Podcast appearances and mentions of keith rosen

On this episode of the Win Rate Podcast, Andy is joined by top global sales coach Keith Rosen, Founder and President of Personal ABM, Kristina Jaramillo, and CEO of US Operations for the Institute of Sales Professionals, Rob Durant. Andy and his panel of pros discuss the evolving landscape of sales, emphasizing the importance of connection, ethical standards, and the need for effective training. They highlight the challenges faced by sales professionals in adapting to modern buyer expectations and the role of certification in elevating the profession. They delve into the critical aspects of sales training and development, emphasizing the need for a strong foundation built on product knowledge, systems understanding, and essential human skills. They also get into the importance of aligning sales processes with buyer needs and the necessity of personal responsibility in professional development.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate. 

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

Today Andy welcomes another group of sales experts, including Mark Cox, Founder of In the Funnel Sales Consulting,  Keith Rosen,  a top global sales coach, and Paul Kleen, CEO of Pitchit.  The group discusses the challenging role of sales leaders in balancing customer engagement, team management, and executive expectations. They emphasize the importance of managers in fostering a coaching culture to drive consistent sales outcomes, and share insights into the integration of AI in sales processes. They also dig into unrealistic sales quotas, the evolving landscape of B2B sales, and the need for a buyer-centric approach.

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.

Cold-calling is the art of creating a new possibility. When someone makes a cold call, they're often focused on “I have to get this meeting. I can't blow this. I need this deal.” They're so focused on themselves and their own agenda that they can't create possibilities.  You have to understand the prospect's greatest pain and how you can align their pain with the value that you can deliver. The only way any salesperson can do that is by discovering where the prospect is today and where they want to be tomorrow. Keith Rosen shares how to do that in this episode of Sales Reinvented.  Outline of This Episode [1:00] What is cold-calling? Is it still relevant? [5:00] Is there a science to cold-calling? [16:24] Keith's top cold-calling dos and don'ts Connect with Keith Rosen Connect on LinkedIn Follow on X Connect With Paul Watts  LinkedIn Twitter  Subscribe to SALES REINVENTED Audio Production and Show notes by PODCAST FAST TRACK https://www.podcastfasttrack.com

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

In this conversation, Keith Rosen discusses the challenges and opportunities in coaching within the hybrid workplace. He emphasizes the importance of understanding individual motivations, the disconnect in sales processes, and the role of managers in fostering a supportive coaching culture. Keith highlights the need for authentic relationships and the impact of self-care on performance. He also shares strategies for transforming underperformance into success and the legacy leaders leave behind. The conversation concludes with a reflection on the connection between music and leadership, underscoring the importance of authenticity and connection in both realms

Join Todd Miller and Seth Heckaman from Isaiah Industries as they welcome Keith Rosen of Profit Builders on the latest episode of Construction Disruption. Keith shares his expertise in transforming sales teams into champions through effective leadership and coaching strategies. Learn how to empower your sales team, improve company culture, and foster personal development. This episode is packed with actionable advice for sales leaders and managers in any industry looking to improve productivity and create a thriving team dynamic.Timestamps00:00 Introduction and Welcome00:51 Introducing Challenge Words01:26 Guest Introduction: Keith Rosen02:36 Keith Rosen's Journey to Coaching06:01 The Role of Sales Managers12:52 The 30-Second Coaching Strategy25:21 Building a Coaching Culture36:24 Understanding Managerial Challenges36:39 The Importance of Setting Intentions37:08 Transforming Leadership Approaches38:15 Enrolling Teams in Positive Change39:32 Assessing Organizational Coaching Culture41:54 The Cost of Disengagement43:16 Addressing Underperformance47:12 Coaching Up: Empowering Salespeople53:08 Rapid Fire Round: Fun and Insights01:04:28 Final Thoughts and FarewellConnect with Keith OnlineLinkedIn: https://www.linkedin.com/in/keithrosen/X (Twitter): https://twitter.com/KeithRosenWebsite: https://keithrosen.com/For more Construction Disruption, listen on Apple Podcasts or YouTubeConnect with us on Facebook, Instagram, or LinkedInThis episode was produced by Isaiah Industries, Inc.Construction Disruption was recently featured in this 15 Best Podcasts for Contractors list!This podcast uses the following third-party services for analysis: Podtrac - https://analytics.podtrac.com/privacy-policy-gdrpChartable - https://chartable.com/privacy

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

Dive into the latest episode of Mastering Modern Selling, featuring renowned sales leadership expert, Keith Rosen. This episode unpacks the essentials of effective sales coaching and the transformation of top sales performers into exceptional leaders.The Allure and Reality of Sales ManagementKeith Rosen sheds light on the common misconceptions about sales management. Many high-performing salespeople are enticed by the perceived power and authority of managerial roles but often lack the necessary training, leading to challenges in leadership and team dynamics.The Critical Role of CoachingEffective sales leadership goes beyond managing numbers. Keith emphasizes the importance of having a universal coaching methodology and framework. Without proper coaching, managers often revert to being super-sellers, solving problems for their team instead of fostering independence and growth.Creating a Culture of AccountabilityKeith introduces the concept of an "accountability partnership," where managers and team members hold each other responsible for maintaining high standards and core values. This approach promotes a supportive environment and encourages continuous improvement.The Pitfalls of Being a Super SellerManagers who take over deals and solve all the problems for their team create dependency, hindering the development of their salespeople. Keith advocates for empowering team members to become independent critical thinkers, thereby enhancing their confidence and performance.Aligning Personal Values with Business ObjectivesUnderstanding what motivates each team member is crucial. By aligning personal values with business goals, leaders can create a shared vision that drives both individual and organizational success. This alignment fosters a motivated and engaged workforce.Keith Rosen's insights emphasize that great sales leadership is built on a foundation of care, accountability, and continuous coaching. By focusing on these principles, sales managers can transform their teams into high-performing sales forces. Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

