New Facebook Page Launched – More Goodies and Pictures I’m Sharing With You
Sep 17, 2009 Books, Business Tools, Career Advice, Sales Management, Videos, career coaching, podcast, sales tools
Keith Rosen | Create Your Badge
We just launched a new Facebook page and I’m excited to invite you to connect with me here. The plan is to offer some additional resources, videos, pictures and materials that you can find exclusively on this new Facebook page. I look forward to connecting with you here! Here’s the link:
One thing this Facebook page already has that you can’t find anywhere else are all of the pictures I’m taking documenting my eight country tour, of which you can already find pictures from Ireland and Prague.
It’s been an incredible journey filled with new experiences which I can’t wait to write on. While I’ve certainly built in the additional time to explore the richness and culture each country has to offer, the primary objective is to deliver my management coach training program to CEO’s, Directors, VP’s and managers, especially sales managers; based on my last book, Coaching Salespeople into Sales Champions. (Currently we’re also doing a huge book event this week which you can find more about here and how you can get additional Bonus Gifts from The World’s Top Thought Leaders.)
The result so far? My peripheral vision has been expanded exponentially, as I continue to be fascinated by the subtleties and nuances in cultural differences, in management style and in organizations across the globe.
However, one thing has been consistent: People are people; wherever you go. People share the same core needs, same dreams; our core values still remain. And one thing is for sure; coaching is a UNIVERSAL language. (Maybe this can be a conduit to world peace? No, I haven’t lost my mind fully as of yet!)
Next stops, Dubai, Paris, Berlin, Madrid and Columbia! A few more countries to be added shortly. Looking forward to connecting and sharing this amazing and ongoing journey with you!
Tags: Books, coaching, facebook, podcasts, social media, training, Videos
Podcast: Managers, Coach Your Salespeople to Bring in More Sales by Relinquishing Your Role as Chief Problem Solver
Aug 30, 2009 Executive Coaching, How to Manage Your Team, Sales Management, coaching for managers, management tips, podcast, training for managers
Listen to the podcast here
In this podcast I did with eyesonsales.com, I share some more observations around my experiences in coaching salespeople and managers. The topics I cover in this podcast include:
Motivating your sales team by tapping into their individuality
Listen to the podcast here
Tags: career coaching, coach the coach, coaching, coaching for managers, executive coach, Executive Coaching, management coach training, management coaching, Sales Coaching, team coaching
PODCAST: Coaching Mistakes Managers Make. What You Can Do To Improve Sales Performance and Drive Higher Sales Numbers Today
Jul 22, 2009 Executive Coaching, How to Manage Your Team, Sales Coaching, Sales Management, coaching for managers, coaching tips, management tips, podcast, training for managers
Listen to the podcast here.
In this podcast interview I did with eyesonsales.com, I share some very tactical insights regarding some of the inherent challenges that managers need to overcome when coaching their salespeople and what they can do to better coach their team to sell more today.
I also address how to best handle underperforming salespeople and the power of effective observation techniques when observing your people in the field or on the phone, whether they are delivering presentations or making cold calls. You’ll also learn what the masterful coaches do when it comes to coaching the gap through the use of powerful, well crafted questions, which is where the magic of coaching happens.
Discover what you can do to make the shift from just being a regular sales manager with an average performing team to becoming an effective sales coach and leader who becomes the driving force behind developing a high performance sales team.
Listen to the podcast here.
Tags: coaching, coaching for managers, coaching salespeople, Executive Coaching, how to coach salespeople, podcast, Sales Coaching, sales management coaching
PODCAST: Leadership Strategies That Motivate Your Team to Higher Performance
Jul 10, 2009 Executive Coaching, How to Manage Your Team, Leadership Academy, Sales Management, articles on leadership, coaching for managers, management tips, podcast, training for managers
Listen to this podcast here.
If you want your team to sell more, the driving question every manager needs to ask themselves is, “What am I doing each day to make my salespeople even more valuable and effective so that we can better retain and acquire new customers?”
So, what are you doing to develop the skills and competencies that would enable you to get your salespeople to become sales champions? What are you doing to better your best?
Now, the obvious solution would be to spend more time with your people but the question then is, what are you doing with that time?
Most managers resort to reactionary micro management simply because that’s all they know. As such, all they’re attempting to do is try to control more of the situations that surround them. Not the most effective strategy. This actually creates a more toxic environment, making matters even worse.
There are many things that a manager can do to boost your team’s performance. In this podcast, I’ve highlighted the ones that will result in an immediate positive change, which you can start engaging in today.
