Archive for 'Accountability'

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 …

Ever been approached by someone looking but not ready for a promotion into management? Here’s a five step process on how to facilitate this conversation to ensure people distinguish fact from fiction and know exactly what they’re signing up for. Have you ever had one of your direct reports, often the ones that were closest …

Learn how to eradicate the judgment you place on others by challenging the way you brand your people and the costly assumptions you make about them. Stop Branding Your People – Part 4 (Excerpt from Keith’s upcoming book, Coachquest.) In the spirit of believing that you’ve ‘tried everything,’ take a look at the following coaching …

“If my boss only cares about results, I can’t coach my team without his support. All he wants to know is that we’re hitting our sales targets.” Enough already. Let’s all agree to stop the excuses and instead, coach our boss to coach us. To fully leverage your personal power, it’s time to learn how …

For many, the thought of detaching from the outcome seems impossible. Still, managers must be mindful of performance expectations while simultaneously listening to and respecting other people’s opinions. So, how do you continually push for results without being annoying? Here’s a strategy to defuse your frustration and keep your emotional reactions at bay. “Forget about …

In part three of my series, “Your Sales Culture Is Killing You,” I may have taken this to a literal extreme, as I discuss something that affects each human being on this planet; death. So, what does death have to do with sales and sales leadership? Everything. With the insatiable drive to achieve aggressive results …

My last post kicked off a six-part series entitled, “Your Sales Culture Is Killing You.” For example, in every conversation, when managers become too attached to the result or their own agenda, it erodes trust and sabotages people’s potential. That’s why it’s so critical to become a Process Driven Thinker. The Inner Game of Coaching …

What prevents you from selling more and co-creating new possibilities for your customers and direct reports? What’s the leading cause of frustration and emotional reactions which also erodes trust, gets in the way of asking better questions and prevents you from being more curious? If you want to boost your sales volume and develop champions, …