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The Winner's Path

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[Video] Benchmark Best Sales Practices to Ensure Success

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[Video] Benchmark Best Sales Practices to Ensure SuccessHow To Sell and Sales Tips

by Keith Rosen on June 24, 2010 with 2 comments

Are you selling by the numbers or selling with a blindfold on? Here are statistical benchmarks for success and self-accountability that most organizations are still missing. Yes, the questions I list below are that important. So important, in fact, that they could change your entire perspective around what you’re doing, how you’re doing it and …

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[Video] Frequent Coaching Yields a Measurable R.O.I.

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[Video] Frequent Coaching Yields a Measurable R.O.I.How to Manage Your Team

by Keith Rosen on December 29, 2009 with 1 comment

Are you consistent with your coaching to your team? If not, here’s the perfect place to start. If you go to the gym on a frequent basis, you’ll get in better shape. A sound and fairly obvious principle. The same principle holds true with coaching the people in your company. The measurable return you receive …

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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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Coaching Situation #1: Do I Coach Them or Train Them?

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Coaching Situation #1: Do I Coach Them or Train Them?Executive Coaching

by Keith Rosen on October 15, 2009 with 2 comments

When coaching someone, The Gap is the space that exists between where the client is today and where they want or need to be. The question is, what exactly do you use to fill in this gap? Part of the reason why identifying the gap is such a critical starting point in coaching is this; …

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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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When Your Team’s Potential Sabotages Your Coaching Efforts

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When Your Team’s Potential Sabotages Your Coaching Effortscoaching salespeople

by Keith Rosen on October 8, 2009 with 2 comments

Yes, you can want too much for your salespeople. More in fact than they may even want themselves. Jake learned this lesson quickly as a new coach. To this day, Jake’s unwavering commitment to every one of the salespeople on his team is to help them make the long-term changes they want and need in …

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