How to Turnaround an Underperformer in 30 Days Or Less 

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How to Turnaround an Underperformer in 30 Days Or Less Accountability, coaching salespeople, Communication, leadership, Sales Coaching, Sales Leadership, Sales Management

by Keith Rosen on November 10, 2021 with 0 comment

Every manager has been in this difficult position, which has been further exasperated by our remote workforce. That is, “How do I handle an underperformer?” Unfortunately, practically every company’s process around handling performance issues does not work. What if the underperformer handles themselves? Now, they’re the ones making the firing or hiring choice. The great …

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How Companies Set Up Their Managers to Fail at Coaching

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How Companies Set Up Their Managers to Fail at Coachingcoaching salespeople, leadership, Sales Coaching, Sales Leadership, Sales Management

by Keith Rosen on November 2, 2021 with 0 comment

A Global Epidemic I was talking with a WW head of sales and their sales enablement team. They said they want their managers to start proactively coaching effectively and consistently. Throughout the conversation, everyone kept making a similar comment. “WE WANT ALL MANAGERS TO COACH 70% OF THE TIME.” My response was, “If you want …

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Brainshark Interview – How Managers Leverage the Power of Coaching to Win More Sales

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Brainshark Interview – How Managers Leverage the Power of Coaching to Win More SalesSales Coaching

by Keith Rosen on October 12, 2021 with 0 comment

Here’s a recent webcast I did with Brainshark. With the stress and pressure managers are feeling to produce, transferring this pressure to your team just breeds uncertainty, fear, and disengagement. The best managers have learned how to coach their team, especially when their team is remote, to build an engaged, coachable, and cohesive team that …

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What I Said Was Not What You Heard – Coaching Cultural Slang to Eliminate Communication Conundrums

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What I Said Was Not What You Heard – Coaching Cultural Slang to Eliminate Communication ConundrumsSales Coaching

by Keith Rosen on September 30, 2021 with 0 comment

If assumptions are the number one cause of problems, communication breakdowns, strained relationships, distrust, lost sales, and unmet goals, then, how can you quickly identify and eliminate costly assumptions permanently, while creating valuable coaching moments? By leveraging the mighty power of assumptive and springboard questions to strengthen relationships and improve trust, collaboration and productivity. While …

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Get off the Field and Stay on the Sidelines! How to Shift from a Micromanager to a Macromanager

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Get off the Field and Stay on the Sidelines! How to Shift from a Micromanager to a MacromanagerSales Coaching

by Keith Rosen on September 24, 2021 with 0 comment

If you ask a manager, “How do you determine the Gap or uncover the root cause as to why someone is a top performer and why someone is underperforming?” The most common response: “I look at their numbers. I look at their activity. I look at their results.” The challenge is that reports and activities …

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Is Your Team Begging for Coaching? How to Build Thriving Coaching Relationships

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Is Your Team Begging for Coaching? How to Build Thriving Coaching RelationshipsSales Coaching

by Keith Rosen on September 15, 2021 with 0 comment

“Do we have to call it “coaching?” Once I hear those words uttered from a manager’s mouth, I know the sanctity of coaching and its impact has been tarnished and compromised. Sure, a bad coaching experience can certainly make someone leery of coaching. However, what if the manager is a great coach, but still experiences …

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How to Make Every Conversation a Coaching Conversation Using One Question

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How to Make Every Conversation a Coaching Conversation Using One QuestionSales Coaching

by Keith Rosen on July 20, 2021 with 0 comment

The biggest complaint I hear from managers is they don’t have time to coach, especially when they’re spending most of their time helping their team close more sales, resolve problems and handle customer issues. During these time-sensitive situations, compounded with the pressure to drive results, they feel they must be direct and tell people what …

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