EXTREME LEADERSHIP - Live Coaching and Sales Mastery Podcasts and Interviews: Recent Episodes
Keith Rosen
Keith Rosen is the CEO of Profit Builders and founder of Profit Builders, (www.ProfitBuilders.com), named one of the Best Sales Training and Coaching Companies Worldwide. Over three decades, Keith has delivered his transformational programs to hundreds of thousands of salespeople and managers in practically every industry; on five continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. Keith has written several best sellers including, Sales Leadership, Own Your Day and the globally acclaimed Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and the #1 best-selling sales management coaching book on Amazon since 2009.
He’s been featured in Entrepreneur, Inc., Fortune, The New York Times and The Wall Street Journal. Keith was also featured on the award-winning television show, Mad Men. He was also named one of the 50 Best Salespeople of all time, along with Zig Ziglar, Steve Jobs, Dale Carnegie and Jeff Bezos.
Leaders regularly ask about performance, priorities, and results. But when was the last time you asked someone how well they are taking care of themselves, setting boundaries, or being fully present with their family? In this two-minute video, I explore the Conversation of Care—the personal leadership conversation most managers were never taught to have, yet their people may need most.
When do I train them and when do I coach them? In this five minute conversation, learn the difference between training and coaching, and the questions you can use to assess whether the coachee needs training, coaching or both to unlock and sustain greater performance.
In this conversation, Keith Rosen challenges the way most sales leaders think about coaching, training, accountability, hiring, and performance. The hard truth is that your people don’t need more answers from you. They need better coaching that helps them think, own their decisions, build confidence, and grow beyond dependency. Keith shares why coaching is no longer a management technique, but the language of modern leadership, especially in a world shaped by hybrid work, AI, burnout, low engagement, and constant pressure to perform. This episode is for every leader who wants stronger salespeople, healthier teams, better conversations, and results that do not depend on the manager solving every problem.
If you want the secret to becoming a sales champion, stop changing what you do, and start changing how you think. Top salespeople upgraded their thinking from pitching to partnering, selling to serving, closing to caring, convincing to collaborating, fixing to facilitating, and pressure to creating possibilities. Check out this session with the sales champions at Microsoft.
If you want the secret to becoming a sales champion, stop changing what you do, and start changing how you think. Top salespeople upgraded their thinking from pitching to partnering, selling to serving, closing to caring, convincing to collaborating, fixing to facilitating, and pressure to creating possibilities. Check out this excerpt from my session with the sales champions at Microsoft.
The Toxic Coaching Trap Every Manager Falls Into that Sabotages Your Coaching ☠️ Coaching In Your Own Image. 🚨 “This worked for me.”🚨 “This is what I would do, so you should too.”🚨 “This is how I like to be managed/motivated/held accountable.”Coaching in your own image isn’t coaching - it’s projecting your perspective, ideas, and solutions to control the outcome, instead of having your team create the solutions or come to the revelation themselves. This a fast track to dependency, and eroded trust, engagement, coaching and performance.Great managers don’t guide/manipulate people to take on their agenda and answer, and try and control the conversation.They coach the individual, without judgement, by uncovering and respecting their unique goals, opinions, personal values, priorities, skills, challenges, personality, how they do things to achieve results, where they are in their life and career, and where they want to go, based on what they want, not you. So:⚡Drop the ego.⚡Stop assuming you know the answer and ask more questions to uncover the truth.⚡Start uncovering their ideas first and what people really want and need. ⚡Don’t "should" on people. (A "Should" is the excrement of your agenda and makes people wrong 😕) Let them self-assess and arrive at their opinion on how to do things to build confidence and a growth mindset.Lead them, not your reflection. 🔥
Overview - AI GeneratedKeith Rosen's Journey: Keith, with 35 years in sales and leadership, evolved from life coaching inspired by a newspaper article. He has coached in 76 countries, emphasizing support for leaders amidst uncertainty.AI Impact on Authenticity: Concern over AI-generated content overtaking human authenticity, with 56% of LinkedIn posts being AI-written. Technology can enhance efficiency but cannot replace essential human connections in leadership and sales. Shifting Leadership Focus: Pandemic highlighted the need for empathy in leadership; 92% of employees contemplate job changes, emphasizing a people-over-profit culture. Coaching should foster mindset development alongside skill enhancement—shifting from traditional metric focus. The pandemic has underscored the importance of empathy in leadership, prompting leaders to prioritize emotional intelligence and understanding in their interactions with employees. With 92% of employees considering job changes, organizations must cultivate a people-over-profit culture to retain talent and enhance employee satisfaction. Effective coaching should focus on developing a growth mindset in addition to enhancing skills, moving away from a sole emphasis on metrics and performance targets.
You walk into a meeting and before you finish your first sentence, you see the crossed arms. The raised brows. The silent resistance. You’re not in a conversation. You’re in a standoff.That's why the best leaders communicate differently. The Art of Enrollment is a practical, real-world guide to help you communicate in a way that gets people to lean in, not push back. It shows you how to move from explaining and convincing… to enrolling people in the bigger vision — so they take action not because they’re told to, but because they believe in it.Whether you’re resetting expectations, or building buy-in around a new direction, The Art of Enrollment gives you a step-by-step approach that removes the fear from confrontation and the tension from hard conversations.
Here's the link to download the book and audio version: https://keithrosen.com/seven-types-of-coaching-questions/“I don’t know what questions to ask when I’m coaching,” is the most common challenge I hear. Sure, managers tell me they’re coaching their team by asking questions. However, not every question is the right question, and poor, leading and manipulative questions will lead to coaching failure, and the erosion of trust.The fact is, every manager struggles with coaching. That’s why I’ve condensed 32 years of real-world sales coaching experience into a 40 page, daily sales coaching playbook.This isn’t just another book on the methodology of coaching; it’s the final coaching resource you’ll ever need to help guide people to crafting their own success strategy so you don’t have to.It’s everything you need to know around asking the 7 types of questions that create breakthroughs and results, and when to ask them.The 7 Killer Sales Coaching Questions is your daily coaching playbook, providing you not only with WHAT questions to ask, but WHY you’re asking them so coaching becomes a normal part of your daily communication, regardless of the situation you’re in. Instead of a random list of questions, this book will help you simplify the coaching process, making you a powerful, influential communicator and leader. You’ll learn how to: Build trust and break through obstacles. Inspire positive change, self-accountability and action using the right questions. Close more sales faster than ever before. Get your time back. Create breakthroughs in results, attitude and performance using one question. Avoid self-serving, manipulative questions that erode trust, relationships, performance, and confidence. Coach skill-set, and mindset to ensure long term results.
If you don't like the way you're being managed, it's your responsibility to tell your manager, “This is how I’d like to be managed and held accountable.” 🤯Take charge of making the rules and how you want to be managed. Here's the Coaching Up talk track that will engage them to #maKEITHappen 🙂
Your prospects and customers are human too, not just a sales quota. The most effective selling strategy that drives more sales and accelerates personal evolution is care and developing authentic, personal connections. Where is this step in your sales process? 🤭When it comes to selling and coaching, who you are and how you show up is always more important than what you do. Here's how to make this transformation to master this "new step" in your sales process.
