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[Video clip from a keynote Keith Rosen delivered in March of 2014 to an audience of 700 sales managers from around the world.]
Why does sales training fail? Why aren’t your direct reports open to being coached? Why don’t people make the changes they need in order to become more successful and achieve greater results? Why do managers feel resistance when asking their team to do something, try something or embrace something?
Take a look in the mirror. Your team is a reflection of you. Like it or not, every team takes on the complexion of their manager; their strengths as well as weaknesses or, their opportunities for improvement. And that’s the good news because now, positive change truly starts with you.
After three decades of training and coaching thousands of salespeople and managers, it’s very clear what the solution is to developing a world class sales team and making the lasting impact every leader wants to make.
The fact is, sales training doesn’t create champions. Leaders do. Any training or desired behavioral change cannot be sustained without coaching from the manager to make it stick.”
When you embrace this line of thinking, you’ll realize that it’s all in your power to develop and refine your coaching skills so that you can create the changes you want and need!
The universal truth? In order to build a team of top performers, first make your managers world class coaches.
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