The Journey to Sales Success: Keith Rosen on Coaching and Integrity The Global Sales Leader Podcast Welcome to the Global Sales Leader Podcast with your host Jason Cooper! In this episode, we have a special guest, Keith Rosen, a renowned sales coach and author. Dive into Keith's journey from running businesses to becoming a leading life coach and discover his insights on sales management, leadership, and personal development. Keith shares his thought process behind impactful coaching, the importance of aligning with core values, and techniques for being present and effectively coaching under pressure. Timestamps: 00:00 - Introduction 02:15 - Keith's Journey into Coaching 08:30 - The Importance of Core Values in Leadership 14:45 - Defining and Honoring Core Values 20:00 - Coaching Under Pressure 28:20 - The Role of Presence in Effective Leadership 35:15 - The Art of Active Listening 40:00 - Building Rapport and Trust with Your Team 46:30 - The Secret of Life and Enjoying the Passage of Time 52:45 - The Power of Caring in Leadership 57:30 - Final Golden Nuggets from Keith Rosen #SalesLeadership #KeithRosen #JasonCooper #GlobalSalesLeaderPodcast #SalesCoaching #Leadership #CoreValues #ActiveListening #Presence #PersonalDevelopment #SalesManagement #LifeCoaching #CoachingUnderPressure #LeadershipSkills #EffectiveCoaching #Podcast #SalesTips #SalesStrategy #BusinessLeadership #SalesTraining Links and Resources: Follow Keith Rosen on LinkedIn: Keith Rosen https://www.linkedin.com/in/keithrosen/ Website https://keithrosen.com/ Check out Keith's books on Amazon: https://www.amazon.co.uk/Sales-Leader... Connect with Jason Cooper on LinkedIn: https://www.linkedin.com/in/jcooper1970/ Subscribe and Follow: Subscribe to the Global Sales Leader Podcast for more episodes! Thank you for tuning in! Don't forget to like, comment, and subscribe for more insightful episodes. Let us know your thoughts and what you would like to hear in future episodes! Don't miss out on the opportunity to learn from industry experts and gain the edge you need to thrive in the ever-evolving sales landscape. Subscribe to Jason Cooper's Global Sales Leadership Podcast now and unlock the secrets to sales success. Get ready to elevate your sales game and achieve extraordinary results!

“If you don't have a defined process that moves your people forward so they can achieve greater results, then what is it you are managing? You're managing the status quo.” – Keith Rosen. I often see managers managing numbers or metrics versus coaching someone to grow and build new and improved skills.  Those who know me have heard me often say, “We can't coach a number or metric to gain market share or grow sales results.  We need to coach our teams based on their personal skill growth needed to develop to generate new and more profitable businesses.  In other words, behaviors drive numbers, not vice versa.”    During today's show, we will discuss how to buy back tons of time by training and preparing sales reps to do the job.    YouTube: https://youtu.be/pYfgJI3BkhU   About Stephen Rhyne: Stephen is the CEO of ConveYour.com. Stephen is a CUTCO Hall of Fame sales rep, and now, it helps companies recruit, onboard, train, and retain more reps.   How to Get in Touch With Stephen Rhyne:  Email:  stephen@conveyour.com Website:  https://conveyour.com/ Gift - Team Growth Confidence Course:  https://learn.conveyour.com/c/ox43jkerj7/team-growth-confidence   Stalk me online! LinkTree: https://linktr.ee/conniewhitman Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube.  New episodes post every week - listen to Connie dive into new sales and business topics or problems you may have in your business.

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.

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.Start Now! Easy access to performance-improving education in community-based care was previously challenging, inconsistent, and expensive. All while the expectation of clinical excellence and quality continues to rise. Just as we use standards to empower agencies to deliver patient-centered care, our educational workshops use a consistent framework to educate, train, and certify people.Learn more about Age-Friendly Health Care Connect with us - LinkedIn, Twitter, YouTube, Facebook Leave us a Google Review Subscribe to our emails Visit our website

 Join us in this insightful episode as we welcome Keith Rosen to discuss the art of coaching your customers. Discover how coaching can be an act of genuine care and a transformative approach to building stronger relationships with your clients. Keith shares practical techniques and strategies to help you become a more effective coach for your customers.SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

Join us in this insightful episode as we welcome Keith Rosen to discuss the art of coaching your customers. Discover how coaching can be an act of genuine care and a transformative approach to building stronger relationships with your clients. Keith shares practical techniques and strategies to help you become a more effective coach for your customers.SUBSCRIBE TO THE SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

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Growing up in apartheid South Africa, the young Keith Rosen knew little of England or of organised religion. Today, as The Fed's Religious Director, Reverend Rosen plays one of the most crucial roles in the pastoral care that the organisation carries out. How this transformation came about is as fascinating as any story we've told on the podcast, and one which will surprise even the many people who count Revered Rosen as a colleague and friend. Told in his warm, lilting Cape Town accent, Reverend Rosen takes us through his sports- and outdoor-mad upbringing under the shadow of Table Mountain, through the years of reintroduction to his Judaism and finally to an almost entirely spontaneous move to the UK. Meaningful and emotionally charged, this episode of Humans of The Fed shines a light on one of the individuals whose work - often behind-the-scenes - is so vital to The Fed's success.

