EXTREME SALES LEADERSHIP - Live Sales Coaching and Sales Mastery Podcasts and Interviews

You walk into a meeting and before you finish your first sentence, you see the crossed arms. The raised brows. The silent resistance. You're not in a conversation. You're in a standoff. That's why the best leaders communicate differently. The Art of Enrollment is a practical, real-world guide to help you communicate in a way that gets people to lean in, not push back. It shows you how to move from explaining and convincing… to enrolling people in the bigger vision — so they take action not because they're told to, but because they believe in it. Whether you're resetting expectations, or building buy-in around a new direction, The Art of Enrollment gives you a step-by-step approach that removes the fear from confrontation and the tension from hard conversations.

Here's the link to download the book and audio version: https://keithrosen.com/seven-types-of-coaching-questions/ “I don't know what questions to ask when I'm coaching,” is the most common challenge I hear. Sure, managers tell me they're coaching their team by asking questions. However, not every question is the right question, and poor, leading and manipulative questions will lead to coaching failure, and the erosion of trust. The fact is, every manager struggles with coaching. That's why I've condensed 32 years of real-world sales coaching experience into a 40 page, daily sales coaching playbook. This isn't just another book on the methodology of coaching; it's the final coaching resource you'll ever need to help guide people to crafting their own success strategy so you don't have to. It's everything you need to know around asking the 7 types of questions that create breakthroughs and results, and when to ask them. The 7 Killer Sales Coaching Questions is your daily coaching playbook, providing you not only with WHAT questions to ask, but WHY you're asking them so coaching becomes a normal part of your daily communication, regardless of the situation you're in. Instead of a random list of questions, this book will help you simplify the coaching process, making you a powerful, influential communicator and leader. You'll learn how to: Build trust and break through obstacles. Inspire positive change, self-accountability and action using the right questions. Close more sales faster than ever before. Get your time back. Create breakthroughs in results, attitude and performance using one question. Avoid self-serving, manipulative questions that erode trust, relationships, performance, and confidence. Coach skill-set, and mindset to ensure long term results.

How Great Sales Leaders Manage Crucial Sales Coaching Conversations by Keith Rosen

If you don't like the way you're being managed, it's your responsibility to tell your manager, “This is how I'd like to be managed and held accountable.”

Your prospects and customers are human too, not just a sales quota. The most effective selling strategy that drives more sales and accelerates personal evolution is care and developing authentic, personal connections. Where is this step in your sales process?

Written by AI: Coaching is one thing, the coaching mindset is another. Beliefs precede experiences and how you think is what you get. What you focus on grows. These are just some of the fundamental, and transformational mindsets leaders need to adopt so they can then align how they think with what they do. Not the other way around. This creates a healthy, happy, sustainable coaching culture and transforms you into the leader and coach you want to be. The Leadership and Coaching Discussion meeting, led by Keith Rosen, emphasized the need for a transformational approach to leadership in the hybrid workplace following Covid, highlighting the alarming levels of employee disengagement and the necessity for deeper personal connections in coaching. Key topics included the importance of empathy, effective communication, and understanding team members' individual purposes to foster a supportive environment. Rosen advocated for a change in traditional performance improvement strategies, proposing a four-week turnaround plan for underperformers while encouraging managers to prioritize team member well-being amidst external pressures. He underscored the integral role of authenticity in leadership, drawing parallels between music and managing teams, and concluded by urging leaders to be proactive in enhancing their team's value and engaging in meaningful conversations about core values and priorities. Action items were established to ensure managers take concrete steps towards implementing these principles. Notes ️ Introduction and Leadership Mindset (00:00 - 11:25) Keith Rosen discusses transition to hybrid workplace post-Covid Highest level of employee disengagement and attrition Importance of tapping into people's individuality in coaching Only 1 in 20 managers trained in coaching Opportunity to reconnect with people on a human level Need for deeper personal connection in sales and leadership 76% of companies changed buying processes, only 17% changed selling processes Importance of putting people over profit Coaching and Connection (11:25 - 22:44) Challenges of managing diverse teams and high performers Need for empathy and skills to deal with personal issues Importance of setting positive intent in conversations Questions managers should ask to support team members Self-care as a crucial aspect often overlooked Managers need to push back against pressure from top leadership Importance of insulating team from excessive pressure Coaching as a Language (22:44 - 32:40) Coaching is not an event but a language Need for a universal coaching methodology Importance of uncovering people's sense of purpose Top intrinsic motivators: making a difference, collaboration, impact, life balance Need for managers to wake up thinking about making their team more valuable Mindset and Coaching Approach (32:41 - 41:51) Importance of exploring opportunities to make people more effective Setting positive intent in conversations with team members Questions to ask team members about their values and priorities Need for regular conversations about what's important to team members Importance of developing relationships and caring for team members Performance Improvement and Legacy (41:51 - 51:08) Criticism of traditional Performance Improvement Plans (PIPs) Proposal for a 4-week turnaround strategy for underperformers Importance of collecting evidence of change Concept of people self-selecting in or out based on their commitments Focus on creating a positive legacy as a leader Personal Interests and Leadership Lessons (51:09 - 01:00:01) Keith's passion for music and concerts Conversion of old garage into music studio Recent concert experiences Importance of authenticity and connection in both music and leadership