You can tune in and listen to this podcast here.
NOTE: Given this page is updated often, this podcast may not be listed as the most current one on the top of the list of podcasts.
Tags: coaching, Executive Coaching, leadership, management, management training, sales management coaching, tips for managers
Stop Focusing on Your Goals and Start Honoring Your Process
May 19, 2009 Business Advice, Business Coaching, Career Advice, Executive Coaching, How to Manage Your Team, Insights in Business, Live Responsibly: Life Tips, Great Living, Sales Coaching, Sales Management, Sales Training, coaching for managers, management tips, sales articles
The result is the process. A timely paradox and critical mind shift that every salesperson and manager must make if they want to transcend the mediocre performance they may be experiencing today.
Even before you can engage in the type of sales benchmarking activities that I wrote about the other day, (you can find that blog post here) or even take the time to refine your selling skills, you will come head to head with resistance to selling by the numbers if this change in attitude around how we approach selling is not fully embraced beforehand.
I was reminded how important this was during a seminar I delivered last week in NYC. At the end of the seminar, one manager raised his hand and posed this question to me. He said, “Our sales cycle has changed dramatically. Our salespeople can no longer make a call and take an order. Our product offering has been modified and as a result, the average cost of our product has increased, which has all contributed to a longer sales cycle. However, my salespeople are still reluctant to change. They’re still stuck in that transactional way of selling. They’re getting more frustrated and discouraged because sales aren’t happening fast enough, all because they’re unsure how to manage this longer selling cycle. I’ve told them many times over, that our sales cycle is no longer the way it used to be, and we need to be more patient with the process and more consultative with our customers. I’ve explained to them over and over again, that we need to modify and re-engineer our selling process in response to these new challenges, the changes we’re up against and how our customers make a purchasing decision and buy from us. What else can I do?”
As this sales manager was explaining his challenge, I was thinking to myself how important it is today, more than ever, to become process driven. Without this change in our thinking, salespeople will be unable to honor the process needed to convert more conversations into sales, let alone build out a more robust process and selling strategy that will enable them to do so. As such, the eternal conflict between our tactical strategy and our thinking will continue to rage on.
I have a detailed article on this very subject that you can find here. The original title of this article was WARNING! Goals May Be Hazardous To Your Success. Are They Sabotaging Your Selling Efforts?
As my colleague Dr. Tony Alessandra explains in the following statistics, “It’s amazing how many times success can be assured by attending to the basics of the job.” For example, in a study of 257 Fortune 500 companies, the following was found:
17% do not determine an approximate duration for each sales call.
23% do not use a computer to assist in time and territory management.
28% do not set profit objectives for their accounts.
37% do not use prescribed routing patterns in covering territories.
46% do not look at their use of time in any organized way.
49% do not determine the economical number of calls for each account.
49% do not use prepared sales presentations.
70% do not use call schedules.
75% do not have a system for classifying customers according to sales potential.
76% do not set sales objectives for their accounts.
81% do not use a call report system.
So, the question is: How can you assure your future success by eliminating these oversights?”
The fact is, companies will fail to invest the time in order to eliminate these process oriented oversights and embed these necessary changes into their process if the sales culture is too focused on getting to the result by forging ahead in an attempt to close more sales. Managers can continually push their people to become more mindful of these numbers, however, it’s the process driven questions managers need to be more sensitive to rather than the result driven questions that managers obsess over that continue to perpetuate this toxic way of thinking. Those questions sound like, “Are you hitting your numbers? How many follow-up calls did you make today? How much good volume did you book this month? How many leads did you run this week?” While important, these questions only focus on half of the equation. What is missing is the “How,” that is, the questions that focus on the process the salesperson needs to engage in to achieve the desired end result.
Managers need to stop coaching to the result and start coaching to the process, instead.
Become more mindful of the process that will drive the results you seek. Without the change in your result driven attitude that’s keeping you stuck in the first place, all efforts to better manage your selling strategy by a numeric formula are certain to be short lived.
For salespeople and sales leaders, the fundamental shift in our attitude that needs to occur is this; move away from being so result driven and instead, become more process driven.
We must honor this paradox and break free of the limiting thinking that confines us to the current level of performance we’re experiencing. If we truly want to excel today, realize the result is truly the process.
Tags: coaching, Executive Coaching, management training, sales benchmark, sales benchmarking, Sales Coaching, sales process, sales tips, Sales Training, successful thinking, tips for managers, training for managers
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