Written by AI: Coaching is one thing, the coaching mindset is another. Beliefs precede experiences and how you think is what you get. What you focus on grows. These are just some of the fundamental, and transformational mindsets leaders need to adopt so they can then align how they think with what they do. Not the other way around. This creates a healthy, happy, sustainable coaching culture and transforms you into the leader and coach you want to be.The Leadership and Coaching Discussion meeting, led by Keith Rosen, emphasized the need for a transformational approach to leadership in the hybrid workplace following Covid, highlighting the alarming levels of employee disengagement and the necessity for deeper personal connections in coaching. Key topics included the importance of empathy, effective communication, and understanding team members' individual purposes to foster a supportive environment. Rosen advocated for a change in traditional performance improvement strategies, proposing a four-week turnaround plan for underperformers while encouraging managers to prioritize team member well-being amidst external pressures. He underscored the integral role of authenticity in leadership, drawing parallels between music and managing teams, and concluded by urging leaders to be proactive in enhancing their team's value and engaging in meaningful conversations about core values and priorities. Action items were established to ensure managers take concrete steps towards implementing these principles.Notes️ Introduction and Leadership Mindset (00:00 - 11:25) Keith Rosen discusses transition to hybrid workplace post-Covid Highest level of employee disengagement and attrition Importance of tapping into people's individuality in coaching Only 1 in 20 managers trained in coaching Opportunity to reconnect with people on a human level Need for deeper personal connection in sales and leadership 76% of companies changed buying processes, only 17% changed selling processes Importance of putting people over profit Coaching and Connection (11:25 - 22:44) Challenges of managing diverse teams and high performers Need for empathy and skills to deal with personal issues Importance of setting positive intent in conversations Questions managers should ask to support team members Self-care as a crucial aspect often overlooked Managers need to push back against pressure from top leadership Importance of insulating team from excessive pressure Coaching as a Language (22:44 - 32:40) Coaching is not an event but a language Need for a universal coaching methodology Importance of uncovering people's sense of purpose Top intrinsic motivators: making a difference, collaboration, impact, life balance Need for managers to wake up thinking about making their team more valuable Mindset and Coaching Approach (32:41 - 41:51) Importance of exploring opportunities to make people more effective Setting positive intent in conversations with team members Questions to ask team members about their values and priorities Need for regular conversations about what's important to team members Importance of developing relationships and caring for team members Performance Improvement and Legacy (41:51 - 51:08) Criticism of traditional Performance Improvement Plans (PIPs) Proposal for a 4-week turnaround strategy for underperformers Importance of collecting evidence of change Concept of people self-selecting in or out based on their commitments Focus on creating a positive legacy as a leader Personal Interests and Leadership Lessons (51:09 - 01:00:01) Keith's passion for music and concerts Conversion of old garage into music studio Recent concert experiences Importance of authenticity and connection in both music and leadership
In the recent discussion on Sales Leadership and Coaching featuring Keith Rosen, a seasoned expert with extensive global experience, the importance of transforming salespeople into top performers was emphasized through the lens of core values such as connection, selflessness, and the significance of cultural understanding in sales. Rosen highlighted the necessity of adopting a growth mindset, stressing self-leadership and accountability, while addressing common time management challenges for leaders. The conversation shifted to leveraging growth through supportive leadership that aligns personal goals with business objectives, advocating for a coaching approach that prioritizes questioning over telling to foster deeper engagement. Effective coaching techniques were discussed, showcasing success stories that demonstrate improved team performance and reduced attrition, underscoring the necessity for managers to take full responsibility for their team's outcomes. Key action items included identifying personal core values, developing self-accountability routines, enhancing coaching skills, and embracing managerial responsibility for team success.
Jason Cooper and I had a powerful conversation that most people either shy away from or simply forget about. Self Management. Bottom line, you can't create a thriving career while honoring your priorities and core values without owning your day and protecting your time. In this episode, discover how to: Reduce your daily workload and protect your time. Obliterate your never-ending to-do list and get more done in less time. Identify and manage the unplanned events that distract you from your priorities, cause stress, and waste time. Coach your direct reports on how they can improve their daily productivity, performance, and personal accountability.“If You Want a Great Life, Then Schedule One.”
We can talk strategy all day long, but if leaders don't change the way they think then nothing will change. In this conversation with Jason Cooper, discover how leaders are communicating in a way that drives engagement. In addition, learn the inner game of leadership and the mindset of care that every manager needs to adopt including the power of being present. Finally, learn how to leverage people's core values to drive motivation and greater results.
In the latest episode of Mastering Modern Selling, we discuss the transformation that salespeople and managers need to make to reconnect with buyers and customers in a new and deeper way in order to develop more meaningful, authentic relationships that drive more sales. The predominant sales and leadership strategy today is - CARE.
COACHING TAKES TOO LONG! If you believe this, you're not coaching. Are you interrogating your team or collaborating with them? Here's how to coach someone in 60 seconds or less.
Here's part of the powerful conversation I had with Jason Cooper, as we discuss the new superpower of selling and leadership - CARE. It's something we all want and need, especially our customers. Once salespeople shift from making the sales process about them and what you want to get, to what you have to give, care and coaching become your new competitive edge. What do you think?
I had a the pleasure of being a guest on the Rural Sales Show last week. In this episode we discuss:- Why you can't scale dependency- Why sales managers deflect and prefer to focus on their teams instead of themselves (what I call a global epidemic)- How to manage low performers and coach for accountability- How to use questions to open up possibilities in coaching conversations- The top traits of the most successful sales managers- How to run effective sales meetings- The importance of taking time to self-reflect to improve self-awareness
Out of the archives! Here's a never before published video VIP event hosted by Salesforce, where Jason Jordan and I discuss with a group of senior sales leaders what top companies are doing to transform their sales organization to sell the way customers want to buy today, while creating a culture where coaching is the foundation of growth and people transformation.
EVENT DESCRIPTION: Ever wondered how some managers consistently lead their teams to achieve unprecedented success? Keith Rosen, CEO of Profit Builders, joins us to share the secret: mastering the language of coaching. You'll learn how coaching transcends traditional problem-solving, fostering new possibilities and cultivating accountability within your team. Whether you're leading a sales team or running clinical operations, this session gives you tools to aid your employees in developing critical thinking skills, enabling them to become self-reliant problem solvers.But not all coaching is created equal. The one-size-fits-all approach is a trap that many managers fall into, leading to inefficiencies and disconnection within the team. Keith helps us navigate around this pitfall, discussing the importance of understanding each individual’s unique coaching style, motivation, and accountability methods. Moreover, we delve into the role of confidence in leadership and its direct correlation to sales performance. If you've ever been in a sales slump, this information is a game-changer that will help you intentionally cultivate confidence.Through this conversation, we hope to have provided insights that will guide you in transforming your leadership style and, ultimately, your team's performance. Join us on the CHAPcast for more empowering conversations like this.
Gallup reported that 73% managers feel unequipped to do their job, while 97% of employees feel poor communication impacts their productivity, mood, and goals. A McKinsey study showed that 76% of business leaders report that good communication increases productivity by 5X. Turnover amongst sales professionals has gone up by 39% and 67% in the technology/software industry. The leading cause? Their manager. The good news is, managers have the power to create trusting, engaged, collaborative teams by changing how they communicate with their employees, coworkers, and customers, since SHRM reported that 92% of employees report their manager is the main reason for staying, or leaving based on how their manager makes them feel. Since leadership is a language, and coaching is the language of leadership, in this 50-minute Session, you’ll walk away with actionable coaching conversations to: • Build the unconditional confidence to have any difficult conversation. • Align your communication with your teams’ personal goals, since 96% of employees want a more empathetic, caring approach to communication. • Create 100% self-accountability around your team's business objectives. • Offer feedback that leads to positive behavioral change. • Ensure 100% coaching adoption among your team/company. • Motivate your team during difficult times.
Take a break and listen to this interactive session I did with the Sales and Marketing Executives Council where we covered a variety of topics related to how to successfully navigate through our new hybrid business landscape, including how to:Sell and serve your customers. Develop an engaged, productive remote team.Create the life balance, health and happiness you want. Coach in less than one minute.*Communicate like a world-class leader.
Keith was a guest on BeMobile's Subject Matter Expert Series. Here are some of the things they discuss during this interactive leadership event with the talented leaders at BeMobile.
- How did you become a Subject Matter Expert in the field of Coaching Salespeople and Sales Leadership?
- Many of the leaders in our company are in one of their first leadership positions and are having some of their first coaching sessions. What advice would you have for first time leaders?
- What do you tell the person that is afraid that if they try a coaching process they will look fake or insincere?
- I still struggle with sometimes trying to take on too many coaching objectives in one coaching conversation. What should I do if there are multiple gaps that I am trying to address?
- What’s one coaching strategy that managers can implement today?
Enjoy part two of the Go Beyond Sales Leadership session as you get to listen in on a conversation with the exemplary leaders at GoTo. Some of the things we discuss:
1 How can sales leaders manage their time effectively to ensure they make adequate time for what they refer to as coaching? 2. Why is it important to avoid becoming “Chief Problem Solver”? 3. You often talk about the art of enrollment, building trust and setting intentions, whether it’s with our team or customers? 4. During a weekly team call, how do you share the message of the team vision to encourage those that may not be fully on board just yet? 5. Given the virtual environment what are some challenges managers and salespeople might encounter around selling, coaching and building a successful remote team? 6. What's one thing managers can do to become a better leader and start coaching their team today? 7. When reps are in a sales slump, how should leaders help them stay confident and engaged? 8. What's one of the 15 toxic tactics that can make coaching ineffective that you write about in your book, SALES LEADERSHIP?