Welcome to the Sterile Technique Podcast! It's the podcast about Surgical Technology. Whether you are a CST or CSFA, this podcast helps you earn CE credits and improve your surgery skills in the OR. This episode from the Classroom Corner series discusses how to be successful during clinicals. "Hard to Kill (1990) - Steven Seagal as Mason Storm - IMDb": https://www.imdb.com/title/tt0099739/characters/nm0000219 "The Buddha, The Angry Man and The Gift by Keith Rosen": https://keithrosen.com/2018/06/the-buddha-the-angry-man-and-the-gift/ "6 Soft Skills That Will Help You Succeed In The Workplace (And How To Learn Them)": https://www.grammarly.com/blog/soft-skills/ "5 Essential Soft Skills In the Workplace": https://www.indeed.com/lead/5-soft-skills-in-the-workplace "What Are Soft Skills and How to Build Them in the Workplace": https://www.bgca.org/news-stories/2022/August/what-are-soft-skills-and-how-to-build-them-in-the-workplace "Gloria Gaynor - I Will Survive (Official Music Video)": https://www.youtube.com/watch?app=desktop&v=6dYWe1c3OyU "Scrub in" at steriletpodcast.com and on Twitter, @SterileTPodcast (twitter.com/SterileTPodcast). This podcast is a Dybas Media production. Sound effects adapted from GarageBand and sindhu.tms at https://freesound.org/people/sindhu.tms/sounds/169065/ and licensed courtesy of https://creativecommons.org/licenses/by-nc/3.0/.

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

In this episode of the Sales Secrets podcast, Profit Builders CEO and sales coach Keith Rosen talks to Brandon about shifting from being a salesperson to a consultative sales coach. Keith introduces the idea of a coaching culture, where sellers are coaching customers to succeed and not merely trying to achieve a sales quota or making a quick buck.SUBSCRIBE TO SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/s...​SPOTIFY ► https://open.spotify.com/show/1BKYsQo...​YOUTUBE ► https://www.youtube.com/channel/UCVUh...​THIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.ai/LINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur, and founder of Seamless.AI. Twice a week, Brandon interviews the world's top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino, and many more -- to uncover actionable strategies, playbooks, tips, and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5), and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.AI delivering the world's best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/INSTAGRAM ► https://www.instagram.com/brandonbornancinofficial/FACEBOOK ► https://www.facebook.com/SeamlessAITWITTER ► https://twitter.com/BBornancin

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

Keith Rosen literally has written the book on sales leadership and sales coaching. He is one of the rare repeat guests on the show and joins us this week to talk about how sales leadership and coaching has changed and what leaders need to do in order to create impact your reps will thank you for. Keith has a passion and level of insight that is unmatched. This is a high-energy episode packed with insights you won't want to miss.

Keith is the CEO of Profit Builders, named one of the Best Sales Leadership Coaching organizations worldwide. Since 1989, Keithdelivered his programs to over 3 million sales leaders in practically every industry; on six continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. He's been featured in Entrepreneur, Inc., Fortune, The New York Times and The Wall Street Journal. Keith has written several best-sellers including, Own Your Day,Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and the #1 best-selling sales management coaching book on Amazon for the last 7 consecutive years. His latest book, Sales Leadership, was named the 2018 Sales Book of the Year.  

Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast. I'm Olivia Fuller. Sales enablement is a constantly evolving space and we are here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today I’m so excited to have Keith Rosen join us. Keith is the CEO of Profit Builders named one of the best sales leadership coaching organizations worldwide. Since 1989, Keith delivered his programs to over 3 million sales leaders and practically every industry on six continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. He’s been featured in Entrepreneur, Inc., Fortune, The New York Times, and The Wall Street Journal. Keith has written several bestsellers, including “Own Your Day,” “Coaching Salespeople into Sales Champions” and is the winner of five international best book awards and the number one bestselling sales management coaching book on Amazon for the last seven consecutive years. His latest book, “Sales Leadership”, was named the 2018 sales book of the year. Keith, could you please introduce yourself to our audience? Keith Rosen: Absolutely. Hello everyone, out there globally. My name is Keith Rosen and basically, I spent the last 30 years and had the privilege and the pleasure of working with hundreds of thousands of sales leaders and salespeople on six continents and in 75 countries helping sales leaders and salespeople transformed from manager or salesperson to exemplary coach. And it’s been an honor to be able to work with these companies. And these are the companies when they’re looking around and trying to figure out how to build a coaching culture, that’s me, I’m the person they call. OF: That’s fantastic. We’re so excited to have you on today. And as we were talking about, actually just before we started this interview, I personally am a massive fan of yours and have read all of your books and definitely have gleaned so many great insights from them. I’m so very excited to have you on today to dive deeper into those. But one of the key themes that you bring up in your books is that just because someone is a manager that doesn’t necessarily mean that they know how to coach. So why does coaching require a unique skill set and why is that coaching component so critical to being a successful sales leader? KR: I’m going to start off with that last part and backtrack. And I will say this as directly as I possibly can. If companies are not investing the time, the money, the energy, and have the stakeholders involved to make sure that a coaching foundation coordinate sustained, no company can continue to grow to the level they want set a different way. Coaching is the only way for managers to accelerate the sales growth, engagement, and trust amongst their team. Period. And I’ll give you a quick analogy, Olivia, on this one. I’ve heard it so many times when I’m speaking to senior leaders and they’re talking to me about wanting to either train their managers on how to be better coaches, because it’s not natural. And we’ll talk about that in a minute. They say to me, “Keith, we want our people to coach at least 50% of the time.” Once I hear that I know they have no clue what coaching is because coaching is not something you do to someone. It is not an event. It’s not like, Olivia, you’re my direct report. You’re coming to me with a problem. One second, let me get my coaching hat. I’m going to put it on right now. And now I’m going to coach you. I’m going to do this. In the most simplistic form, coaching is the language of leadership. Just like sales is a language, leadership is a language. When managers tell me, “Oh, we want to coach more, coach less, or coach more directly,” or, it’s every conversation is a coaching conversation. So, when we’re talking about developing skill, skill is one thing, mindset is another. And that really speaks to the other component of why managers struggle so much, especially today in a world of constant change and uncertainty, how are they building a team of sales champions? How are they building a remote team of sales champions? And again, going back to my point before every conversation being a coaching conversation, my job is to make manager’s jobs easier. You know, I don’t sit here and throw all this theory at them. If they learn the language of coaching and have a framework that they can follow, and this is the mind shift that every leader needs to make is leading with questions in every conversation, rather than leading with answers. And it’s an occupational hazard for managers because every organization I’ve ever worked with is result driven. Every organization has revenue goals and sales goals. So, unfortunately this becomes an occupational hazard for managers, senior leadership and frontline salespeople, because now everyone has a target on their back. So, if everyone has a target on their back, what are they focusing on? What’s the next deal, the next results? Everyone’s focused on the future. And especially now, fear lives in the future. Uncertainty lives in the future. Anxiety lives in the future. We need to bring ourselves back in the moment, because the last time I checked this is where life happens. This is where we engage with people. Every conversation you have is in the moment. And the definition of coaching is the art of creating new possibilities and you’re doing that in every conversation. In every conversation you’re either building people and you’re building their competence and you’re building their critical thinking as well as their critical questioning skills, because salespeople will need to coach their customers today, or you’re eroding them. OF: I love that answer. That was fantastic. And you touched on so many important aspects of why coaching is really critical to leadership and why they’re kind of interchangeable in so many ways. So, let’s dig into that a little bit further. What are some of the core characteristics of successful coaches? Maybe just beyond having the mindset, but what actually kind of leads someone to being a great coach? KR: Yeah. I could probably go through 80 characteristics and it’s interesting because when most people ask what makes a great coach or what makes a great salesperson, or even when they say what’s your profile of your ideal client, those lists are always about measurables. You know, about results. We work with clients that are from X million to X million dollars in revenue every year. That’s all great. But who do you want to work with? Are they the type of person that your company and you are aligned with in values and integrity and the way you like to work in collaborate? I learned a long time ago if you want to build a business you hate, just work with people you can’t stand. Okay, that’s it. And so, taking all that to your question today, it’s not just about what they need to do and learn the skill of coaching and a framework of coaching it’s about who they need to be. It’s about how you’re going to show up every day. You know, how do you show up every day? Every day we’re going to be challenged. Every person today on this planet is challenged. They wake up in the morning, what’s today going to bring? No other point in anyone’s life today has there been more fear and uncertainty, and this is the time when, more than ever, where companies are trying to streamline more and they’re trying to leverage technology more and do more things faster. I hate to disappoint all the companies and managers out there; you’re doing the wrong thing. Doing more of the wrong thing faster in a world where sales has changed and your buyer’s buying habits have changed, is not going to fit. Leaders, salespeople need to stop, take a step back and reconnect with their buyers in a way where, how would they like to buy so they can now align how they need to sell that. That’s what