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The Winner's Path

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Asking the Right Questions at the Right Time When Coaching

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Asking the Right Questions at the Right Time When CoachingSales Coaching

by Keith Rosen on February 5, 2010 with 0 comment

The tool used consistently by the world’s best coaches when approaching any scenario are questions. Not just any questions but powerful, creative, and well-crafted questions delivered at the right time, in the right way, to the right person. Questions are at the very core of all coaching tools and strategies. Questions are the essence of …

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Where Does Coaching Fall as a Priority for Sales Managers?

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Where Does Coaching Fall as a Priority for Sales Managers?How to Manage Your Team

by Keith Rosen on January 26, 2010 with 1 comment

There’s no activity that will drive more sales and produce better results that would be considered more important than effective coaching. As such, it’s the most important priority for every manager. So, why should coaching be a priority? In the spirit of efficiency, here are just a few reasons why. If you are coaching your …

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How to Ensure Long Term Success with Coaching Initiatives

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How to Ensure Long Term Success with Coaching Initiativescoaching for managers, Sales Coaching

by Keith Rosen on January 22, 2010 with 1 comment

There are various opinions about the importance of coaching. Some even argue that sales managers shouldn’t be coaches at all. So where should coaching fall as a priority for a sales manager and why? Failed coaching initiatives happen frequently in many organizations for a variety of reasons. The main reason is that, quite frankly, coaching …

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Should All Sales Managers Be Sales Coaches?

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Should All Sales Managers Be Sales Coaches?How to Manage Your Team

by Keith Rosen on January 21, 2010 with 1 comment

The answer is both yes and no. Coaching is the missing discipline of leadership; a learned and developed skill every manager would benefit from learning. But it’s not always so cut and dry. Where should “coaching” fall as a priority for a sales manager and why? It’s difficult to determine the priority level of coaching …

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Reaching Year End Sales Goals – The Coaching Conversation Every Manager Needs to Have With Their Salespeoplecoaching for managers, Communication, Executive Coaching, Sales Coaching, Sales Management, training for managers

by Keith Rosen on January 18, 2010 with 1 comment

It’s the third week in January. Do you know where your goals are? At this point, a good number of managers have already set their 2010 sales goals for themselves and for their sales team. Whether these goals were sanctioned from the top, developed through a mutual collaboration between the salesperson and the sales manager, …

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[Video] Managers Must Make Coaching a Choice

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[Video] Managers Must Make Coaching a ChoiceHow to Manage Your Team

by Keith Rosen on December 28, 2009 with 1 comment

The coaching relationship is a choice, not an obligation.  That is, managers need to choose to make coaching their priority because they believe in the tremendous value they can deliver, rather than coach because they were told they have to. Don’t coach just to “check the box.” Here’s why it’s so critical to make this …

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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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