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The Winner's Path

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Don’t Confuse Coaching Your Team with Conceding to Them

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

by Keith Rosen on November 27, 2008 with 0 comment

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

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

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

by Keith Rosen on November 26, 2008 with 0 comment

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

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Embrace Full Accountability – For Everything and Everyone

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Embrace Full Accountability – For Everything and EveryoneAccountability

by Keith Rosen on November 18, 2008 with 0 comment

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

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How Even Blind Managers Can Learn to See Blind Spots

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How Even Blind Managers Can Learn to See Blind SpotsSales Management

by Keith Rosen on November 17, 2008 with 0 comment

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

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

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

by Keith Rosen on November 14, 2008 with 0 comment

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

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Is Your Partnership Worth Saving?

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Is Your Partnership Worth Saving?Business Coaching

by Keith Rosen on June 26, 2008 with 0 comment

A great partnership is like a great marriage—precious and rare. And like any marriage, after the honeymoon period ends and the realities of life kick in, a good partnership is always worth saving. Here are a few things you can do to ensure you’ve done everything to salvage your partnership. 1. Revisit the Company Goals: …

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The Potential and Pitfalls of Technology in Sales

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The Potential and Pitfalls of Technology in SalesTechnology and Software

by Keith Rosen on December 4, 2007 with 0 comment

With all the technology that is changing how salespeople sell and manage themselves, I was surprised by the comments made by people I’ve spoken to about the topic. A few observations I heard that certainly stirred up quite a reaction in me: Cold calling is dead. Technology is going to replace the salesperson. Companies are …

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When Selling, Listen for the Gap

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When Selling, Listen for the GapHow To Close The Sale, How To Sell and Sales Tips

by Keith Rosen on December 20, 2006 with 0 comment

Everyone knows that listening is important—especially in sales. But what do you listen for? You listen for the gap. Only after identifying the gap will you know how to help your customers get to where they want to be, even if they can’t see it on their own. Excerpt from The Complete Idiot’s Guide to …

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