needs to change today and going back to the characteristics. So, what does that mean? Empathy. To me, the most important say skill or attribute today in sales is care. It’s about humanizing the experience that you have, whether you’re a manager or whether you’re a salesperson, we need to humanize the sales process. We need to humanize how we engage with people. After all you’re in my home right now. It doesn’t get more intimate than this. And if leaders are not taking the time to care deep enough, to build that trust with their people that, that, that transcends to customers as well. Again, top characteristics. My personal word of the year is a resilience. I think that to me, encapsulates everything that each person, if they can truly embrace and build their level of resilience that will allow each of us to adopt and align around changes rather than fighting. There's no going back, everyone keeps saying, “Oh, I want to get back, when it gets back to normal.” There’s no going back. This is only going forward. And that’s the part where bringing back to the characteristics, innovation, collaboration, care. I did a great Q&A VIP session with Salesforce a month ago. Again, talking about what are the characteristics leaders and salespeople need to leverage more than ever: creativity. So, what they did is they said, we want you to be a guest at our event with a small intimate group of our top customers, and we’re going to do a whiskey tasting So they sent out, you know, three small bottles of whiskey and who am I to say no. And then they brought these whiskey connoisseurs to the call and they spoke for a little while. And then afterwards I spoke a little. The point is, who’s doing that? Who else is doing that? Managing salespeople, keep cold calling. Your customers are just as desperate for human connection as you are. Humanize the sales process. That’s the most important thing. Finally, in this world of such uncertainty, the one thing that every single person has on this planet is the power of choice. And it’s the most underused power that we as human beings have. And we only have three things in life that we have absolute control. It’s our attitude. It’s our actions or reactions. It’s how we respond to things in the world. You know, I learned a long time ago, it’s not the events that surround you, but it’s how you respond to them that create the quality of your life. So, actions, reactions, attitude, and mindset, everything else is an illusion. Focus on the things we can control rather than the things we can. OF: Definitely. And speaking of things that you can control, and you touched on this a little bit as well, especially in the context of just where the world is at today, fear is absolutely something that is really driving a lot of negative behaviors that we’re seeing both in sales, as well as leadership. So, in your book “Sales Leadership”, you actually outlined 15 different toxic tactics that can make coaching ineffective. But I’m actually curious in the context of today, what are some of those toxic tactics or common mistakes that you’re seeing, and have they changed at all, or maybe shifted? What are some of the common mistakes that you really are seeing coaches make today? KR: I would say number one, I would say it’s getting worse hands down. Every tactic that I listed there is getting worse. I have so much evidence and of course, you and I have such a limited time I want to make sure we maximize the media value. But just as a point of reference, I was talking to a senior VP, global organization, two levels away from the CEO multi-billion-dollar company. It’s client of mine for years, and during a coaching session he said, “keep listening.” Like every leader here, it’s amazing CEO confidence is an all-time low. Gee, I wonder why? But that’s a whole other conversation. But he said to me with that sense of fear and concern in his voice, he said, “Keith, with all the uncertainty going on with all the furloughs, with all the layoffs, with our revenue down, maybe this is a time we stop coaching. And maybe this is a time we just be more directive and tell people what to do.” If I had a universal two-by-four, it would have reached them across the head and in a very loving and affectionate way, but that’s sad. This is when every single person’s character is tested. This is when your integrity, this is when your priorities, this is when the essence of who you are is put to the test. We don’t get tested on our good days. We get tested on our bad days. That’s one of the true essences of our character emerges. It’s really easy to go out and sell and manage when things are going great. Okay. Just like I said before, CEO confidence. CEO confidence can go great when everything’s going well. But what about now? Unfortunately, it's just bleeding back to the point I made earlier, companies are scrambling around trying to figure out what they can control when I just share with you the three things I can, and that's it. And I really love how you’ve been this whole conversation together, because now we’re moving into one of the things I mentioned before, the greatest toxic thing that people are doing right now, I could break it down to one thing is not being present in the moment. I will challenge any person who’s listening to this or watching this, and I’ll give you my mobile number. You can call me or email me to challenge me. 99% of every person’s waking hour they’re living either in the past or they’re living in the future. Cerebral conversation talks to the inner game. The greatest leaders and salespeople I know are masters at living in the present, being engaged in the moment. Because selling and coaching’s defined same way by me, the art of creating new possibilities in every conversation. If you’re living in the future and focused on your result, creation happens in the moment. New possibilities are created in the moment. Active listening happens in the moment. And if you’re worried about your result, “Am I going to get the sale? Am I going to hit my quota? Am I going to get fired or overload?” You’re no longer in the moment you cannot coach or be a sales professional. At that point, you’re focused on fear. Fear is driving you. And as I said before, because every single person, any organization has a target on their back because they have to achieve results. Results live in the future. So, this becomes a global conundrum and occupational hazard where managers or leaders are always focused on the next deal. The next, you know, the next pipeline review, the next business review the next meeting. But how much time are they really stopping to focus on now? And if you’re not focused on now, you’re not in the process and you don’t coach the result. You coach the process. OF: I love that advice. So, we’ve talked about some of the skills and characteristics that make an effective coach, but I’d love to dig in now to how people can really put that into action. And one way is through the leads coaching model that you’ve developed and talked about in some of your books to really help guide an effective coaching conversation. So, I’d love for you to just take a moment to kind of walk us through some of the core elements of that model and why that approach is so impactful. KR: Absolutely. Again, as I would love to go through the whole framework. This framework has been adopted I think at this point by 10,000. I think the last time my marketing director checked, 10,000 of the top global organizations today. So, I’m going to share with everyone right now what I call a 60 second coaching strategy. So, no manager can tell me they don’t have time to coach. No salesperson can tell me they don’t have time to coach. So here it is, Olivia. Let’s say it set the stage here. So, you’re one of