Posts Tagged 'management'

Managers worldwide struggle to find the time and resources necessary to properly observe their people. Learn why this is a crucial mistake and how to avoid it. I recently delivered a webinar in partnership with Salesforce.com and Work.com that focused on key concepts from my book Coaching Salespeople Into Sales Champions. It was an exciting …

If you’re trying to assess your people and uncover the real gap or coaching opportunity based on data, reports and spreadsheets, your extinction is imminent. Learn the secret to successfully evolving as a manager by shifting from a spreadsheet jockey to an authentic people manager. Get notified each time a new 60-Second Sales Coach video …

Most sales managers are so result driven that they attempt to coach the end result—drilling their sellers about quotas, numbers, activity and results. Learn why coaching the process without pushing for the result, will paradoxically lead to breakthroughs in performance. Get notified each time a new 60-Second Sales Coach video is released. Complete transcript taken …

Learn how to earn your team’s full trust and create immediate buy in around change, coaching, observation and your requests by leveraging the Law of Reciprocity in your communication. It all starts with the manager – and your ability to be authentically and consistently human. Get notified each time a new 60-Second Sales Coach video …

Are your people resistant to being observed? Whether on the phone or during a joint sales call, learn how to enroll your people in observation so they actually want to be observed. Keith Rosen demonstrates how to get a reluctant salesperson open to observation. (Full template below.) Excerpt from a live Q & A event …

Being a leader is distinct from doing what leaders do. You can read leadership books your whole life and attempt to copy what other great leaders do, often at the cost of your individuality, but that alone will never make you the leader you want to become. Here’s how you can actually make it happen. …

Zig Ziglar talks to Keith Rosen about the importance of being a lifelong learner. “Always be learning,” Zig simply said. I then took out my phone to read an email my daughter sent me. “Zig, I have something for you from a younger generation. My 9 year old daughter, Jessica (who’s now 13) sent me …

It doesn’t matter what country I’m in or what management team I’m coaching and training, regardless of industry or profession. During my management coach training program, when I ask managers what makes a great leader, I would continually hear similar responses. I’ve decided to take a moment and capture the top 80 characteristics of Epic …