During this live sales leadership Q & A session I did with the exceptional leaders at the LHC Group during their Sales Kickoff, you'll learn what one of the top innovative organizations is doing to transform managers into world-class leaders and coaches who create an authentic, thriving coaching culture, and develop sales champions. https://lhcgroup.com/
Here are some shocking statistics. One-third of new employees quit after about six months. In the 2021 Bureau of Labor Statistics report, the overall turnover rate is 57.3%. The most common reason for leaving an employer? Poor management practices. The second-most cited reason? Lack of career development opportunities, and third was a bad culture fit.In fact, one survey found that 94% would stay at their current employer if they invested in their long-term learning and coaching!The secret to a company’s success lies in the people you hire, and no company can afford to make a bad hire, let alone turn a good hire into a bad one who then leaves due to the lack of the right training and support from management.But how do you find the most qualified candidate to make the right hiring decision, develop the most effective onboarding process and ensure managers have the skills for ongoing coaching, training, and development when working with a remote team?Join me for this interactive event, where we will discuss the best practices to:• Make the right hire, every time.• Identify red flags during the hiring process and the first 30 days on the job.• Successfully onboard and transition your new hire into the organization.• Reduce turnover and Retain good talent.• Promote internally.
During this live Kickoff event with the exceptional leaders at GoTo, you'll learn what one of the top innovative organizations is doing to transform managers into world-class leaders and coaches who create an authentic, thriving coaching culture, and develop sales champions.
Here's the recording of the incredible interactive session I had with the talented leaders at Anderson Windows and Doors. (After all, I have their product in my home ;-) Some topics we discuss are:How do you make time for coaching?What are the top challenges sales leaders face today and tomorrow?How can i better manage and take control of my time and day?How can you coach in 60 seconds or less?Being present in order to coach!And more! Enjoy!
5 MINDSETS TO MORE SALES - How Sales Champions THINK To Drive Awesome Results by Keith Rosen
Ask yourself, are you working from home, or living at work? 🤔 People work under intense conditions that traditional time management and life balance strategies fail to address. Especially in our remote world, your work and personal life suffer, and personal priorities, self-care, along with your quality of life become secondary in pursuit of your business goals.
In this session of Coaching and Coffee with Keith, learn how to: • Reduce your daily workload and create MORE time in your day. • Make self-care non-negotiable, learn how to BE PRESENT, and live in the moment. • Give up being a “Yes-Aholic” and get comfortable saying, “NO” to protect your time and eliminate daily interruptions. • Obliterate your never-ending to-do list and get EVERYTHING done - better and faster. • Get ahead of costly problems so YOU can own your time, not everyone or everything else. • Never let anything compromise your priorities, integrity and values. • Coach others to improve their productivity and maintain a healthy, balanced life.
Ever wonder why some leaders experience higher turnover, interpersonal friction, and more team challenges, while other leaders are so inspiring that they have people wanting to be part of their team, and cherish their ideas, coaching, and any new initiatives? If the level of disengagement in the workplace is at it’s highest ever, at 84%, getting on your soapbox and preaching to people about what they need to do isn’t the answer.
The answer is the language of leadership – The Art of Enrollment. When you change the conversation, you change the outcome. The ONLY way to build trust, accountability, healthy relationships, and sell more is through enrollment, so you can align people’s personal goals with their company’s objectives that creates immediate trust, buy-in, and alignment.
During this 45-minute discussion, I’m going to address the toughest issues managers and salespeople face, including how to:
• Master The Top Ten Critical Conversations every manager & salesperson must-have. • COACH UP TO YOUR BOSS to align what you need with their agenda. • Deliver tough messages in a way that people are receptive to that immediately improves behavior, skill, and attitude. • Build or rebuild impenetrable trust and healthy relationships. • Get EVERYONE bought into coaching, your ideas, and change. • Approach difficult conversations with ease. • Create buy-in around any new initiatives (coaching, territory or compensation changes, sales goals, CRM usage, new processes, your requests, etc.). • Tear down departmental silos. • Improve customer retention and acquisition.
Underperformance costs companies billions of dollars each year. The Gallup organization reports nearly 81% of employees are actively disengaged and only ONE out of TEN managers possess the skills and talent to manage and coach. The typical approach to address performance issues is implementing the HR compliant PIP (Performance Improvement Plan), which DOES NOT work, creates more damage in its wake, encourages fear, manipulation, bias, and burns most employees out.
In this 45-minute session, we’re going to discuss how to:
• REMOTELY Leverage a 30-Day Coaching Strategy to AVOID your company's HR compliant Performance Improvement Plan. • Reduce attrition, and increase positive retention. • Coach toxic people to create a healthier attitude. • Improve team engagement, and achieve sales goals. • Avoid ever having to fire someone again. • Create a strong brand and legacy as a leader you would be proud of See less
FACT: 76% of all companies have changed the way they BUY but only 17% of companies have changed the way they SELL! If you're selling and managing your time the same way you were two years ago, you're already set up for failure. In this session, we're going to cover some of the following topics:
- How to COACH vs. SELL your prospects and customers to win more sales.
- Learn the MINDSET of a coach and the questions you're NOT asking to acquire and retain more business.
- Uncovering the new issues and challenges sales professionals are faced with that didn’t exist before.
- Why you never have to handle or defuse objections again.
- How to develop the unconditional confidence of a champion regardless of the outcome.
I’m excited to share my first LinkedIn Live session, as we focus this conversation on becoming a world-class sales leader and coach in a remote world, so you can build a team of sales champions, successfully coach anyone, at any time, and still have a balanced life! Enjoy!
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 wins more sales.
Join me and the talented leaders at Udemy for an interactive Q and A session, where we do a deep dive into what it REALLY takes to build a thriving sales coaching culture and a remote team of sales champions.
Every manager has been in this difficult position. “How do I handle an underperformer?”
Unfortunately, the three typical courses of action managers take are:
- To do nothing and hope things get better. But the last time I checked, HOPE is not a strategy.
- Number two, being seduced by the potential they see in the underperformer, hoping and waiting, “If they just focus on process and activity and be positive, they can do this!”
Then 6 months or a year passes by, and you’re still waiting for them to turn around their performance or attitude.
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And finally giving up on that person and placing them on an HR complaint process.
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Let me introduce you to a fourth option.
The 30 Day Turnaround Strategy or if you prefer, the Success Acceleration Program. Whatever you call it, keep in mind this is simply four weeks of ongoing, scheduled coaching and observation. Rather than struggling with the stress of having to fire someone, now, the outcome will be the person either choosing to self-select out or back into their position.
Here’s how to enroll the underperformer to gain their commitment and buy-in around this strategy so that you can demonstrate unconditional support for them, and model this for the rest of your team.
This creates the legacy and brand you want to have as a leader tomorrow – and today.
Four Mind-Blowing Sales Statistics That Will Help You Sell Smarter In a Remote Envionrment by Keith Rosen
Sales Leadership Podcast with Rob Jeppen- How to become FEARLESS and develop the unconditional CONFIDENCE of a champion. 💪🏼🏆
"But coaching takes too long." If that's how you feel, then you're not coaching. Instead, what if you can coach someone in 60 seconds or less and have them self-generate the ideas, strategies. and solutions on their own without you having to be the Chief Problem Solver who tells them what to do and does their job for them? Now, you're not only building trust, but you are building their confidence as well, rather than robbing it every time you give them your solution. Bottom line:
IF YOU HAVE TIME TO GIVE AN ANSWER, THEN YOU HAVE TIME TO ASK A QUESTION AND COACH. In this podcast, you'll learn the 60 SEcond Coaching Strategy that you can use in practically every conversation, that will empower people and build their confidence, critical thinking, and problem-solving skills, rather than erode them.
You may have heard the expression people don't leave companies they leave their manager. Actually, it's neither. People leave their CULTURE.
In this three-minute episode, I talk about what it takes to create an authentic thriving coaching culture, why it's essential for the continued growth of the company and each person, and the costly impact of your existing, metrics-based, quota obsessed, activity-driven, fear-based culture.
Today more than ever, time management is everyone's greatest struggle. Now that we're adapting to our remote workplace, our home is our office and our office is our home. It's essential you shift from living from a place of reaction to living from a place of intention by mapping out a daily routine that honors your work and business goals while keeping your life in balance and harmony.
Most importantly, you must set the new boundaries at home and at work in terms of protecting your time to honor your responsibilities at work, and focus on the priorities in your life without sacrificing them.
If you're not taking care of yourself, how can you take care of others?
Remove any words that end with "n’t." If we know coaching is the language of leadership, then take these words out of your vocabulary, because they don’t translate. These words focus deeper on the problem, instead of moving toward creating a new and better solution and opportunity.
• Can’t • Won’t • Wouldn’t • Shouldn’t • Couldn’t • Aren’t • Didn’t • Isn’t • But (Negates everything stated before it. Use “And” instead.)
Managers tend to focus more on what their people are not doing and what’s not working, instead of what is. Inadvertently, by asking these questions, such as "Why aren't you going to hit your sales goals?" Their literal response is, "Thanks boss for providing me with the platform and permission to use the 32 excuses I have as to why I'm not going to hit my goals!"
How to avoid this trap? Here’s the one habit to focus on. A simple shift in language will eradicate these venomous words. Asking, “How can/will you,” is certainly more powerful than, “Why can’t/won’t you.”