my direct reports and you’re coming to me and saying, “Hey Keith, I’m working on this deal. I need your help. I really need to know what to do here” Now gee, why do you think you would come to me like that? Asking for an answer, I wonder who conditioned you. That you go to your manager every time you want an answer. I don’t suppose there are no cheap problem-solvers watching this or listening to this because last time I checked, most managers lead with answers. A direct or sale or peer or someone in another department follow up comes to them and says, “I need your help. Here’s my challenge.” First reaction, manager rewinds, searches through their database and in a nanosecond, they respond with, “here’s what I’ll do or here’s what you need to do.” I’ve never met a manager who didn’t want a team of independent, accountable salespeople. Here’s a paradox. Managers create the very problems they want to avoid. Every time you give an answer, you’re creating dependency. You’re not building their problem-solving skills. You want to team up confident people, you’re robbing them of their confidence because when they leave a conversation with you after you told them what to do, they’re thinking, “wow, my boss is doing my job for me,” but a lot of them thinking, “I guess my boss doesn’t trust me. I guess they don’t think I could do my job.” What do you think that’s going to do for engagement, especially in a world we are all remote right now? So, let’s stop that bad behavior and replace it with just one question. And here it is, someone comes to you, you’re a manager. I come to you, I’m your direct report with a problem. Suspend your innate response to give an answer because you think it’s quicker. No, it’s not. You give answers every time. Here’s the real irony. When you tell someone what to do and it doesn’t work, that salesperson gets to come back to you and say, “Hey boss, my hands are clean on this. You told me what to do. Not my idea, your idea.” Successfully robbing people, the very accountability, we want to instill. How’s that for insanity? So here we go. I promise you the 60 seconds set a coaching strategy, which will probably take me less. Here it is. Someone comes to you looking for help, here’s how you respond. “Hey, Olivia, thanks for coming to me. I’m happy to share my opinion with you. However, you’re a lot closer to the situation than I am, and I trust you and I trust your judgment. So, what’s your opinion on how to move forward and handle this so that you can achieve the results you want.” OF: I think that was 60 seconds. KR: Every manager can do that in every conversation, every conversation. Wow. Thanks for coming to me. I’m happy to share my opinion. However, you’re a lot closer to it than I am, which is true. And I respect you and I respect your judgment, building confidence. So, what’s your opinion on how to resolve this? Everyone listened to me. Coaching is a language, we talked about that, selling is a language. Why do you think I’m using the word opinion rather than what’s the solution? What’s the answer? Tell me what you’re going to do. Because solutions and answers can be right and wrong. Opinions are not right or wrong. They just are, and everyone has them. So, when you ask someone for their opinion, they can’t look back at you and say, “I don’t know.” You don’t know your own opinion. So, managers ask that question. You always can get an answer. And by the way, if you ever get to the other, “But the boss, I really don’t know.” Then you could add this other one of my other favorite questions. Well, if you did know what would it be? OF: I love that, that’s a fantastic way to approach those conversations without giving away the answers and helping to really build that confidence. Like you said, you’ve talked a lot about how coaching happens all the time, and it isn’t something that is necessarily just a scheduled part of your day but is more just organic and happens in the moment. So, given the kind of virtual environment that many sales teams are now, what are some challenges that sales leaders might encounter or that salespeople might encounter in trying to get effective coaching and for leaders to actually conduct effective coaching conversations that aren’t just a pipeline review? KR: Yeah. So, I mean, I’ll say very directly if managers are not coaching effectively, salespeople aren’t selling effectively. It’s that simple. Money and deals are being left on the table. Don’t tell me it’s tough out there. Don’t tell me the market is tough because I know a lot of my clients that are absolutely crushing. And I’m not just talking about the industries that better have a nice rebound because of the pandemic. I’m talking about every industry here, all right. Leaders of the nucleus, leaders you are the heartbeat of the company. How can the company grow if you’re not growing, your people can’t grow. If you’re not growing, they’re going to remain stagnant. So, when it comes to not only coaching, you know, now expound that to the fact that now, oh my gosh, I’m talking to a screen. Now how about this one? Olivia, I’m sure you haven’t heard this one. I’ve been hearing this a lot. So, Keith I got a promotion in February and I met my team once and then they went virtual and I’ve never seen them again. I've been hearing that a lot. These are caring managers. Most managers I know are caring people that want to help people succeed, and they’re struggling with the same issues because they’re not getting coaching from their managers. That’s not how you build a coaching culture. Everyone gets coached. So, with remote coaching, they struggle on a good day with regular coach. Remote coaching is a whole other level. So not only that, as I mentioned before, those managers who really hadn’t had an opportunity to build relationships with a new team, now they’re building relationships on a one-dimensional screen. Just like your salespeople are selling, trying to build relationships on a one-dimensional screen. So, the one thing that managers must have, and Olivia, I have some great resources I want to make sure that everyone gets their hands on. Number one, I want to make sure everyone gets a free copy of my new book, “The 60 Second Sales Coach”. I also have another document that I want to make sure everyone gets, which is exactly what you’re looking for. What’s the conversation as a manager that I need to have with my team that is now remote, that will allow me to reconnect with them, keep them motivated, keep them inspired, hold them accountable and make them still feel part of a team where so many people are feeling isolated and alone, which is leading to depression. Managers didn’t sign up for this, but the greatest leaders I know support people unconditionally. They are selfless. Those are two other characteristics. Okay. So, the conversation, I’m just going to give everyone here a few questions that you can ask. And by the way, managers, this is not just for you to ask your direct reports salespeople. This is the same conversation you could be having with your prospects and customers. As I said before, this is about humanizing the sales process. So, let me share a couple of questions. As a manager, talking to some of my employees having a one-on-one with each one and just asking, just being human and saying, “Hey, listen, I’m struggling. I know everyone’s struggling through this and I’d love to have a conversation to see how you're adapting to our new environment and how we’re doing business. And I’d love to share how I’m doing, and maybe we can learn from each other. Are you open to having this conversation?” What I just did right there is setting intention. Managers, especially today, if your intentions are not clear, people default to fear. You call up one of