9 Questions Managers Ask That Kill Sales

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9 Questions Managers Ask That Kill SalesSales Management

by Keith Rosen on November 4, 2014 with 13 comments

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 …

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Coaching Salespeople to Win More Sales! Salesforce.com Live Webcast Recording

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Coaching Salespeople to Win More Sales! Salesforce.com Live Webcast RecordingSales Coaching, Videos

by Keith Rosen on September 21, 2014 with 0 comment

What are the best-in-class sales leaders doing to better engage their team and win more sales? Watch this webcast with Keith Rosen and Jason Jordan as they discuss leadership best practices, the language of leadership and the role technology plays in building a bench of champions. Plus, a special announcement that every manager needs to …

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[Video] Resign Today as Chief Problem Solver

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[Video] Resign Today as Chief Problem SolverSales Management

by Keith Rosen on August 23, 2014 with 0 comment

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 and Decision Maker. Enhanced Video Transcript: This is a video clip from a keynote Keith Rosen delivered in March of 2014 to an audience of approximately 700 …

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[Video] CRMs Need Data – People Need Coaching

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[Video] CRMs Need Data – People Need CoachingSales Coaching

by Keith Rosen on July 13, 2014 with 0 comment

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 …

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Your Sales Culture is Killing You – Part 6 (The Illusion of Control)

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Your Sales Culture is Killing You – Part 6 (The Illusion of Control)Leadership Academy, Sales Management

by Keith Rosen on May 11, 2014 with 8 comments

Managers and salespeople claim how they’re always creating solutions for other people when in fact, they’re just trying to control the outcome. Trying too hard to control the outcome actually prevents you from achieving the results you want. Here’s why. What is your relationship with control? An interesting question. I’m going to go on a …

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Your Sales Culture Is Killing You – Part 4 (Is Your Boss Annoying?)

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Your Sales Culture Is Killing You – Part 4 (Is Your Boss Annoying?)Accountability, Sales Management

by Keith Rosen on March 31, 2014 with 3 comments

For many, the thought of detaching from the outcome seems impossible. Still, managers must be mindful of performance expectations while simultaneously listening to and respecting other people’s opinions. So, how do you continually push for results without being annoying? Here’s a strategy to defuse your frustration and keep your emotional reactions at bay. “Forget about …

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Your Sales Culture Is Killing You – Part 2 (Become Process Driven)

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Your Sales Culture Is Killing You – Part 2 (Become Process Driven)Accountability, Sales Coaching

by Keith Rosen on March 16, 2014 with 3 comments

My last post kicked off a six-part series entitled, “Your Sales Culture Is Killing You.” For example, in every conversation, when managers become too attached to the result or their own agenda, it erodes trust and sabotages people’s potential. That’s why it’s so critical to become a Process Driven Thinker. The Inner Game of Coaching …

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Your Sales Culture Is Killing You – Part 1 (Detach from the Outcome)

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Your Sales Culture Is Killing You – Part 1 (Detach from the Outcome)Accountability, Sales Management

by Keith Rosen on March 9, 2014 with 12 comments

What prevents you from selling more and co-creating new possibilities for your customers and direct reports? What’s the leading cause of frustration and emotional reactions which also erodes trust, gets in the way of asking better questions and prevents you from being more curious? If you want to boost your sales volume and develop champions, …

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