In this 3 minute episode with Paul Lanigan, I share how managers can make their deal and pipeline reviews more valuable that drives more sales, and how to avoid two of the most common traps they fall into when coaching their team that salespeople use to avoid being accountable:
- Taking the "I don't Know" bait.
- Taking the "I've tried Everything" bait.
Lean the two questions you can ask to have the person self-assess and arrive at their own answer, rather than you having to give it to them.
More than ever, it’s essential for managers to learn how to coach their team through difficult times of fear and uncertainty, something that only 18% of managers have actually been trained on how to do.
Check out these new statistics:
71.4% of companies reported that their sales process has changed as a result of transitioning to remote commercial trading. 74% confirmed they had experienced changes in the short or long-term competitive landscape that are affecting their business. 62% are finding it difficult or much more difficult to locate and sell to new prospects compared to before COVID-19’s arrival. 77.5% of sales leaders have not received training on how to lead remotely. More than 52% of front-line sales professionals have not been adequately trained in how to sell remotely.
Join me and my colleagues for a riveting discussion and debate around what successful companies are doing to quickly pivot and adjust to our new world and the way they sell, manage and coach people.
Managers, if you're still managing and having the same conversations you had back in 2019, you're setting your team, and yourself, up for failure.
More than ever, it's essential for managers to learn how to coach their team through difficult times of fear and uncertainty. To do so requires mastering the new, critical conversations managers have never had before. How effective are you when it comes to coaching fear, confidence, attitude and ensuring that your team feels connected and supported, not alone?
World Class managers realize the importance of developing their coaching skillset and mindset so they can successfully lead their team in a remote environment. In this podcast, you'll learn what top managers are doing to build a remote team of happy, engaged sales champions, and the conversations you need to have with your team, today.
Customers have less time and patience than ever. For you to stand out, especially when delivering a presentation remotely, it's not about refining your presentation, but reinventing it, and the language you use to connect with your prospects and customers in a deeper, more meaningful way. Learn the critical conversations every salesperson needs to master in order to deliver the perfect presentation that wins more sales. Some of the questions I'll be answering are:
- In a remote pitch environment, how can you come across as authentic, trustworthy and genuine, when investors can no longer take cues from body language?
- Given the inherent distractions associated with a virtual setting, how can I make sure I maintain a structure, maintain engagement and, keep the attention of my audience for the entirety of my presentation even if I have to adjust in the moment? (i.e. combatting Zoom fatigue)?
- How can I tailor my presentation to meet the needs of both quantitative and qualitative audiences, without losing the attention of one group? 5. How can you gauge the prospect's interest at the end of the meeting? Are there additional things we need to do to ensure we’re aligning our selling process with their timeline, due diligence, and investment process?
- Is it overwhelming if too many individuals from my firm speak during the presentation, or is it better for the allocators to meet more people from my firm?
- How do you advise handling virtual transitions and handoffs between speakers?
- How should you handle responding to a question from a prospect that you don’t know the answer to?
- How can I create a feeling of trust and reassure prospects, given my limited track record?
- Given the length of manager presentations (35-40 minutes), what is the best way to maintain a structure such that the audience can easily follow along?
Watch my first live LinkedIn event in 2021! Managers, learn how to make coaching your 2021 selling superpower to develop a remote team of top-performing, engaged, and accountable sales champions! Be prepared for your mind to be blown 🧠!
You can't sell and manage effectively if you're still doing what you did last year. Learn what top managers and salespeople are doing to align their sales process with the way your customers are making buying decisions today. It's all about mastering the new sales conversations that win more sales.
Also, I'm humbled and deeply appreciative that my book, Sales Leadership, was just named one of the 100 Best Sales Books of All Time! Thank you for allowing me to honor my core value of making an impact and contributing to your success. I'm eternally grateful.
During this VIP event hosted by Salesforce, I discuss with a group of senior sales leaders what top companies are doing to transform their sales organization to sell the way customers want to buy today.
Even if salespeople have undergone progressive sales training, there's no guarantee that they will be successful. It is common knowledge that skills grow rusty over time and salespeople are prone to pick-up bad habits along the way, or to simply skip steps and take shortcuts that can lead to long-term trouble.
Perhaps even more important these days, is the fact that markets, competition, technologies, and customer preferences are all in a constant and accelerating state of change. This fact requires that salespeople are able and willing to rethink their sales strategy and approach frequently and receive a regular top-up of skills and motivational coaching.
For sales managers, developing others’ abilities is even more important – indeed, it’s the emotional competence most frequently found among those at the top of the field. This is a person-to-person art, and the effectiveness of counseling hinges on empathy and the ability to focus on our own feelings and share them.
Sadly, of all the skills and traits required to become a successful sales manager, one who is able to maintain their team performing at optimum levels, coaching is the one that is often lacking.
Enjoy this roundtable, as we discuss how companies today can still thrive when managers learn how to coach consistently and effectively. Listen to what today's companies and leaders need to do and learn in order to create and maintain their competitive edge today and tomorrow while maintaining and continuing to build their corporate confidence and the confidence, trust, and performance among their remote teams.
Since coaching is the epicenter of every successful business, companies are finally realizing they have to do something to further develop, coach and support their employees, now, rather than wait until things get back to normal. There is no normal. And there is no going back, only forward. Abnormal is the new normal!
And during every delivery of my remote sales leadership coach training program, there seems to be a few common themes that continually show up.
They are; being patient, managing fear, stress and uncertainty, feeling isolated or disconnected, maintaining confidence, and living in the moment to create the quality of life you want. And this doesn't only apply to managers, but to their employees as well.
Here's my response. If you're not present, you can't coach. And if you're focused on what's next, you're missing out on what's now, since life happens in the moment.
In this podcast that I extracted from one of the sections in my program, you'll learn how to stay focused and mindful of your goals, while living and being present, happy and grateful in the moment. I know, it sounds difficult to stop worrying about and focusing on the future goals, especially for managers and salespeople who have sales and performance targets on their back.
It's an occupational hazard to be result driven, so take the time to listen to this podcast and you'll experience a transformational shift in your thinking. I promise, it will be an investment of your time that will pay exponential dividends, both in your career and your life.
The New Sales Strategy - CARE. Regardless of industry, every company and sales team have been impacted by the shift in the marketplace. The best companies and salespeople aren't doing more of what didn't work yesterday. Instead, they're giving their sales process an overhaul so they can align how buyers are buying in today's climate, so they can sell more today. Doing so requires changing the conversations you're having with your customers in order to develop deeper relationships and the TRUST you and your customers need to thrive.
In this interview with Top Sales World, Jonathan Farrington and I discuss the ongoing reactive scramble companies are experiencing as they desperately try to reinvent themselves. But it begins with your people. As the late, great John Lennon would say, "All you need is love." Here's what top managers are doing to lead successful teams in a remote workplace.
Join me and the talented leaders at Capital One, as we cover topics in this highly engaging and unique interview! Yes, one of the stories I share in this interview is true. When one of my salespeople threw me through my office wall! I can't make this stuff up! Listen in, as we also discuss tons of strategies, best practices and insights into what it takes to be a world-class leader in our remote workplace who develop sales champions and a top performing coaching culture.
OWN YOUR DAY BOOK: http://amzn.to/1UP6ZaR
Join me for part three of this three-part sales leadership series with the National Basketball Assaociation (NBA), and the talented leaders of the NBA and WNBA (Women’s National Basketball Association). Learn what the most productive people on the planet do to:
Reduce your daily workload and protect your time. · Obliterate your never-ending to-do list. · Make time your ally rather than your adversary by mastering the inner game of self-management. · Develop a Personal Navigation System that aligns your routine with your goals, values, and priorities. · Stop reacting to problems and become hyper-responsive so that you can take charge of your day · Identify and manage the unplanned events that distract you from your priorities, cause stress, and waste time. · Coach your direct reports on how they can improve their daily productivity, performance, and personal accountability.
If you want a great life, schedule one.
Join me for part two of this three-part sales leadership series with the National Basketball Association (NBA), and the talented leaders of the NBA and WNBA (Women’s National Basketball Association). Learn what the top salespeople are doing to make fear your ally, become unconditionally confident and win my sales by coaching their customers to succeed. This session focuses on how to transform from salesperson to sales champion. Learn how to:
- Create your new competitive edge by transforming from salesperson to sales coach so that you can coach your customers to succeed.
- Develop the UNCONDITIONAL confidence of a champion.
- Become fearless and make fear your ally.
- Refine and develop a robust sales process.
- Leverage the language of professional selling and coaching.
- Transform your conversations, sales process, and approach during this pandemic to win more sales.
