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The Winner's Path

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Your Salespeople Hate Being Coached and Why Sales Managers Resist Coaching Them

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Your Salespeople Hate Being Coached and Why Sales Managers Resist Coaching ThemAccountability, coaching for managers, coaching salespeople, Sales Coaching, Sales Leadership, Sales Management, Sales Training

by Keith Rosen on April 24, 2019 with 3 comments

There are many shared, best practices between sales coaching and selling. If the evolution of selling is coaching vs. closing customers, this also applies to how you manage and develop your team. Here’s how to break free of the most toxic of coaching tactics that kills team productivity and trust. Here’s a a global epidemic …

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To Sell More – Ignore Your Sales Goals and Trust Your Process

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To Sell More – Ignore Your Sales Goals and Trust Your Processcold calling, Cold Calling Tips, Goal Setting, Sales Leadership, Sales Management, Sales Training, selling

by Keith Rosen on July 8, 2018 with 0 comment

              Of course, we’re not going to abandon our sales goals, just the toxic thinking that surrounds them! We all feel the pressure to generate results. What if the real source of prospecting failure is focusing too much on the result rather than your process. The finish line isn’t …

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7 Steps to Ensure Your Salespeople Hit Their Goals This Year

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7 Steps to Ensure Your Salespeople Hit Their Goals This YearAccountability, career, Communication, Executive Coaching, Goal Setting, Sales Coaching, Sales Management

by Keith Rosen on January 16, 2017 with 0 comment

Your salespeople may have their goals, but is there alignment, buy-in, self-accountability and clarity around their goals? Are you 100% confident that your sales team possesses the skills, attitude, knowledge, commitment, coachability and strategy needed to achieve them? Here’s the conversation that creates this. This isn’t just about setting the right goals. It’s about the …

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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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Your Company’s Best Brochure Is You

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Your Company’s Best Brochure Is YouCold Calling Tips, sales tips

by Keith Rosen on May 26, 2013 with 0 comment

Are you spending a lot of time following up with prospects to see if they have received the information you sent them? Learn why the hasty and untimely use of brochures and other marketing material can easily spoil even the best prospecting efforts. Marty was well into his conversation with a prospect that he cold …

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Stop Focusing on Your Goals and Start Honoring Your Process

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Stop Focusing on Your Goals and Start Honoring Your ProcessSales Management

by Keith Rosen on May 19, 2009 with 0 comment

A Sales Paradox: The result is the process. A critical mind-shift every salesperson must make to transcend from mediocre performance to breakthrough results. “Are you kidding?” is the initial typical reaction I hear when sharing this line of thought with salespeople as well as sales managers. For now, suspend your judgment and read on. Even …

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