In the recent discussion on Sales Leadership and Coaching featuring Keith Rosen, a seasoned expert with extensive global experience, the importance of transforming salespeople into top performers was emphasized through the lens of core values such as connection, selflessness, and the significance of cultural understanding in sales. Rosen highlighted the necessity of adopting a growth mindset, stressing self-leadership and accountability, while addressing common time management challenges for leaders. The conversation shifted to leveraging growth through supportive leadership that aligns personal goals with business objectives, advocating for a coaching approach that prioritizes questioning over telling to foster deeper engagement. Effective coaching techniques were discussed, showcasing success stories that demonstrate improved team performance and reduced attrition, underscoring the necessity for managers to take full responsibility for their team's outcomes. Key action items included identifying personal core values, developing self-accountability routines, enhancing coaching skills, and embracing managerial responsibility for team success.

Beyond the Numbers: The Power of Process-Driven Sales with Keith Rosen by Keith Rosen

Jason Cooper and I had a powerful conversation that most people either shy away from or simply forget about. Self Management. Bottom line, you can't create a thriving career while honoring your priorities and core values without owning your day and protecting your time. In this episode, discover how to: * Reduce your daily workload and protect your time. * Obliterate your never-ending to-do list and get more done in less time. * Identify and manage the unplanned events that distract you from your priorities, cause stress, and waste time. * Coach your direct reports on how they can improve their daily productivity, performance, and personal accountability. “If You Want a Great Life, Then Schedule One.”

In one minute, discover how managers are actually preventing their team from performing.

We can talk strategy all day long, but if leaders don't change the way they think then nothing will change. In this conversation with Jason Cooper, discover how leaders are communicating in a way that drives engagement. In addition, learn the inner game of leadership and the mindset of care that every manager needs to adopt including the power of being present. Finally, learn how to leverage people's core values to drive motivation and greater results.

In the latest episode of Mastering Modern Selling, we discuss the transformation that salespeople and managers need to make to reconnect with buyers and customers in a new and deeper way in order to develop more meaningful, authentic relationships that drive more sales. The predominant sales and leadership strategy today is - CARE.

Episode 93 - Transforming Sales Leadership With Keith Rosen by Keith Rosen

COACHING TAKES TOO LONG! If you believe this, you're not coaching. Are you interrogating your team or collaborating with them? Here's how to coach someone in 60 seconds or less.

Here's part of the powerful conversation I had with Jason Cooper, as we discuss the new superpower of selling and leadership - CARE. It's something we all want and need, especially our customers. Once salespeople shift from making the sales process about them and what you want to get, to what you have to give, care and coaching become your new competitive edge. What do you think?