Learn how to develop and coach a team of sales champions in our remote workplace so they're maximizing sales and revenue-generating opportunities, supporting their local communities, and maintaining a healthy, happy life while honoring their personal priorities and goals.
Join Keith Rosen for part one of this three-part sales leadership series with Mike Taylor Senior Director, TMBO at the National Basketball Association (NBA), and the talented leaders of the NBA and WNBA (Women's National Basketball Association). In business, just like in sports, unconditional support, care, training, and coaching NEVER stop!
Learn how to develop and coach a team of sales champions in our remote workplace so they're maximizing sales and revenue-generating opportunities, supporting their local communities, and maintaining a healthy, happy life while honoring their personal priorities and goals.
Crack the I DON'T KNOW Code! Yes, they do know! Then, what does it mean when someone says, I DON'T KNOW? Here's the only question you need to uncover the truth.
Are your employees open to and embracing coaching or do you find there's some resistance to your coaching? The question is, Why? Is it you, your coaching, their experiences or posssibly is it simly how you positioned coaching to your team in the first place. Here's how to rebrand coaching in a positive not a remedial way.
This has been one of the most common of questions managers ask me. "What's the difference between coaching and training, and when do I know it's a coaching issue or a training issue? And, when do I need to just share my opinion, direction, guidance and advice?" Illustrated through my own experience learning how to play golf, here's how to assess what your coachee needs in that conversation that would provide the most value to them.
Ever struggle to achieve results or attain the goals that are most important to you? And are you enjoying the journey to attain the success you want? In this podcast, you'll learn, step by step, how to develop your ideal life and lifestyle TODAY, by designing your Personal Navigation System. Yes, it's possible to create your ideal life today. Here's how.
When chasing prospects, are you prospecting with a blindfold on? That's why it's essential to take the time to identify who your ideal customer is. Not only in what they do, their market, size of company, etc. but also WHO they are. That is the characteristics, integrity and values of your ideal client. Are they aligned with yours? If not, you need to know when to walk away. Otherwise, if you want to create a business or career you hate, just work with people and customers you can't stand and don't like to work with.
Does Life Balance Exist? Here's The Real Truth About Creating a Great Life by Keith Rosen
Ever ask yourself, "How do I uncover how people want to be managed, sold to, motivated, even held accountable?" If you find yourself struggling to answer these questions, then you're asking the wrong person. Ask THEM! Ask the person who you're coaching and supporting. They will happily tell you! Then, you avoid the costly and assumptive thinking, "Well, this is how I like to be managed, so I guess they'll want to be managed this way, too." Now, you've fallen into the dangerous trap of coaching and managing in your own image, which will continually erode TRUST and performance. So, if you want to build a team of accountable champions, honor each person's individuality.
A universal law. What you radiate is what you attract. Said another way, how you think is what you get. So, if you want to attract more of what you want most in your life, change your thinking first.
HOOKED ON CHAOS? Love solving problems? Wait until the last moment to hit a deadline? You may have a drug problem. Many people today are hooked on a commonly abused, yet elusive drug whose widespread use seems to be flying under our radar. That drug of choice is adrenaline.
Especially in today’s society, with the constant push to produce more, an overwhelming to-do list, tight deadlines, intense competition in the marketplace and pressure to perform, responding to hundred of emails a day and of course, the drive to hit sales quotas and close more business faster; all of these factors have created a new type of junkie, especially in companies with intense sales driven, result driven cultures – the Adrenaline Junkie.
The classic symptoms? Saying “Yes” when you mean “No.” Overcommiting or overbooking your schedule, then finding it difficult to deliver on deadlines or complete tasks. Procrastinating until the last moment. Believing you, “Work best under pressure.” Being easily distracted. Here's how to get off the adrenaline train and tap into a healthier, more productive energy source. Full article here: http://keithrosen.com/2013/01/hooked-on-chaos-the-new-drug-of-choice/
Ever wonder why salespeople experience reluctance and fear when trying to cold call, prospect or engage in business development activities? Rather than avoiding this critical activity to drive more sales, take the time to explore the root cause behind your fears and reluctance. That is, what are the beliefs or assumptions you're making that's preventing you from prospecting? And here's the root cause. Rather than making the sales process about the customer and prospect, salespeople make it about THEM. Typically, salespeople focus on what they have to gain if they sell or what they'll lose if they don't. To immediately eliminate the stress, anxiety and hesitation around cold calling, shift the focus from "Me" (“What if I don't sell, what if I mess up the call, what if I don’t hit my quota and KPI’s, what if they say, No") and onto the customer and how much value you can deliver to them. Making this shift in your thinking and who you're focusing on will immediately take the pressure off of you and how you perform, so that you can focus on your primary objective: To coach your customers to succeed. Once you make this shift, you’ll notice how much easier it is to prospect – and you may even enjoy it!
While "Closing a sale" is common vernacular to describe winning the business of a customer, as a wordsmith (occupational hazard ;-) it's the wrong phrasing to use. If you think about the literal meaning of "Closing a sale" it sounds like you're closing down an opportunity to deliver value and create a new customer. Now, consider that when you're selling, you're not closing down anything. Instead, your OPENING up a new possibility to CREATE an innovative solution that would support your customers to achieve the results they want. "Closing a sale" sounds like the salesperson's agenda and goal, which prevents the salesperson's ability to uncover, create and recognize new opportunities. Opening up new possibilities is about creating maximum value and the right solutions for your customers, without pushing your agenda. Now, the sale is the natural byproduct of coaching your customers to succeed.
We are all creatures of habit. We like to do things that produce a degree of certainty in the results, even when those activities may not serve us best. At the same time, we want better results, but resist anything new so we recoil back into what is safe and comfortable. The paradox is, change is the only constant.
To grow and evolve, we must change and stretch beyond our comfort zone. Consider this; if you are comfortable with the activities you engage in, then you’re simply doing what you’ve already been doing, which will produce the same results as before. Now, this may not be such a bad thing if you’re happy with the results that you’re currently experiencing. Keep in mind, this mindset is also the breeding ground for mediocrity.
However, if you’re willing to do the things that make you uncomfortable, a new activity, strategy, or developing a new skill or way of thinking, then you will create new and better results.
The lesson? If it’s uncomfortable, it’s probably the right thing to do and the quickest path to greater success. So, get comfortable with being uncomfortable.
You may be familiar with the definition of insanity. “Doing the same thing over and over again and expecting a different result.” Let me introduce you to my definition of futility. That is, knowing the definition of insanity and still not doing anything about it.
Identify the best practices in your role, both at home and at work. Then, to accelerate your success, embrace the discomfort you may experience when trying something different that will create new and better opportunities for you.
It was a privilege and honor to spend a day with Zig Ziglar, one on one at his corporate office in Dallas. We did this series of interviews back in 2009.
We are forever grateful for Zig’s wisdom and the gifts he has given to all of us over the years. His words and inspiration will continue to impact us today and for many generations to come.
How to CRUSH Cold Calling. Think about the initial objective of your prospecting efforts. If you think the goal is to close a sale, deliver a presentation, submit a proposal or schedule an appointment, think again.
While it may sound counterintuitive, concentrating your efforts on any of these outcomes is actually the very thing that contributes to call reluctance, #prospecting failure and ultimately, wastes your time and sabotages your selling efforts.
Rather than focusing all of your energy on making the sale or working towards any of the outcomes YOU are you're looking for, first determine if there’s a good fit between you, your prospect, and what you are #selling so that you can truly deliver maximum value to them.
Check out this video and let me know what you think. Thanks for listening.
We understand that in most organizations, the the sales manager has become pivotal. They are driving the sales team, which is the company’s engine room. The primary objective of a professional sales manager needs to be: “To achieve consistently superior results through the performance of every key individual.” And yet, according to recent research by the Sandler Research Center:
43% of sales managers do not receive effective training prior to taking up the role. 1 in 3 sales managers last 3 years or less in the role. 32% replied that the ongoing training that sales managers receive is “Not Effective” or “Not Very Effective” 34% said that sales management is not effective or not very effective at coaching and Only 12% are “very effective” and yet this is THE most critical SM skill 38% said that sales management is not effective or not very effective at recruitment/onboarding skills and only 6% are “very effective” *(1 in 16) The sales leader’s role has never been more critical. In our opinion the paucity of qualified, inspirational, experienced leaders, is one of the main reasons why sales achievement levels continue to plummet.
Conclusion: Most sales managers are not receiving the support and guidance they need.
What’s to be done?
Hosted by Jonathan Farrington, the expert panel of Dave Mattson, George Brontén, Mike Esterday and Keith Rosen discussed and debated this significant topic.
