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The Executive Sales Coach

Access timely and practical advice, tips, and articles on selling and leadership directly from best-selling author and Executive Sales Coach Keith Rosen on improving and managing your career and maintaining your edge. Find relevant articles, podcasts, videos, and additional resources on closing the sale, prospecting, time management, cold calling, and general selling tips and management articles. Get exclusive information first as it relates to Keith's work with managers and executive teams based on his book, Coaching Salespeople into Sales Champions. From better hiring practices and developing a retention strategy to coaching a winning team, discover what you need to do to be an exceptional leader and start making the transition from manager to executive coach.

Go to the Sales Center for more advice, feature articles, and other resources to help you and your staff close important deals.
Latest Posts

Coaching Questions Managers Use To Get People To Recognize The Cost of Self Sabotaging Behavior
February 04, 2010, 4:35 PM
Like most people, most managers I meet simply do not like confrontation. As such, they have tendency to avoid it at all costs. Now, I’m a huge advocate of motivating people by uncovering what drives them personally by tapping into ...

Where Should Coaching Fall as a Priority for Any Sales Manager? Part Three
January 27, 2010, 7:35 AM
In this final part of a three part series, I answer the question, "Where should coaching fall as a priority for a sales manager and why?" I will tell you with great certainty; there is no single activity that will ...

Fourteen Questions, Observations and Potential Pitfalls to Address to Ensure the Long Term Success of Your Internal Coaching Program - Part Two
January 22, 2010, 9:35 AM
Failed coaching initiatives certainly do happen frequently in many organizations for a variety of reasons. The main reason is that, quite frankly, coaching is more difficult than most managers realize. Granted, there are a many moving parts and variables which ...

Should All Sales Managers Be Sales Coaches? Part One
January 21, 2010, 3:30 PM
On LinkedIn the other day, I was directed to a question about coaching. That questions was, "I’ve heard various opinions about the importance of coaching. I’ve even heard some philosophies that argue sales managers shouldn’t be coaches at all? Where ...

Reaching Year End Sales Goals – The Coaching Conversation Every Manager Needs to Have With Their Salespeople
January 18, 2010, 9:35 AM
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. While some level of goal ...

Goals Can Be Your Worst Enemy
January 07, 2010, 4:10 PM
A few months ago, I was interviewed by Geoffrey James who writes the Sales Machine column for BNET. Today, he wrote about something we discussed during our conversation, which is one of the most important characteristics that successful people possess, ...

Are Your Goals The Right Goals? For A Year of Success - Align Your Goals With Your Priorities
January 04, 2010, 10:45 AM
With the timely pressure that we place upon ourselves in the New Year when declaring our resolutions and charting our goals, many people often fall short of attaining their goals or honoring these resolutions. Sure, there are many reasons why ...

The Ten Best Books to Read in 2010
December 30, 2009, 10:05 AM
Selling Power magazine just released their list of The 10 Best Books to Read in 2010. My book, Coaching Salespeople into Sales Champions is listed #1. I’m deeply appreciative of this recognition. Most important, I hope this book continues to ...

VIDEO: More Frequent Coaching of Your Sales Team Yields a Measurable R.O.I.
December 29, 2009, 7:30 AM
If you go to the gym on a frequent basis, you'll get in better shape. The same principle holds true with coaching the people in your company. That is, if you coach your people more frequently and consistently, your career ...

VIDEO: Managers Must Make Coaching a Choice - Not an Obligation
December 28, 2009, 3:15 PM
The coaching relationship is a choice, not an obligation. How is coaching being offered to your team or to your employees? It's the manager's responsibility to enroll each person on their team on the benefits of coaching and being coached, ...



Latest Comments in The Executive Sales Coach posts

Thanks, Keith, for the article. the questions that you have highlighted really got me thinking. There's more toxic behaviour in organisations than you can imagine and those questions would really drive the point home. Like you mentioned, I used to this that reinforcing with pleasure was the way to go. I soon realised that it worked where a person has the right mind set already and not when the person's mentality had turned toxic. What i have done with my team is to ensure that they take direct responsibility for their actions. I created what I would like to term a "transparent system" (within limits, of course) where a person can evaluate the direct cost of their actions or lack thereof. They can evaluate the benefit they are bringing in versus the expenses or the losses they cause and benchmark that against what they want to earn or what they do earn. It works for a cleaner right up to nearly the top. The idea rests around defining the incomes and expenditures that they affect and they can evaluate those themsleves. I've found that my team now works harder and with greater purpose and there is very little toxic thinking and toxic behaviour.
By: Garikai Nhongo on 2/7/10 at 11:38 PM
Coaching Questions Managers Use To Get People To Recognize The Cost of Self Sabotaging Behavior
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By: jim on 1/22/10 at 3:11 PM
Fourteen Questions, Observations and Potential Pitfalls to Address to Ensure the Long Term Success of Your Internal Coaching Program - Part Two
Thank you. A good read, well written and informative. When time permits please click on My blog dated Oct. 9th entitled " How questions direct the sale and gives the customer a feeling of Importance and Helpfulness". I think you will see we are of the asme opinion.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips.
By: Joe D'Ambra on 12/2/09 at 9:12 PM
Connecting on Common Ground: Questions That Gracefully Correct Someone and Foster Healthy Collaboration That Create Better Solutions
I have personally always believed in hiring people not a resume. It seems in today's world, so many people list previous employers that are no longer in business and it is hard to get a true sense of the potential employee and the background that they have.
I also find it interesting that everyone wants to be successful in the workplace, yet most of them expect it to be handed to them or advancement right away. Call me old fashioned but I like people that want to work hard for what they earn.
These issues make for training a bit more difficult. It seems that people take training as a "Do I really want this job" opportunity. I find that those that really listen will succeed with my company.
During my training sessions, I have picked up on people that seem to not care and have gotten rid of them fairly quickly. One instance i was training a group of 4. Two of the three were "active" in training and taking as many notes as possible. One was more worried about when our breaks were and the other sat there offering advice while taking no notes whatsoever....
I have found your article to provide some insight to things that I might take a closer look at.

Thanks,
Charles Prince
VP Sales and Marketing,
Instinct Marketing ...
By: Charles Prince on 9/13/09 at 11:25 AM
Rethinking How to Determine a Person’s Coachability. Is it the Person Who’s Not Coachable or Is It More About the Ability of the Coach?

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