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Coaching Situation #3: When Can I Give Them the Answer?

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Coaching Situation #3: When Can I Give Them the Answer?How to Manage Your Team

by Keith Rosen on October 22, 2009 with 1 comment

Read the third and final installment of the three part series to learn when to give your clients the answer they are looking for and when to coach rather than train them. Situation: Bob, a successful, established and well seasoned insurance salesperson had been a long time top producer for his company. Since the company …

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Coaching Situation #2: When Do I Coach My People?

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Coaching Situation #2: When Do I Coach My People?How to Manage Your Team

by Keith Rosen on October 19, 2009 with 0 comment

Here’s the second installment of the three part saga of deciding whether to coach your clients or to train them. Learn when to coach your people and when to provide sales training. These three blogs detail how you can handle some common training and coaching scenarios that many managers find themselves in and the most …

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What Do You Coach? Coach The Gapcareer coaching, coaching for managers, coaching salespeople, Executive Coaching, How to Manage Your Team, Sales Coaching

by Keith Rosen on October 12, 2009 with 3 comments

The most common question I hear from managers just starting to shift from manager to coach is, “How do I recognize where it is they need and could benefit from the coaching most?” Actually, covering the specifics of what you can coach someone on, from a tactical perspective is actually the easy part. It’s uncovering …

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Share Ideas, Not Expectations

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Share Ideas, Not ExpectationsCommunication, How to Manage Your Team

by Keith Rosen on September 28, 2009 with 0 comment

When you interact with people on your team, do they tend to open up or clam up? How often you share ideas with your team vs. laying down expectations could be having a larger impact than you realize. When it comes to exemplifying poor leadership tactics, here’s one situation that took place at a recent …

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Deeper Interviewing Strategies to Help You Avoid Mis-Hires

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Deeper Interviewing Strategies to Help You Avoid Mis-HiresHow to Manage Your Team

by Keith Rosen on September 18, 2009 with 0 comment

“I know how to interview. I’ve been doing it for years.” I hear this from practically every manager I’ve ever coached or trained. Learn how to deepen your interviewing strategies to avoid hiring the wrong people. It’s not like these managers or those responsible for making a hiring decision are doing it all wrong. Many …

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Do You Know How to Prepare Your Sales Team for Change?

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Do You Know How to Prepare Your Sales Team for Change?coaching for managers, How to Manage Your Team

by Keith Rosen on September 16, 2009 with 0 comment

Salespeople who understand their manager’s intentions and are focused on a shared vision that aligns personal goals with business objectives are happier & more productive. Maria learned how to lay the groundwork to create alignment around change. Have you? Maria was a new sales manager hired by Media Pros, Inc., a sports management consulting firm. …

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The Seduction of PotentialBooks by Keith Rosen, coaching for managers, coaching salespeople, Executive Coaching, How to Manage Your Team, Sales Coaching, Sales Management, training for managers

by Keith Rosen on September 15, 2009 with 0 comment

72 HOUR BOOK EVENT! Click here for more information and start winning more sales today. There are three areas in which managers constantly struggle. The first is deciding who to hire and where to find good talent. The second is deciding who to coach, how to coach and who to support when performance has dipped …

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Powerful Observation Techniques to Better Coach Your Team

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Powerful Observation Techniques to Better Coach Your TeamHow to Manage Your Team

by Keith Rosen on July 20, 2009 with 4 comments

Do you know what your people are doing in the field? Unless managers are in the field or on the phone actually listening to and observing what their people are doing and how they communicate with customers and prospects, managers really have no idea what their people are doing. Sure, you can guess and hypothesize …

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