Australia was incredible and, my 6th continent! While the experience itself was an adventure, you'll be surprised that, after flying a plane, going whale watching, seeing shows at the Opera House, enjoying the beaches, and touring the wine country, it was this one experience that, while seemingly insignificant, left an impression on me that I'll never forget. How memorable are you in the eyes of your customers and prospects? Here's one simple way to stand out from the pack.
Lose This One Thing, and You Can Kiss Your Customers, Employees and Trust Goodbye
Are you a patient leader, salesperson and communicator? Do you shift from coaching to telling and become frustrated when the person isn’t “getting it” fast enough? When you’re not getting your way in a conversation, do you shift from collaboration to interrogation, steamrolling people with your agenda? Patience BUILDS #TRUST, while impatience erodes it. So, where did you lose your patience? Here’s the secret.
Patience lives in the PRESENT. Here’s your GPS to always find your #patience, as you can’t lead or coach effectively without it.
Consider the cost of losing your patience when speaking with your team, peers, customers and family. What if you never lose what you need most in sales & management? How would this impact your performance, attitude, stress and relationships? Here’s the secret to finding eternal patience, peace, and how you can double your team’s productivity.
How Top Sales Leaders Ensure Their Sales Team Consistently Achieves Sales Goals - COACH THE WIN
Managers miss out on many opportunities to coach people around a WIN or the positive behavior they’ve observed that needs to be reinforced. Conversely, they focus more time on what their people need to do differently or better.
While the manager’s intentions may be to help, herein lies a powerful coaching opportunity to further develop their people’s talents and reinforce the best practices, thinking, and strategies that made them successful!
The only way to reinforce the positive behavior is by coaching them on their wins. After all, what's the point of the coach on the sidelines, observing how the team and athletes perform or practice? To identify and replicate winning behaviors.
Do you have a daily routine you ALWAYS follow that details every activity you need to engage in from the time you wake up, until the time you end your day that moves you closer to achieving your goals, while maintaining the balance, joy, health and harmony you want in your life?
While the answer is typically, "No," this is your opportunity to design the life you want. It's really this simple: If You Want to Create a Great Life, Then Schedule One. Either you will choose to own your day - or it will own you. Your routine is the holy grail to creating a meaningful, extraordinary life.
Without a routine, the goal attainment process becomes stressful and difficult. Mastering your day by creating a healthy, daily routine will always be the linchpin to success acceleration and creating your ideal life
Are You Listening in the C-Lounge? I Need Help
We understand that in most organizations, the the sales manager has become pivotal. They are driving the sales team, which is the company’s engine room. The primary objective of a professional sales manager needs to be: “To achieve consistently superior results through the performance of every key individual.”
And yet, according to recent research by the Sandler Research Center
43% of sales managers do not receive effective training prior to taking up the role.
1 in 3 sales managers last 3 years or less in the role.
32% replied that the ongoing training that sales managers receive is “Not Effective” or “Not Very Effective”
34% said that sales management is not effective or not very effective at coaching and only 12% are “very effective” and yet this is THE most critical SM skill
38% said that sales management is not effective or not very effective at recruitment/onboarding skills and only 6% are “very effective” (1 in 16)
The sales leader’s role has never been more critical. In our opinion the paucity of qualified, inspirational, experienced leaders, is one of the main reasons why sales achievement levels continue to plummet.
Conclusion: Most sales managers are not receiving the support and guidance they need.
What’s to be done?
If TIME is MONEY Then Your Daily ROUTINE Is Priceless. How to WIN the Race Against Time by Keith Rosen
If You're Struggling to Achieve Goals, They're The Wrong Goals. Create Value-Based Goals Instead by Keith Rosen
WHAT? WHY? HOW? Whether you think you're coaching or not, when your employees look for help, you ALWAYS need to uncover baseline facts about the situation (WHAT), the Gap or root cause (WHY), the new possibility that can be created, and HOW they're going to achieve the outcome they want.
What would that SOUND like? Here are the questions you ALWAYS need to ask. Let me know what you think! Thanks for watching.
- What's your objective here? What results are you looking to achieve? Where do you want to be at the end of our conversation?
- What have you tried so far? HOW did you do it? What did the last conversation you had with (person) sound like? What was the outcome?
- When you say (difficult, frustrated, pushing back, qualified, overwhelmed, value, a budget issue, success) how do you mean? (SPRINGBOARD COACHING QUESTION.)
- What's your OPINION on how to achieve the results you want/change the conversation the next time you talk with (x)?
- Can I share some observations that would help you achieve the results you want and make you more successful?
- What are you willing to commit to in activity and/or results? By when?
- When should we reconnect to ensure you have achieved the result you want?
- How are you feeling about our conversation? What new possibility did we create?
TIP FROM THE COACH: To ensure 100% accountability, request a debrief email, including what they've learned or where they got the most value, and their commitments. If they don't send it, no worries. It just becomes another COACHING moment!
Why are employees SCARED of their BOSS and DO NOT Want to Be COACHED? Why are people reluctant to open up and be honest and transparent? You Never Set Positive Intent in every conversation you have.
And the only way to set positive intent is by learning the skill and the Art of ENROLLMENT.
If people do not understand your good intentions, the human condition is - people will always default to FEAR! In this video, you'll discover why people are resistant to change or your feedback, and the Model for Enrollment that will always enable you to create alignment around goals, reinvent relationships and reset conversations, so that everyone wins.
The One Question To Determine If You Are Making Your Employees Your Top Priority by Keith Rosen
YOU'RE BEING SEDUCED BY THE POTENTIAL you see in your sales team. If you have an underperformer (attitude/performance/behavior) on your team for more than 30 days, you have been SEDUCED! What's missing is CERTAINTY and EVIDENCE of POSITIVE CHANGE.
We all want our people to succeed. And no manager likes to fire anyone. But sometimes we want more for others than they want for themselves, and you can't care more about the other person's career than they do.
Here's how you get the underperformer to make the choice to opt-in or out of their role. THEY are either hiring or removing themselves from their position. Now, it's THEIR choice and you've demonstrated UNCONDITIONAL support.
WHAT'S YOUR WHY? A question most people struggle with answering. Do you know WHY? ;-) It's the WRONG QUESTION to ask!
You don't start with WHY. You start with WHO. So - WHAT'S your WHO?
How can you determine your WHY if you haven't identified WHO YOU ARE, first? That is, your:
- CORE VALUES
- INTEGRITY POINT/MORAL COMPASS
- PRIORITIES AND PASSIONS
- NATURAL STRENGTHS AND TALENTS
- A DETAILED PERSONAL VISION AND DESCRIPTION OF YOUR IDEAL LIFE
Once you know WHO you are and the vision of your ideal life, you can NOW clarify YOUR PURPOSE and the impact you want to have in the world that makes you 100% authentically self-expressed without giving up your-SELF... HERE'S YOUR WHY!!!
If your WHY is not aligned with your WHO, then you will experience frustration, friction and disappointment in pursuit of your why.
🎖️🏆I FINALLY DID IT! MY SALES LEADERSHIP COACH TRAINING COURSE I've delivered for 30 years on 6 continents, 75 countries & IMPACTED hundreds of THOUSANDS of managers is ONLINE! 🙌 MY GIFT 🎁 THE 1ST 20 REGISTRANTS PAY ONLY $29.00 (Regularly $200.00) & LIFETIME ACCESS!🎟 EXPIRES TOMORROW: https://www.udemy.com/course/coaching-champions-leadership-coach-training-course-intro/?couponCode=SALESLEADERSHIP1
How to Get Your Team Aligned Around Change, Sales Goals and Business Objectives by Keith Rosen
Why Stop Running The Race When You're About To Win? Cross The Coaching Finish Line to Success by Keith Rosen
Managers Give Up Your Role As Chief Problem Solver and Coach Anyone In 60 Seconds by Keith Rosen
Coaching Conversations and Sales Team Meetings Effective, Engaging and Collaboratively Drive Sales by Keith Rosen
UNCOVER THE ONLY 3 GAPS When Coaching that Improve Sales and Sales Team Performance by Keith Rosen
How to Observe Behavior and Deliver Feedback That Creates Immediate Positive Change by Keith Rosen
How to Turnaround an Underperformer In 30 Days Or Less Through a Coaching Turnaround Strategy by Keith Rosen
DISTRACTIONS ARE EVENTS THAT YOU DID NOT PLAN FOR. PLAN FOR THE UNPLANNED.
Regardless of your job or position, one thing people struggle with most is managing their time so you can end each day feeling productive, happy and stress-free, rather than frustrated and overwhelmed when looking at your long list of to-do’s that were left incomplete. Here’s the secret to getting EVERYTHING done on your task list each day-without the stress and pressure, while creating your IDEAL life and owning your day.
