Posts Tagged 'corporate training'

Title: Coaching Salespeople Into Sales Champions What Top Leaders Do To Win More Sales Date: Tuesday, January 22, 2012 Time: 10 AM (PST) / 1 PM (EST) Speaker: Keith Rosen (That’s me ;-) Target Audience: This webinar is for any CEO, executive, VP, sales manager and every people manager Click here to Register I’m delivering …

Hold your people accountable in a way that feels supportive rather than negative. (Complete video script below) Video Content Script: In the last video we discussed how you can tap into each person’s individuality by asking well-crafted, open-ended questions to uncover what truly motivates them so that you, as the manager, can best align your …

Read the third and final installment of the three part series to learn when to give your clients the answer they are looking for and when to coach rather than train them. Situation: Bob, a successful, established and well seasoned insurance salesperson had been a long time top producer for his company. Since the company …

Here’s the second installment of the three part saga of deciding whether to coach your clients or to train them. Learn when to coach your people and when to provide sales training. These three blogs detail how you can handle some common training and coaching scenarios that many managers find themselves in and the most …

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 …

Yes, you can want too much for your salespeople. More in fact than they may even want themselves. Jake learned this lesson quickly as a new coach. To this day, Jake’s unwavering commitment to every one of the salespeople on his team is to help them make the long-term changes they want and need in …

Great leaders possess an ability to connect with each person they manage and it all starts with how they communicate. Master the new language of leadership. Leadership is, in fact a language. It is a dialogue and a way of relating to people that makes the difference between a mediocre leader and a powerful one. …