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Companies Still Don’t Know What Coaching Is. Adopt This Universal Definition of Coaching to Build a Coaching Culture

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Companies Still Don’t Know What Coaching Is. Adopt This Universal Definition of Coaching to Build a Coaching Culturecomunication, Culture, Sales Coaching, Sales Leadership, Sales Management, selling

by Keith Rosen on December 1, 2020 with 0 comment

When I ask senior leaders if they have a companywide adopted, universal definition of coaching, the answer is typically, “NO.” That’s why, when managers say they don’t have time to coach, it’s because most companies don’t define what coaching really is. Here’s what this conversation sounds like, and my universal definition of coaching you can …

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How to Build Trust and Synergy When Managers Inherit an Existing Team – Part One

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How to Build Trust and Synergy When Managers Inherit an Existing Team – Part OneAccountability, career, coaching salespeople, Communication, Culture, leadership, Sales Leadership, Sales Management, selling

by Keith Rosen on September 29, 2020 with 0 comment

There are basically two ways to build a team. Inherit one or build one from scratch. While many managers have the “freedom” to chose whom they want to hire, there are more managers who inherit an existing team, which can quickly lead to mistrust, uncertainty, and fear if you don’t manage your transition with intentional …

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Your Culture Sucks. 15 Questions To Assess Your  Company Ecosystem and Coaching Effectiveness

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Your Culture Sucks. 15 Questions To Assess Your Company Ecosystem and Coaching Effectivenessbusiness ethics, comunication, Sales Coaching, Sales Leadership, Sales Management

by Keith Rosen on March 18, 2019 with 2 comments

Does your company culture reflect your people and their personal values? Are your people a reflection of your culture? Does the attitude and behavior within your organization reflect your desired culture? Does your culture reflect not just your corporate vision but your team vision, as well as your team’s and your personal vision and values? …

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Can’t Change Your Company’s Culture? Create a Leadership Subculture Instead

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Can’t Change Your Company’s Culture? Create a Leadership Subculture InsteadLeadership Academy

by Keith Rosen on May 31, 2015 with 1 comment

Many managers who try to initiate positive change in their company wind up feeling dejected, demoralized, and disheartened. Rather than trying to change your company’s culture in the short term, create a subculture instead. Here’s how. Excerpt from Keith Rosen’s upcoming book, Coachquest. I’m a lover of words, taxonomy, and semantics. Call it an occupational …

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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 Just Blacklisted Coaching

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Your Company Just Blacklisted CoachingSales Coaching

by Keith Rosen on October 6, 2014 with 1 comment

If your first experience playing golf included getting hit by lightning during a passing storm, you may be a bit hesitant to get back on the course. Not that coaching feels like getting hit by lightning. Then again, depending upon the coach, I guess it could! That’s why the coaching relationship has to be built …

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