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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Motivate Through Pleasure Rather Than Consequence

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Motivate Through Pleasure Rather Than Consequencecoaching salespeople, management tips

by Keith Rosen on December 4, 2008 with 0 comment

Motivating through fear and intimidation results in the other person pushing to avoid things they don’t want rather than being pulled towards things they do want. One example of toxic motivation would be to motivate someone by pushing them into action through threats, such as the loss of their job or a punishment associated with …

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Don’t Confuse Coaching Your Team with Conceding to Them

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Don’t Confuse Coaching Your Team with Conceding to Themcoaching for managers, How to Manage Your Team

by Keith Rosen on November 27, 2008 with 0 comment

Asking each of your salespeople how they want to be managed and held accountable doesn’t mean you are giving up on team goals, expectations, and standards. Question: Here’s a question that an executive emailed me the other day. I thought the dialogue was blog worthy and valuable enough to share with you. “In your article …

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Full Accountability – What’s in it for Execs and Managers?

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Full Accountability – What’s in it for Execs and Managers?Accountability

by Keith Rosen on November 26, 2008 with 0 comment

Once you take full accountability for yourself as well as each person on your team, you are now able to empower others to be fully accountable for themselves. One reader emailed in a question asking for some further clarity around the bigger reward from becoming fully accountable for everything in our lives as well as …

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Embrace Full Accountability – For Everything and Everyone

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Embrace Full Accountability – For Everything and EveryoneAccountability

by Keith Rosen on November 18, 2008 with 0 comment

In business and life in general, you are fully accountable for everything that shows up in your life. Whether you choose to accept that or not is up to you. Dr. Marvin Jolson was very dear mentor of mine and a true business leader; a trailblazing pioneer and innovator when it came to the areas …

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How Even Blind Managers Can Learn to See Blind Spots

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How Even Blind Managers Can Learn to See Blind SpotsSales Management

by Keith Rosen on November 17, 2008 with 0 comment

It’s easy to become blind to the stories and scenarios our people repeatedly shower us with. We all have blind spots and need help seeing what’s hidden. After writing a posting the other day entitled, The Greatest Salespeople Scams Sales Managers Buy Into, I was hit with a few questions from readers. This particular post …

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The Top Ten S.C.A.A.M.s Salespeople Use that their Sales Managers Believe

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The Top Ten S.C.A.A.M.s Salespeople Use that their Sales Managers Believecoaching for managers, Sales Management

by Keith Rosen on November 14, 2008 with 0 comment

Salespeople are a creative bunch. When it comes to the stories they tell themselves which they believe are true, their conviction is so strong that their boss also falls victim of believing these S.C.A.M.M.s. Here are the top 10 lies we tell our boss (and ourselves) that, once recognized, become powerful coaching moments. Oh, The …

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The I.G.O.  3-Step Permission Based Closing Process

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The I.G.O. 3-Step Permission Based Closing Processclosing the sale, sales tips

by Keith Rosen on October 4, 2008 with 0 comment

Rather than react to an objection with a statement that creates an adversarial posture between you and the prospect (Example: defending your position, service, or product) respond to the objections you hear with a question using the three step I.G.O. Permission Based Selling™ process to defuse them. Here’s how. Remember, after gathering the information during …

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