith Rosen on April 11, 2013 with 0 comment

Are your people resistant to being observed? Whether on the phone or during a joint sales call, learn how to enroll your people in observation so they actually want to be observed. Keith Rosen demonstrates how to get a reluctant salesperson open to observation. (Full template below.) Excerpt from a live Q & A event …

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A Leadership Manifesto: You Don’t DO Leadership

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A Leadership Manifesto: You Don’t DO LeadershipLeadership Academy

by Keith Rosen on April 6, 2013 with 6 comments

Being a leader is distinct from doing what leaders do. You can read leadership books your whole life and attempt to copy what other great leaders do, often at the cost of your individuality, but that alone will never make you the leader you want to become. Here’s how you can actually make it happen. …

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[Video] You Can’t Scale Dependency

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[Video] You Can’t Scale DependencySales Management

by Keith Rosen on April 4, 2013 with 0 comment

Managers have almost always been in the difficult situations their salespeople find themselves in. In this video, Keith Rosen explains how to avoid spoon-feeding your salespeople the answers and how to boost their confidence at the same time. Excerpt from a live Q & A event in 2012. Facilitated by Keith Rosen. Complete Video Transcript …

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How to Tell if Your Manager is Schizophrenic

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How to Tell if Your Manager is SchizophrenicSales Management

by Keith Rosen on March 21, 2013 with 3 comments

“But if they would just do it my way, they would be successful!” As you can imagine, I’ve never heard this from a sales manager before. I trust my sarcasm is translating. It doesn’t matter where I deliver my management coach training program. Whether it’s in the U.S., or throughout EMEA,  there is still some …

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