your salespeople and say, “Hey, got a minute. We need to call.” They’re going to run the other way. Why? Because they think what did I do wrong, am I getting fired? Am I in trouble? Might be put on an infamous pit. Your companies know what that pit is. Right? So, when people don’t know intentions, they default to fear. So, what I just did is set clear intention around the conversation. It’s called the audit enrollment, which Il talk about my book, so that people know what’s in it for them. Now that I’ve done that, I could ask some questions such as, Hey, you know what? Now that you’re working and you know, there’s no more line between personal life and work, how have you adopted what are some of the changes you’ve made that are working well for you? What are you doing every day to shut down? What are you doing every day to shut off? Because now our home is now our office. So, what are you doing way to just turn off and focus on your family and the people and the things that you love to do? How good are you being at taking care of yourself? Are you practicing self-care? How effective is your routine? Do you have a daily routine from the time you wake up until the time you end your day, that details the specific and measurable actions that not only move you forward to your business goals, but keep your life in balance and harmony? I can tell you’re right now on a good day, most people don’t have that. This is an opportunity to reinvent your lifestyle. Beyond that and again, this speaks to not only speaking to our employees, but also to our customers is, what are you struggling with? If I’m a manager talking to one of my direct reports, I’d want to know, “Hey, every conversation I’m here to support you. But I don’t know how much interaction you want with me, what type of cadence you want to develop so that you feel connected and part of a team?” Other questions, how are you honoring your priorities and your core values at home? How are you setting boundaries at home, so family knows you’re working, or significant others know you’re working? And finally, and this is that other part. You’re in my home right now. Okay. This is my home. This is my happy place in my man-cave in my office. But you’re in my home right now. Managers, when you’re speaking to your employees, salespeople, when you’re speaking to your customers and prospects, unless they have a green screen or something, you’re in their home. And as a manager, having a one-on-one or a team meeting, and you see one of you directs, clearly, they haven’t slept in days. They look stressed out. Maybe they’re wearing the same stain shirt they’ve been wearing for the last five meetings. Maybe as you’re having the meeting their head is down. Maybe during the meeting, children, dogs, cats, family, running around everywhere. Some people even told me their offices is their closet. Then what about the people that are sitting there and rather than having an organized workplace, all you just see is just clutter. As a human being, are you going to tell me as a manager say, “Okay everyone, I know it’s tough out there, but listen, I’m here to support you. You’re doing great. Just, just be like Teflon and get out there and keep selling. Okay. You’re doing a great job. Good job, everyone. You look great. I’ll see you next call.” Managers have no idea how to have these conversations and the reason a lot of times they don’t is because first of all, they’re thinking, do I need to have HR? Is this a compliant conversation that I gave him to have on such a personal level? Yes, you do. HR rules, guidelines need to change because everything’s changing now, and we need to adopt. Managers need to be comfortable having these personal conversations with their people. Again, I wrote an article, I’ll leave this last point here. I wrote an article a few months ago about the new top corporate value is low. And love doesn't mean, you know, interpersonal relationships. Love means care. Love means concern. Love means empathy. Love means being human. Love and just being authentic, it means caring enough to want to connect with another human being and who doesn't want that? OF: Absolutely. I’m so glad that you brought up that intentionality is really core there. And you also mentioned so many great characteristics, like authenticity, empathy, love, care, vulnerability, all of those are always important. But I think even more so right now, and you did touch on this a little bit, but you know, as kind of the lines between work and home for so many are being blurred right now, time management is something that’s becoming really difficult. And especially for sales leaders who already didn’t have a lot of time, they’re already stretched pretty thin. What often can happen in those situations is coaching kind of gets deprioritized, or maybe pushed to the back burner for folks that just have so many other things on their plate that they feel really take precedent. But as we talked about coaching is one of those core things that can really make or break sales success. So especially in this time where it’s so difficult to manage time effectively, how can sales leaders really kind of take their schedules into their own hands and get back on track to be able to make time for coaching? KR: You know, the first part in terms of salespeople and managers coaching, it’s interesting. Back in the day when I was traveling a lot. God, I miss those days. I was in Ireland and I remember it was the second day of my leadership coach training and we were going around the room. And one of the managers that keep us, and I’m so committed to coaching. Okay. I see the value. I know it’s the most important thing as a manager that I need to do every day, but I’m struggling with trying to fit coaching around all of my other responsibilities. Before I could respond, another manager jumped in and said, wait a second, you need to look at this in a different way. You can’t ask how are you going to fit coaching around all of your other responsibilities? You need to ask how you going to fit all of your other responsibilities around coaching. And that’s the fundamental mind shift that every leader needs to make today. Now keep in mind there’s every conversation being a coaching conversation, and there’s also scheduling the one-on-ones with each person on your team at least once a week. For those managers that are thinking, “But Keith, you’re doing the math. I have 20 direct reports. You want me to schedule a one-on-one with each of them once a week?” Tell me what’s more important. Tell me what’s more important than spending time with your people. Because the last time I checked it, when managers wake up in fear, they wake up and they say to themselves, they asked himself the wrong question, they ask themselves, “What do I need to do to hit my business objectives today?” That depersonalizes what leadership is all about. The best leaders I know, wake up and ask themselves, “What do I need to do today to make my people more valuable than they were yesterday.” This is the fundamental mind shift. And that belief is going to precede experience. How you think is what you get. Okay. And what you believe is what manifests in your life. Okay. So, your beliefs proceed your actions. So, everything that we’re just talking about here, you can’t be a great coach or a great salesperson if you haven’t embraced, not just the skillset, but if you notice how much we’re really talking about mindset today. And that’s always going to be more important. Who you are is always more important than what you do? I mentioned earlier about having a specific routine and a lot of people have told me if I can’t do that or Keith my business it really doesn’t allow me to have a routine like that, or, you know, I tried it