Peer-to-Peer Coaching: Your New Secret Weapon

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Peer-to-Peer Coaching: Your New Secret Weapon Sales Coaching, Sales Management

Discover how to avoid slipping back into unproductive habits, drive adoption, and sustain positive change after any leadership training event is over. (Excerpt from Keith Rosen’s upcoming book Coachquest) During any coaching workshop I facilitate, the managers who care the most and who are truly coachable—the ones who take responsibility for creating coaching cultures in …

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Do You Handle Conflict Like a Rhinoceros or an Ostrich?

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Do You Handle Conflict Like a Rhinoceros or an Ostrich? Communication

Here’s how to become a powerful, executive level communicator and eliminate confrontation—permanently. “I want to work on improving my communication, especially with my peers, boss, sales team, and my customers. I find it challenging to talk with some people or have those difficult conversations, based on their personality or my experience with them.” An insightful …

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Coach to Win, Not to Fix

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Coach to Win, Not to Fix Sales Coaching, Sales Management

Today’s managers struggle to build their people’s morale, confidence, and trust. Find out what you can do to truly empower, rather than demoralize your team—no matter how toxic things may be. I love asking managers to list all the critical conversations they need to have throughout their careers. Their list of responses are always relevant, …

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6 Steps to Ensuring Your Salespeople Hit Their Goals in 2015

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6 Steps to Ensuring Your Salespeople Hit Their Goals in 2015 Sales Coaching, Sales Management

Your salespeople may have their goals for the year, but are they open to having you coach them to success and being fully accountable for their results? This article isn’t about setting goals. It’s about the conversation that often goes overlooked which will determine whether or not that salesperson is truly positioned for success. It’s …

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Lost Sales and the Bottleneck Boss

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Lost Sales and the Bottleneck Boss Sales Management

In the time it takes you to read this article, your sales manager may have caused the death of a sale. Here’s how to avoid it. When your direct reports approach you with a question or problem, the easiest, most visceral reaction and path of least resistance is to leverage your experience and provide what …

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How to Make the Right Hiring Decision Every Time

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How to Make the Right Hiring Decision Every Time Hiring and recruiting, Sales Management

Costly hiring decisions that are doomed from the start can easily be avoided if you simply make the choice to do so. Firing someone is never easy. Even when it’s glaringly apparent that it’s the right choice, I’ve never met a manager who likes letting someone go. Sales managers often wait until the very last …

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