She happened to be visiting NY and I heard her play at a friend's house during a jam session. What do you think, other than she's super talented. :-) #awesome
SALES LEADERS! You’re leaving sales on the table for your competition to take because no salespeople are asking their customers and prospects THE MOST important question!
To close out your quarter strong and move sales over the finish line FAST, ask this ONE question or run the risk of allowing ASSUMPTIONS TO STEAL YOUR SALES!
Salespeople know they need to ask every prospect and customer the right questions in order to uncover how to best support them, deliver value and ensure a perfect fit so they will realize all the benefits of your product and service.
And yet, salespeople still wonder why when they get to the end of their sales process and ask for the sale, the objections they never heard start to surface! Bottom line, if you’re not asking all the questions you need up front at the beginning of your sales process, then I guarantee that will become the very crack that customer objections will seep through.
Springboard Coaching Questions to Prevent Assumptions that Destroy Relationships, Sales & Coaching by Keith Rosen
Do you really know what people mean when they say, “Success, coaching, difficult, call, or strategy?” You’re not speaking the same language when coaching or collaborating with coworkers and employees. Here’s the #1 cause of problems, strained relationships and unmet goals and what you can do to immediately eliminate it.
Ever feel that your parents are annoying? 😯 I did. Here's an experience that dramatically improved the relationship with my mom, simply by changing the way I LISTENED to her. (It's never too late!) I'm so blessed to have her in my life. 🙏
When you change the way you listen, you change the outcome - as well as the quality of your life and every relationship you have.
Over the past few years, we have witnessed huge investment in new sales technology solutions and sales process tools. However, that investment does not guarantee an appropriate return in terms of increased and improved sales performance.
In fact, the results from Sandler Research Center’s inaugural survey confirmed the following:
While 73% of respondents said that they have a formal sales process in place, only 50% said that it has been fully implemented and only 37% reported that the sales team follows that process.
53% told us that they have not received an appropriate return on the investment they have made in sales technology and most alarmingly, only 38% said that their organization was “More Effective” or “A Lot More Effective” as a result of sales technology implementation.
And yet, spend on sales technology solutions is predicted to be worth $50Bn in 2020 – will it be money well spent? Listen in and hear from this panel of experts.
You can buy someone’s physical presence, but you cannot buy loyalty, enthusiasm, coachability, accountability, passion, or commitment. These you must earn, learn, and develop, starting with trust. Successful organizations have leaders who focus on creating a people-centric, top performing coaching culture. The greatest leaders know their primary responsibility is to make their people more valuable in order to develop the future leaders of your organization. Check out what this panel of experts had to say.
How do I hold my employees and coworkers accountable? If you're struggling to come up with the answer to this global question, then you're asking the wrong person.
ASK THEM! Here's a simple strategy how to hold people accountable with just two simple questions.
It broke my heart when this client said to me, "I’M SO TIRED OF WATCHING MY CHILDREN GROW UP THROUGH PICTURES." 52% of the workforce doesn’t like their job and sacrifices their life, family, values, passion and purpose. Here’s a story about one client who overcame the fear of leaving a financially rewarding job and landed their dream career.
LESSON: If you’re not honoring your values at work, you’re not honoring your values in life.
Do you know there are two components of our personality and psyche that battle for the drivers seat of our lives? The Ego, and the Higher Self. In this podcast, I discuss the differences, and how you can transform to live from a place of abundance and peace; and how by making this shift to your higher self, you'll build your personal power, and make better decisions that will lead to extraordinary success, rewarding relationships, joy and purpose.
This was a fun interview I did for the radio show, the Albuquerque Business Podcast. Every interview is never the same! I looking forward to your feedback! Here's what we covered in this interview:
- How do you get comfortable about out of your comfort zone
- Why most managers can't coach
- The importance of being present and managing your emotional state
- How to uncover your purpose and your "Why."
- How to find the time to coach - you always have time to coach!
- Creating alignment and buy in with your team, coworkers and customers.
- Developing the mindset of exemplary leadership
- Time Managements specifically for Sales Leaders
Great interview on the Sales Leadership podcast with Rob Jeppsen. His comments below:
"I spoke with Keith Rosen, MCC on this week's episode of the Sales Leadership Podcast and he shared a couple of other head turning stats:
1) Less than 10% of sales managers are actually trained on what it means to lead a sales team. 2) There is nearly an 80% disengagement rate across most teams.
Keith equated waking up and deciding you're ready to be a sales coach to waking up and deciding you're ready to conduct brain surgery.
This is a fantastic episode and I am so appreciative to Keith for joining me.
If you lead a team, check out this episode. You'll be glad you did. All week I've been getting calls, emails, messages about how great the last couple of episodes of The Sales Leadership Podcast have been with guests like Max Altschuler and Keith Rosen,.
This concept Keith discusses about the thing that kills great leaders and great coaching moments more than any other continues to be something people want more of.
Assumptions are easy to make and are hard habits to get out of. Listen to Keith's advice on assumptions, how to identify them, and what you can do to stop making them.
It's a great episode and something every sales leader will be glad they've listened to.
All week I've been getting calls, emails, messages about how great the last couple of episodes of The Sales Leadership Podcast have been with guests like Max Altschuler and Keith Rosen,.
This concept Keith discusses about the thing that kills great leaders and great coaching moments more than any other continues to be something people want more of.
Assumptions are easy to make and are hard habits to get out of. Listen to Keith's advice on assumptions, how to identify them, and what you can do to stop making them.
It's a great episode and something every sales leader will be glad they've listened to." - Rob Jeppsen
WHERE DID I LOSE MY PATIENCE? Are you a patient leader, salesperson and communicator? Do you shift from coaching to telling and become frustrated when the person isn’t “getting it” fast enough? When you’re not getting your way in a conversation, do you shift from collaboration to interrogation, steamrolling people with your agenda? Patience BUILDS #TRUST, while impatience erodes it. Here’s the secret. Patience lives in the PRESENT. Here’s your GPS to always find your #patience, as you can’t lead or coach effectively without it.
Do you and your coworkers communicate from a place of scarcity and fear or abundance, goals and pleasure? If you’ve ever gotten pushback around change, here are two questions to ask that will prevent you from falling into the abyss of, “What If’s.”
Order, Sales Leadership, save 32%, and get over $1,250 worth of sales leadership resources free! Plus, get my book, Own Your Day and save 70%.
Ever get dragged into the weeds with a, “What if” question?
“What if the customer is not open to my suggestions? “What if I don’t hit my goals?” “What if this new sales strategy doesn’t work?” “What if some people on my team don’t want to be coached?” “What if my boss/peer/customer gets angry if I ask for help or if they’re not receptive to my ideas?”
Rather than take the time-consuming, frustrating, “What if” bait, recognize this as a coaching moment and an opportunity to coach someone (or yourself!) on the inner game of leadership so they’re able to develop a healthier, more productive attitude and shatter the costly assumption they’re making which is –
“This will not work.”
⭐How can you coach someone on refining or developing a solution to overcome a uniquely fabricated obstacle that has never happened yet!⭐
Instead of getting on your soapbox and rationalizing their, “what if,” this video will show you how to coach someone to shift from fear and towards confidence, goals, objectives and into action – using the TWO questions I share in this short video.
ARE YOU COACHING OR CLOSING PEOPLE? When coaching salespeople or anyone in the workplace, this video covers one of the toxic coaching tactics to avoid. If you struggle to create the questions that will guide the coachee to where YOU want them to be, you’re not coaching – you’re CLOSING people! Then managers wonder why people don’t want to be coached, why there’s a lack of trust, and why behavior doesn’t change.
People feel manipulated because all you’re doing is using loaded questions that drive your agenda to where you want them to be! Here’s what you can do to shift from manipulation and closing people to masterful coaching. There’s no room for any Jedi Mind Trick in authentic coaching.
It broke my heart when this client said to me, "I’M SO TIRED OF WATCHING MY CHILDREN GROW UP THROUGH PICTURES." 52% of the workforce doesn’t like their job and sacrifices their life, family, values, passion and purpose. Here’s a story about one client who overcame the fear of leaving a financially rewarding job and landed their dream career.
LESSON: If you’re not honoring your values at work, you’re not honoring your values in life.
SALES LEADERSHIP Book Club Discussion: Episode 4 Ch: 10, 11, 12, 13, 14 Creating a Coaching Culture by Keith Rosen
SALES LEADERSHIP Book Club Discussion: Episode 1 - Chapters 1, 2, 3 A Must-Read for ALL Salespeople by Keith Rosen
SALES LEADERSHIP Book Club Discussion: Episode 2 - Chapters 4, 5, 6 'The Fall of the Problem Solver' by Keith Rosen
SALES LEADERSHIP Book Club Discussion: Episode 3- Chapters 7, 8, 9 Mastering Difficult Conversations by Keith Rosen
SALES LEADERSHIP Book Club Discussion: Episode 5 - Interview with Keith Rosen Live Q & A by Keith Rosen
I know. When you're coaching, it can often feel like you're continually going down a dark abyss with no end in site. It could be maddening, or at least frustrating enough for the coach and coachee to loose their patience and composure, which erodes the value or path to improvement that could have been created in that conversation.
