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The Winner's Path

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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 2015Sales Coaching, Sales Management

by Keith Rosen on February 15, 2015 with 6 comments

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 BossSales Management

by Keith Rosen on January 11, 2015 with 4 comments

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 TimeHiring and recruiting, Sales Management

by Keith Rosen on December 21, 2014 with 1 comment

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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The Secret to Being Happy at Work and Home

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The Secret to Being Happy at Work and HomeCareer Advice

by Keith Rosen on November 16, 2014 with 6 comments

Stressing over results is ruining your life. Do this instead. A Flawed Model for Success and Happiness “Once I make my quota, hit my number, close that sale, get that promotion, help that customer, have more money, solve that problem, THEN I’ll be really happy, satisfied and will finally feel successful!” Here’s a teaspoon of …

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9 Questions Managers Ask That Kill Sales

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9 Questions Managers Ask That Kill SalesSales Management

by Keith Rosen on November 4, 2014 with 13 comments

If most managers have the best of intentions when supporting their salespeople, then why do they keep asking them questions that result in lost sales? Do You Emphasize Results Over People? It’s not uncommon to hear that companies are developing KPI’s and measurable objectives around coaching. While encouraging, sadly, it is doomed from the start …

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Coaching Salespeople to Win More Sales! Salesforce.com Live Webcast Recording

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Coaching Salespeople to Win More Sales! Salesforce.com Live Webcast RecordingSales Coaching, Videos

by Keith Rosen on September 21, 2014 with 0 comment

What are the best-in-class sales leaders doing to better engage their team and win more sales? Watch this webcast with Keith Rosen and Jason Jordan as they discuss leadership best practices, the language of leadership and the role technology plays in building a bench of champions. Plus, a special announcement that every manager needs to …

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[Video] Resign Today as Chief Problem Solver

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[Video] Resign Today as Chief Problem SolverSales Management

by Keith Rosen on August 23, 2014 with 0 comment

We’re always being encouraged not to quit. But not today. There’s one role I’d encourage you to walk away from right now. Your role as Chief Problem Solver and Decision Maker. Enhanced Video Transcript: This is a video clip from a keynote Keith Rosen delivered in March of 2014 to an audience of approximately 700 …

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[Video] CRMs Need Data – People Need Coaching

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[Video] CRMs Need Data – People Need CoachingSales Coaching

by Keith Rosen on July 13, 2014 with 0 comment

Do you really know the difference between your superstars and your underperformers? They received the same training and support. When you look at the reports, CRM and activity, it appears they’re all doing the same thing; so where’s the disconnect? Identifying the unique, developmental opportunities for each of your directs requires a human touch and …

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