I had a the pleasure of being a guest on the Rural Sales Show last week. In this episode we discuss: - Why you can't scale dependency - Why sales managers deflect and prefer to focus on their teams instead of themselves (what I call a global epidemic) - How to manage low performers and coach for accountability - How to use questions to open up possibilities in coaching conversations - The top traits of the most successful sales managers - How to run effective sales meetings - The importance of taking time to self-reflect to improve self-awareness

Out of the archives! Here's a never before published video VIP event hosted by Salesforce, where Jason Jordan and I discuss with a group of senior sales leaders what top companies are doing to transform their sales organization to sell the way customers want to buy today, while creating a culture where coaching is the foundation of growth and people transformation.

EVENT DESCRIPTION: Ever wondered how some managers consistently lead their teams to achieve unprecedented success? Keith Rosen, CEO of Profit Builders, joins us to share the secret: mastering the language of coaching. You'll learn how coaching transcends traditional problem-solving, fostering new possibilities and cultivating accountability within your team. Whether you're leading a sales team or running clinical operations, this session gives you tools to aid your employees in developing critical thinking skills, enabling them to become self-reliant problem solvers. But not all coaching is created equal. The one-size-fits-all approach is a trap that many managers fall into, leading to inefficiencies and disconnection within the team. Keith helps us navigate around this pitfall, discussing the importance of understanding each individual's unique coaching style, motivation, and accountability methods. Moreover, we delve into the role of confidence in leadership and its direct correlation to sales performance. If you've ever been in a sales slump, this information is a game-changer that will help you intentionally cultivate confidence. Through this conversation, we hope to have provided insights that will guide you in transforming your leadership style and, ultimately, your team's performance. Join us on the CHAPcast for more empowering conversations like this.

Gallup reported that 73% managers feel unequipped to do their job, while 97% of employees feel poor communication impacts their productivity, mood, and goals. A McKinsey study showed that 76% of business leaders report that good communication increases productivity by 5X. Turnover amongst sales professionals has gone up by 39% and 67% in the technology/software industry. The leading cause? Their manager. The good news is, managers have the power to create trusting, engaged, collaborative teams by changing how they communicate with their employees, coworkers, and customers, since SHRM reported that 92% of employees report their manager is the main reason for staying, or leaving based on how their manager makes them feel. Since leadership is a language, and coaching is the language of leadership, in this 50-minute Session, you'll walk away with actionable coaching conversations to: • Build the unconditional confidence to have any difficult conversation. • Align your communication with your teams' personal goals, since 96% of employees want a more empathetic, caring approach to communication. • Create 100% self-accountability around your team's business objectives. • Offer feedback that leads to positive behavioral change. • Ensure 100% coaching adoption among your team/company. • Motivate your team during difficult times.

Take a break and listen to this interactive session I did with the Sales and Marketing Executives Council where we covered a variety of topics related to how to successfully navigate through our new hybrid business landscape, including how to: *Sell and serve your customers. *Develop an engaged, productive remote team. *Create the life balance, health and happiness you want. *Coach in less than one minute. *Communicate like a world-class leader.

Keith was a guest on BeMobile's Subject Matter Expert Series. Here are some of the things they discuss during this interactive leadership event with the talented leaders at BeMobile. 1. How did you become a Subject Matter Expert in the field of Coaching Salespeople and Sales Leadership? 2. Many of the leaders in our company are in one of their first leadership positions and are having some of their first coaching sessions. What advice would you have for first time leaders? 3. What do you tell the person that is afraid that if they try a coaching process they will look fake or insincere? 4. I still struggle with sometimes trying to take on too many coaching objectives in one coaching conversation. What should I do if there are multiple gaps that I am trying to address? 5. What's one coaching strategy that managers can implement today?