Sometimes, it just takes one question to expose the coaching moment or developmental opportunity. So, why do managers have a tendency to over-engineer something that can be so very simple?
Coaching salespeople does not have to be difficult! Listen in to learn why.
I also had fun with the effects when editing this (and no, I’m not yelling, it’s my passion!)
Need more confidence? Do you let your successes and failures determine your self-worth? Do you make your confidence conditional based on the results you achieve? In 120 seconds, learn the secret to boosting your confidence permanently, unconditionally, and never doubt yourself again. Make confidence a CHOICE.
Do you know there are two components of our personality and psyche that battle for the drivers seat of our lives? The Ego, and the Higher Self. In this podcast, I discuss the differences, and how you can transform to live from a place of abundance and peace; and how by making this shift to your higher self, you'll build your personal power, and make better decisions that will lead to extraordinary success, rewarding relationships, joy and purpose.
It was the last day in the Audible studio recording my book, Sales Leadership. During a break, I received an email that I thought was worth sharing with you, especially as it relates to our personal power.
What exactly is personal power and how do you harness it so it becomes the driving force to fuel your success? In this podcast, you'll learn how to recognize, leverage and protect your personal power, individuality and values so you can live a more harmonious life and attract what you want most to achieve your goals. Otherwise, you may find yourself surrendering your personal power and your identity to others, which always comes at a great cost. Here's a personal story to illustrate this point.
How to coach anyone in 10 minutes or less using this ONE question that achieves extraordinary results. The 60 Second Sales Coach.
THE SECRET TO HOLDING PEOPLE ACCOUNTABLE! "How can I hold people accountable to their word, commitments & goals without confrontation or micromanaging them?" If you've ever struggled with answering this question, you're asking the wrong person!
To instill accountability and avoid being the "bad guy," uncover how each person likes to be held accountable in an empowering way by asking the THREE questions in this video.
If you don't ask, you're ASSUMING how people want to be managed, motivated and held accountable based on YOUR criteria and values, which fuels one of the main causes of coaching failure = COACHING IN YOUR OWN IMAGE! So, ask more, talk less.
FACT: Managers influence 75% of the reasons why employees leave organizations. They look at their team and ask the wrong question to the wrong person. “What can THEY change to improve performance?” Instead, self-reflect and ask YOUR-SELF, “What can I change to improve their performance?” Shift from what you can’t control 100% to what you can. YOU.
In every conversation and interaction, you’re either building trust and developing people - or you’re eroding them. That’s why managers are directly responsible for their performance, career growth, fulfillment, happiness and employee hashtag#engagement.
This video reminds leaders of the mindset to adopt NOW to ignite immediate, positive change today.
Jonathan Farrington, Founder of Top Sales World and renowned author interviewed me on the unfortunate status of management and sales leadership today and why my book is the new standard for all sales leaders.
WARNING: You’ll need a strong stomach to digest these shocking statistics, as you learn why more salespeople will not hit quota this year. The good news? My new book, Sales Leadership changes everything and gives you the tools, coaching framework, and strategy to become an elite leader who develops world-class sales champions who crush their quota every year.
Join Jonathan Farrington, myself and several other thought leaders on the topic of sales leadership and what it takes to build a top performing culture and sales champions.
Ever promote a great salesperson into a management position, only to watch them struggle with managing, developing & coaching their team? To solve this age-old, universal conundrum, here's how to prepare your future managers for their next position. Sales training isn't the answer. To build a bench of next-gen successful leaders, start developing your salespeople into Consultative Sales Coaches.
Keith Rosen's Harvard Business Review Webinar - Own Your Day: How Leaders Master Time Management, Accelerate Productivity and Create Their Ideal Lives
This is a 40 minute webinar audio only, along with 25 minutes of a Q and A from the participants.
People work under intense conditions and pressure unique to their roles that traditional time management strategies fail to address. Consequently, many leaders believe it’s impossible to develop an effective routine for themselves and their direct reports when their time is consumed with phone calls, emails, meetings, challenges, competing priorities, as well as selling and serving customers.
However, the concepts based on Keith Rosen’s new book, Own Your Day, change all that. In addition to learning time management strategies that will have an immediate, positive impact on your life, you will learn how to coach your people to thrive and help them improve their daily productivity, performance, and personal accountability.
Discover how to: · Reduce your daily workload and protect your time. · Obliterate your never-ending to-do list. · Make time your ally rather than your adversary by mastering the inner game of self-management. · Develop a Personal Navigation System that aligns your routine with your goals, values, and priorities. · Stop reacting to problems and become hyper-responsive so that you can take charge of your day · Identify and manage the unplanned events that distract you from your priorities, cause stress, and waste time. · Coach your direct reports on how they can improve their daily productivity, performance, and personal accountability.
The Sales Transformation - The Selling Coach™ - Coaching Customers to Succeed
The evolution of selling isn’t more sales training but developing your salespeople into transformational coaches. The greatest salespeople are not great closers; they are the skilled openers of new selling opportunities. And more new selling possibilities are created by leveraging the technology of coaching so that you can coach your customers to succeed.
Win more business faster without the fear, pressure or anxiety associated with business development and selling. With Keith Rosen’s Seller Coach™ program, you’ll discover step by step how to make your presentations and the process you use when engaging with customers, peers, partners, prospects and customers more of a natural, consultative coaching conversation. Forget about having to “pitch” your prospects, and learn how to use this approach to fit your individual selling style – all without any pressure or manipulation.
Great coaches ask better questions and facilitate more powerful selling conversations that drive deeper engagement and greater results through a coaching framework for salespeople to partner account managers.
Learn how to confidently facilitate the critical, engaging coaching conversations so that your team can resolve their own problems, are committed to their own development and coaching, and take ownership of the solution. Now you can build a team of self-driven, highly accountable and productive team.
Discover how you can become a more effective and influential, inspiring leader that boosts sales and productivity, improves performance, retains top talent and most important; builds trust.
Top 1% - Keith Rosen Interview With Ash Seddeck
Part one of a three part series covering sales management, transforming into a world class coach, shifting from managing to coaching, how to turnaround underperformers, create a healthy, hight performance coaching culture, increase forecast accuracy and drive more sales. In addition, Keith talks about his book, Coaching Salespeople Into Sales Champions and Own Your Day, which covers the art of time management, personal productivity as well as how to coach others to master their time and day.
Webinar on Time Management with 3,500 Sales Leaders in Princeton
People work under intense conditions and pressure unique to their roles that traditional time management strategies fail to address. Consequently, many leaders believe it’s impossible to develop an effective routine for themselves and their direct reports when their time is consumed with phone calls, emails, meetings, challenges, competing priorities, as well as selling and serving customers.
However, the concepts based on Keith Rosen’s book, Own Your Day, change all that. In addition to learning time management strategies that will have an immediate, positive impact on your life, you will learn how to coach your people to thrive and help them improve their daily productivity, performance, and personal accountability.
Discover breakthrough time management strategies and what you can do to transform your thinking to master time management, create your ideal life and develop a team of efficient, high-performing champions. Own your day, own your life. If you want to create a great life, then schedule one. Here's how to create your ideal life.
You love your top performers, but are you being held hostage by them to the point where they are causing more damage than they’re worth? The holy grail for leadership is to develop a team of self-motivated, highly accountable, top performers. But if you ask any manager if they’ve ever had to deal with an underperfrormer, the majority of the time you would hear, “Of course I have.” The question is, how does a manager assess who an underperformer is, and who is not? Discover how to effectively identify an underperformer, even the ones who may be your top salespeople.
Own Your Day – How Leaders Master Time Management, Accelerate Productivity and Create Their Ideal Lives - Interview with Sales Rehab
People work under intense conditions and pressure unique to their roles that traditional time management strategies fail to address. Consequently, many leaders believe it’s impossible to develop an effective routine for themselves and their direct reports when their time is consumed with phone calls, emails, meetings, challenges, competing priorities, as well as selling and serving customers.
However, the concepts based on Keith Rosen’s new book, Own Your Day, change all that. In addition to learning time management strategies that will have an immediate, positive impact on your life, you will learn how to coach your people to thrive and help them improve their daily productivity, performance, and personal accountability. This is an opportunity for managers to do something most have never done. That is, to coach your direct reports on how they can improve their daily productivity, performance, and personal accountability.