Archive for 'Executive Coaching'

An unscientific poll of visitors to the EEA portal over the last two months suggests engagement in early phases. More specifically, this poll found that: • 47% had received at least one survey from their company in the last year; the rest had not; • Only 32% said their organizations provide them with a dynamic …

Truth be known, many managers don’t get it – at least not initially; until the blind spot is exposed and placed in their line of vision for them to see. Do you know where your blind spots are? I had a woman ask me: “Keith- I’m a huge fan of yours, let me say that …

It’s the third week in January. Do you know where your goals are? At this point, a good number of managers have already set their 2010 sales goals for themselves and for their sales team. Whether these goals were sanctioned from the top, developed through a mutual collaboration between the salesperson and the sales manager, …

A few months ago, I was interviewed by Geoffrey James who writes the Sales Machine column for BNET. (Geoffrey is also the author of seven books and the columnist for Business 2.0, CIO, The New York Times as well as many other publications.) Today, he wrote about something we discussed during our conversation, which is …

Selling Power magazine just released their list of The 10 Best Books to Read in 2010. You can find the full list of these top ten books on Selling Power’s blog here. My book, Coaching Salespeople into Sales Champions is listed #1. I’m deeply appreciative of this recognition. You can find the full review below. …

When coaching someone, The Gap is the space that exists between where the client is today and where they want or need to be. The question is, what exactly do you use to fill in this gap? Part of the reason why identifying the gap is such a critical starting point in coaching is this; …

The most common question I hear from managers just starting to shift from manager to coach is, “How do I recognize where it is they need and could benefit from the coaching most?” Actually, covering the specifics of what you can coach someone on, from a tactical perspective is actually the easy part. It’s uncovering …

After my trip to Ireland last month, I’m continuing my travels and have the pleasure of delivering another training event in the second of 8 countries that I am visiting over the next two months. This week, I’m enjoying the beautiful city of Prague and while I’m here, I’m fortunate enough to have the support …