Enjoy part two of the Go Beyond Sales Leadership session as you get to listen in on a conversation with the exemplary leaders at GoTo. Some of the things we discuss: 1 How can sales leaders manage their time effectively to ensure they make adequate time for what they refer to as coaching? 2. Why is it important to avoid becoming “Chief Problem Solver”? 3. You often talk about the art of enrollment, building trust and setting intentions, whether it's with our team or customers? 4. During a weekly team call, how do you share the message of the team vision to encourage those that may not be fully on board just yet? 5. Given the virtual environment what are some challenges managers and salespeople might encounter around selling, coaching and building a successful remote team? 6. What's one thing managers can do to become a better leader and start coaching their team today? 7. When reps are in a sales slump, how should leaders help them stay confident and engaged? 8. What's one of the 15 toxic tactics that can make coaching ineffective that you write about in your book, SALES LEADERSHIP?

During this live sales leadership Q & A session I did with the exceptional leaders at the LHC Group during their Sales Kickoff, you'll learn what one of the top innovative organizations is doing to transform managers into world-class leaders and coaches who create an authentic, thriving coaching culture, and develop sales champions. https://lhcgroup.com/

Here are some shocking statistics. One-third of new employees quit after about six months. In the 2021 Bureau of Labor Statistics report, the overall turnover rate is 57.3%. The most common reason for leaving an employer? Poor management practices. The second-most cited reason? Lack of career development opportunities, and third was a bad culture fit. In fact, one survey found that 94% would stay at their current employer if they invested in their long-term learning and coaching! The secret to a company's success lies in the people you hire, and no company can afford to make a bad hire, let alone turn a good hire into a bad one who then leaves due to the lack of the right training and support from management. But how do you find the most qualified candidate to make the right hiring decision, develop the most effective onboarding process and ensure managers have the skills for ongoing coaching, training, and development when working with a remote team? Join me for this interactive event, where we will discuss the best practices to: • Make the right hire, every time. • Identify red flags during the hiring process and the first 30 days on the job. • Successfully onboard and transition your new hire into the organization. • Reduce turnover and Retain good talent. • Promote internally.

During this live Kickoff event with the exceptional leaders at GoTo, you'll learn what one of the top innovative organizations is doing to transform managers into world-class leaders and coaches who create an authentic, thriving coaching culture, and develop sales champions.

Here's the recording of the incredible interactive session I had with the talented leaders at Anderson Windows and Doors. (After all, I have their product in my home ;-) Some topics we discuss are: How do you make time for coaching? What are the top challenges sales leaders face today and tomorrow? How can i better manage and take control of my time and day? How can you coach in 60 seconds or less? Being present in order to coach! And more! Enjoy!

5 MINDSETS TO MORE SALES - How Sales Champions THINK To Drive Awesome Results by Keith Rosen

Ask yourself, are you working from home, or living at work?

Ever wonder why some leaders experience higher turnover, interpersonal friction, and more team challenges, while other leaders are so inspiring that they have people wanting to be part of their team, and cherish their ideas, coaching, and any new initiatives? If the level of disengagement in the workplace is at it's highest ever, at 84%, getting on your soapbox and preaching to people about what they need to do isn't the answer. The answer is the language of leadership – The Art of Enrollment. When you change the conversation, you change the outcome. The ONLY way to build trust, accountability, healthy relationships, and sell more is through enrollment, so you can align people's personal goals with their company's objectives that creates immediate trust, buy-in, and alignment. During this 45-minute discussion, I'm going to address the toughest issues managers and salespeople face, including how to: • Master The Top Ten Critical Conversations every manager & salesperson must-have. • COACH UP TO YOUR BOSS to align what you need with their agenda. • Deliver tough messages in a way that people are receptive to that immediately improves behavior, skill, and attitude. • Build or rebuild impenetrable trust and healthy relationships. • Get EVERYONE bought into coaching, your ideas, and change. • Approach difficult conversations with ease. • Create buy-in around any new initiatives (coaching, territory or compensation changes, sales goals, CRM usage, new processes, your requests, etc.). • Tear down departmental silos. • Improve customer retention and acquisition.

