Podcast – Navigating the Management Minefield. Smarter Remote Leadership Strategies

Overview

In the Expert Interview / Training Session led by Keith Rosen, CEO of Profit Builders, key insights were shared regarding effective sales management and coaching strategies. The session began with Keith emphasizing the importance of aligning business practices with core values, followed by an analysis of common challenges faced by managers, such as the pitfalls of promoting top salespeople without proper training. The conversation then shifted to effective coaching methods, highlighting the necessity of empowering team members through self-reflection and fostering deeper connections. Strategies were introduced for coaching underperformers, including a structured 30-day turnaround plan, while emphasizing the value of collecting evidence of change. The discussion also covered the role of self-awareness and personal growth in leadership, recommending techniques like reflective questioning and creating supportive morning routines. Action items were identified to enhance team dynamics, such as coaching all team members equally and encouraging participation in meetings, ultimately aiming to cultivate a more engaged and effective sales team.

Notes

Introduction and Background (00:01 – 11:08)

  • Keith Rosen introduced as CEO of Profit Builders
  • Keith has coached over 3 million managers and salespeople globally
  • Author of best-selling books on sales management and coaching
  • Keith’s core values: making an impact, connection, adventure, travel, self-care
  • Discussion on the importance of following core values in life and business

Sales Management Challenges (11:08 – 22:20)

  • Managers often focus on team problems rather than their own development
  • “Show me the manager and I’ll show you the team” concept discussed
  • Mistake of promoting top salespeople to management roles without proper training
  • Skills that make a great salesperson differ from those needed for management
  • Importance of coaching and developing people rather than solving problems for them

Coaching Strategies and Empowerment (22:20 – 34:12)

  • Coaching defined as the art and language of creating new possibilities
  • Importance of asking questions rather than providing answers
  • Empowerment through self-reflection and self-generation of solutions
  • Discussion on the negative impacts of solving problems for team members
  • Importance of making people more valuable every day as a fundamental principle of coaching

Mindset and Language in Coaching (34:12 – 42:55)

  • Focus on input and process rather than just outcomes
  • Importance of care as the predominant sales and leadership strategy
  • Discussion on connecting with people on a deeper, more personal level
  • Importance of being present and engaged in conversations
  • Examples of questions to facilitate deeper connections with team members

Coaching Underperformers (42:55 – 50:20)

  • Introduction of the 30-day turnaround strategy for underperformers
  • Importance of setting positive intent and getting buy-in from the coachee
  • Four possible outcomes of the coaching process discussed
  • Emphasis on collecting evidence of change rather than being seduced by potential

Team Coaching and Meeting Facilitation (50:20 – 58:55)

  • Importance of coaching everyone on the team, not just underperformers
  • Discussion on adjusting coaching cadence based on individual needs
  • Suggestions for improving team meetings, including letting team members run meetings
  • Importance of managers becoming facilitators and asking engaging questions

Traits of Successful Sales Managers (58:56 – 01:07:07)

  • Unconditional care and being present identified as key traits
  • Importance of focusing on mindset and beliefs that drive behavior
  • Discussion on the challenges of being present in a result-driven environment
  • Suggestion to create morning rituals for better focus and presence

Self-Awareness and Reflection (01:07:08 – 01:17:03)

  • Importance of self-awareness in personal and professional growth
  • Techniques for coaching self-awareness, including asking reflective questions
  • Discussion on the challenges of self-reflection and holding up a mirror to oneself
  • Closing remarks and contact information shared by Keith Rosen