Underperformance costs companies billions of dollars each year. The Gallup organization reports nearly 81% of employees are actively disengaged and only ONE out of TEN managers possess the skills and talent to manage and coach. The typical approach to address performance issues is implementing the HR compliant PIP (Performance Improvement Plan), which DOES NOT work, creates more damage in its wake, encourages fear, manipulation, bias, and burns most employees out. In this 45-minute session, we're going to discuss how to: • REMOTELY Leverage a 30-Day Coaching Strategy to AVOID your company's HR compliant Performance Improvement Plan. • Reduce attrition, and increase positive retention. • Coach toxic people to create a healthier attitude. • Improve team engagement, and achieve sales goals. • Avoid ever having to fire someone again. • Create a strong brand and legacy as a leader you would be proud of See less

FACT: 76% of all companies have changed the way they BUY but only 17% of companies have changed the way they SELL! If you're selling and managing your time the same way you were two years ago, you're already set up for failure. In this session, we're going to cover some of the following topics: 1. How to COACH vs. SELL your prospects and customers to win more sales. 2. Learn the MINDSET of a coach and the questions you're NOT asking to acquire and retain more business. 3. Uncovering the new issues and challenges sales professionals are faced with that didn't exist before. 4. Why you never have to handle or defuse objections again. 5. How to develop the unconditional confidence of a champion regardless of the outcome.

I'm excited to share my first LinkedIn Live session, as we focus this conversation on becoming a world-class sales leader and coach in a remote world, so you can build a team of sales champions, successfully coach anyone, at any time, and still have a balanced life! Enjoy!

Here's a recent webcast I did with Brainshark. With the stress and pressure managers are feeling to produce, transferring this pressure to your team just breeds uncertainty, fear and disengagement. The best managers have learned how to coach their team, especially when their team is remote, to build an engaged, coachable and cohesive team that wins more sales.

Join me and the talented leaders at Udemy for an interactive Q and A session, where we do a deep dive into what it REALLY takes to build a thriving sales coaching culture and a remote team of sales champions.

Every manager has been in this difficult position. “How do I handle an underperformer?” Unfortunately, the three typical courses of action managers take are: 1. To do nothing and hope things get better. But the last time I checked, HOPE is not a strategy. 2. Number two, being seduced by the potential they see in the underperformer, hoping and waiting, “If they just focus on process and activity and be positive, they can do this!” Then 6 months or a year passes by, and you're still waiting for them to turn around their performance or attitude. 3. And finally giving up on that person and placing them on an HR complaint process. 4. Let me introduce you to a fourth option. The 30 Day Turnaround Strategy or if you prefer, the Success Acceleration Program. Whatever you call it, keep in mind this is simply four weeks of ongoing, scheduled coaching and observation. Rather than struggling with the stress of having to fire someone, now, the outcome will be the person either choosing to self-select out or back into their position. Here's how to enroll the underperformer to gain their commitment and buy-in around this strategy so that you can demonstrate unconditional support for them, and model this for the rest of your team. This creates the legacy and brand you want to have as a leader tomorrow – and today.

Four Mind-Blowing Sales Statistics That Will Help You Sell Smarter In a Remote Envionrment by Keith Rosen

Sales Leadership Podcast with Rob Jeppen- How to become FEARLESS and develop the unconditional CONFIDENCE of a champion.

"But coaching takes too long." If that's how you feel, then you're not coaching. Instead, what if you can coach someone in 60 seconds or less and have them self-generate the ideas, strategies. and solutions on their own without you having to be the Chief Problem Solver who tells them what to do and does their job for them? Now, you're not only building trust, but you are building their confidence as well, rather than robbing it every time you give them your solution. Bottom line: IF YOU HAVE TIME TO GIVE AN ANSWER, THEN YOU HAVE TIME TO ASK A QUESTION AND COACH. In this podcast, you'll learn the 60 SEcond Coaching Strategy that you can use in practically every conversation, that will empower people and build their confidence, critical thinking, and problem-solving skills, rather than erode them.

You may have heard the expression people don't leave companies they leave their manager. Actually, it's neither. People leave their CULTURE. In this three-minute episode, I talk about what it takes to create an authentic thriving coaching culture, why it's essential for the continued growth of the company and each person, and the costly impact of your existing, metrics-based, quota obsessed, activity-driven, fear-based culture.

Today more than ever, time management is everyone's greatest struggle. Now that we're adapting to our remote workplace, our home is our office and our office is our home. It's essential you shift from living from a place of reaction to living from a place of intention by mapping out a daily routine that honors your work and business goals while keeping your life in balance and harmony. Most importantly, you must set the new boundaries at home and at work in terms of protecting your time to honor your responsibilities at work, and focus on the priorities in your life without sacrificing them. If you're not taking care of yourself, how can you take care of others?

Remove any words that end with "n’t." If we know coaching is the language of leadership, then take these words out of your vocabulary, because they don’t translate. These words focus deeper on the problem, instead of moving toward creating a new and better solution and opportunity. • Can’t • Won’t • Wouldn’t • Shouldn’t • Couldn’t • Aren’t • Didn’t • Isn’t • But (Negates everything stated before it. Use “And” instead.) Managers tend to focus more on what their people are not doing and what’s not working, instead of what is. Inadvertently, by asking these questions, such as "Why aren't you going to hit your sales goals?" Their literal response is, "Thanks boss for providing me with the platform and permission to use the 32 excuses I have as to why I'm not going to hit my goals!" How to avoid this trap? Here’s the one habit to focus on. A simple shift in language will eradicate these venomous words. Asking, “How can/will you,” is certainly more powerful than, “Why can’t/won’t you.”

In this 3 minute episode with Paul Lanigan, I share how managers can make their deal and pipeline reviews more valuable that drives more sales, and how to avoid two of the most common traps they fall into when coaching their team that salespeople use to avoid being accountable: 1. Taking the "I don't Know" bait. 2. Taking the "I've tried Everything" bait. Lean the two questions you can ask to have the person self-assess and arrive at their own answer, rather than you having to give it to them.

More than ever, it’s essential for managers to learn how to coach their team through difficult times of fear and uncertainty, something that only 18% of managers have actually been trained on how to do. Check out these new statistics: 71.4% of companies reported that their sales process has changed as a result of transitioning to remote commercial trading. 74% confirmed they had experienced changes in the short or long-term competitive landscape that are affecting their business. 62% are finding it difficult or much more difficult to locate and sell to new prospects compared to before COVID-19’s arrival. 77.5% of sales leaders have not received training on how to lead remotely. More than 52% of front-line sales professionals have not been adequately trained in how to sell remotely. Join me and my colleagues for a riveting discussion and debate around what successful companies are doing to quickly pivot and adjust to our new world and the way they sell, manage and coach people.

Managers, if you're still managing and having the same conversations you had back in 2019, you're setting your team, and yourself, up for failure. More than ever, it's essential for managers to learn how to coach their team through difficult times of fear and uncertainty. To do so requires mastering the new, critical conversations managers have never had before. How effective are you when it comes to coaching fear, confidence, attitude and ensuring that your team feels connected and supported, not alone? World Class managers realize the importance of developing their coaching skillset and mindset so they can successfully lead their team in a remote environment. In this podcast, you'll learn what top managers are doing to build a remote team of happy, engaged sales champions, and the conversations you need to have with your team, today.

Customers have less time and patience than ever. For you to stand out, especially when delivering a presentation remotely, it's not about refining your presentation, but reinventing it, and the language you use to connect with your prospects and customers in a deeper, more meaningful way. Learn the critical conversations every salesperson needs to master in order to deliver the perfect presentation that wins more sales. Some of the questions I'll be answering are: 1. In a remote pitch environment, how can you come across as authentic, trustworthy and genuine, when investors can no longer take cues from body language? 2. Given the inherent distractions associated with a virtual setting, how can I make sure I maintain a structure, maintain engagement and, keep the attention of my audience for the entirety of my presentation even if I have to adjust in the moment? (i.e. combatting Zoom fatigue)? 4. How can I tailor my presentation to meet the needs of both quantitative and qualitative audiences, without losing the attention of one group? 5. How can you gauge the prospect's interest at the end of the meeting? Are there additional things we need to do to ensure we’re aligning our selling process with their timeline, due diligence, and investment process? 6. Is it overwhelming if too many individuals from my firm speak during the presentation, or is it better for the allocators to meet more people from my firm? 7. How do you advise handling virtual transitions and handoffs between speakers? 8. How should you handle responding to a question from a prospect that you don’t know the answer to? 9. How can I create a feeling of trust and reassure prospects, given my limited track record? 10. Given the length of manager presentations (35-40 minutes), what is the best way to maintain a structure such that the audience can easily follow along?

Watch my first live LinkedIn event recorded here! Managers, learn how to make coaching your 2021 selling superpower to develop a remote team of top-performing, engaged, and accountable sales champions! Be prepared for your mind to be blown

You can't sell and manage effectively if you're still doing what you did last year. Learn what top managers and salespeople are doing to align their sales process with the way your customers are making buying decisions today. It's all about mastering the new sales conversations that win more sales. Also, I'm humbled and deeply appreciative that my book, Sales Leadership, was just named one of the 100 Best Sales Books of All Time! Thank you for allowing me to honor my core value of making an impact and contributing to your success. I'm eternally grateful.

During this VIP event hosted by Salesforce, I discuss with a group of senior sales leaders what top companies are doing to transform their sales organization to sell the way customers want to buy today.

Even if salespeople have undergone progressive sales training, there's no guarantee that they will be successful. It is common knowledge that skills grow rusty over time and salespeople are prone to pick-up bad habits along the way, or to simply skip steps and take shortcuts that can lead to long-term trouble. Perhaps even more important these days, is the fact that markets, competition, technologies, and customer preferences are all in a constant and accelerating state of change. This fact requires that salespeople are able and willing to rethink their sales strategy and approach frequently and receive a regular top-up of skills and motivational coaching. For sales managers, developing others’ abilities is even more important – indeed, it’s the emotional competence most frequently found among those at the top of the field. This is a person-to-person art, and the effectiveness of counseling hinges on empathy and the ability to focus on our own feelings and share them. Sadly, of all the skills and traits required to become a successful sales manager, one who is able to maintain their team performing at optimum levels, coaching is the one that is often lacking. Enjoy this roundtable, as we discuss how companies today can still thrive when managers learn how to coach consistently and effectively. Listen to what today's companies and leaders need to do and learn in order to create and maintain their competitive edge today and tomorrow while maintaining and continuing to build their corporate confidence and the confidence, trust, and performance among their remote teams.

Since coaching is the epicenter of every successful business, companies are finally realizing they have to do something to further develop, coach and support their employees, now, rather than wait until things get back to normal. There is no normal. And there is no going back, only forward. Abnormal is the new normal! And during every delivery of my remote sales leadership coach training program, there seems to be a few common themes that continually show up. They are; being patient, managing fear, stress and uncertainty, feeling isolated or disconnected, maintaining confidence, and living in the moment to create the quality of life you want. And this doesn't only apply to managers, but to their employees as well. Here's my response. If you're not present, you can't coach. And if you're focused on what's next, you're missing out on what's now, since life happens in the moment. In this podcast that I extracted from one of the sections in my program, you'll learn how to stay focused and mindful of your goals, while living and being present, happy and grateful in the moment. I know, it sounds difficult to stop worrying about and focusing on the future goals, especially for managers and salespeople who have sales and performance targets on their back. It's an occupational hazard to be result driven, so take the time to listen to this podcast and you'll experience a transformational shift in your thinking. I promise, it will be an investment of your time that will pay exponential dividends, both in your career and your life.

The New Sales Strategy - CARE. Regardless of industry, every company and sales team have been impacted by the shift in the marketplace. The best companies and salespeople aren't doing more of what didn't work yesterday. Instead, they're giving their sales process an overhaul so they can align how buyers are buying in today's climate, so they can sell more today. Doing so requires changing the conversations you're having with your customers in order to develop deeper relationships and the TRUST you and your customers need to thrive.