and it didn’t work out. Let’s be clear. Anyone that’s tried a routine and it didn’t work out means one of two things. You didn’t build it the right way or you’re an adrenaline junkie. Okay. Because a routine is consistent action, consistent thinking, consistent results. Adrenaline is a rollercoaster. I don’t suppose, Olivia, you’ve ever ran into any managers that feel like they work really good under pressure, or they have a lot of incomplete tasks on their plate, or they thrive on solving problems. I’m sure none of those managers are listening or watching this, right? OF: Absolutely. KR: Adrenaline, you can’t have a routine if you’re an adrenaline junkie, you need to tap into another energy source called momentum. Consistent actions. So, when you wake up in the morning, I bet every single person has a routine, but it’s not conscious. We need to bring it to our conscious level. I’ve worked on the same routine for probably the last five years. Because I’m doing everything consistently. What am I doing? I’m taking care of myself. I’m practicing extreme self-care, I’m doing my yoga, I’m working out at the gym, I’m doing kickboxing, I’m playing golf, I'm mountain biking. Self-care okay. Taking care of me. Those are the things that you need to build into your routine. You know what else I built into my routine? Making sure I go out and see my parents. And I am so blessed they're only 15 minutes away. Making sure I call my mom every day and it’s so hard. Everyone knows that those are the things I forgot to do, and I’ll do it tomorrow. You won’t forget if it’s in your routine and I will leave two points. If you don’t have the appointment, you don’t have the commitment. So, if coaching is not scheduled, if prospecting is not scheduled, if self-care is not scheduled. If having putting time aside to spend with your loved ones is not scheduled. All that self-care is going to be overshadowed by your business and your career responsibilities. And I can tell you with great certainty this is the part where people struggle with most. I want everyone to hear what I’m saying. This is not a bad opportunity. This is a great opportunity for you to stop, look in the mirror and say, am I living my ideal life? And if I’m not, how do I want it to be? Most people can’t even answer that question. So, the reason why people fail at setting a routine, you know, all roads go back to time management, but you don’t build a routine. First, you have to start here, and really quickly personal navigation system is your North star and your guiding light. It’s your internal compass that pulls you towards your ideal life. When I asked people send me right now what your personal vision is, most people don’t even have one, let alone know what it is. when I ask people to send me what their goals are, either their goals are what I call should be goals, which is something they were told to do. Or it’s a lifestyle. You know, for example, a goal is I want to improve the relationships I have with my people, my family, my team, my coworkers. That’s not a goal because the goal has a finite end point. So, what are you going to do? You’re going to improve the relationships and then go back to making them toxic again? No, that’s a routine. Do you want to stay in shape? Well, do you lose weight and exercise for a month and then go back to eating poorly and not exercising. That’s lifetime, that’s lifestyle. A lot of people confuse tasks or goals with lifestyle. Most of the goals that people have are not goals. They’re part of the things they want to bring into their life always. So that’s the good news. And when you can identify your ideal life and you can pull out your core values, and what is most important to you, only then can you design your day around what the life you want to live. Otherwise, you’re always going to feel off. OF: So, I just have one final question for you. And this has been an awesome conversation and you’ve shared so much with our audience. So just to kind of wrap everything together, what are some of the key things that you’re seeing successful sales leaders do right now to really stand out and what is it that’s setting them apart? KR: What I’m seeing they’re doing, number one, they’re like I said before, they’re putting the people first. Number two, they’re realizing it isn't about you. It's never about the managers. It’s never about the coach. It’s about your people. I’m always behind the scenes. I’m on the front. I’m behind to make my people look great. My clients look great. Okay. You need to have a framework that you use in every conversation. Give yourself a roadmap of how to have a conversation. That’s the most important skill of leadership, because at the end of the day what makes a great leader? How they show up, their presence, their commitment to their people, and what’s the skill, how they communicate. OF: Fantastic. Well, Keith, thank you so much for sharing all of these fantastic insights with us and for taking the time. And we absolutely are so excited to share your resources that you mentioned with our audience. KR: Yeah. So just to make sure they know where to grab my stuff, I have some really new I decided over the last several months of every book, every resource I decided to put out for free because that’s what people need today. So, everyone can go to my website, KeithRosen.com and forget about how many podcasts on there, download my new book. “The 60 Second Sales Coach”. That’s not just for leaders. That’s for salespeople to have ever been in a situation where you wish you had the right question. How about I give you 600 of them in this book, grab it. And finally, what kind of coach would I that’d be if I didn’t honor the attributes and characteristics that I shared with you that make an exemplary leader. So, I want to give everyone out there my mobile number, and I want to give everyone out there my personal email address. My personal email address is KeithR@keithrosen.com. If you have a question, if you need me, you are not alone. Like it or not I’m your coach. You’re not bothering me. If you need someone to lean on, contact me. Lean on me. My mobile number (516) 233-9239. I know you’re probably thinking Keith are you crazy for giving your personal phone number out. As I said before, what kind of coach would I be if I didn't model unconditional leadership and that’s what I want for you. So, Olivia, thank you so much for the opportunity to work with you. Thank you for the opportunity to contribute to your global audience. I truly hope we make an impact in people’s lives that they really need today. OF: Thank you, Keith. And to our audience, thanks for listening. For more insights, tips and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about. Please let us know. We’d love to hear from you.

Olivia Fuller: Hi, and welcome to Book Club, a Sales Enablement PRO podcast. I’m Olivia Fuller. Sales enablement is a constantly evolving space and we are here to help professionals stay up to date on the latest trends and best practices so they can be more effective in their jobs. Today I’m so excited to have Keith Rosen join us. Keith is the CEO of Profit Builders named one of the best sales leadership coaching organizations worldwide. Since 1989, Keith delivered his programs to over 3 million sales leaders and practically every industry on six continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. He’s been featured in Entrepreneur, Inc., Fortune, The New York Times, and The Wall Street Journal. Keith has written several bestsellers, including “Own Your Day,” “Coaching Salespeople into Sales Champions” and is the winner of five international best book awards and the number one bestselling sales management coaching book on Amazon for the last seven consecutive years. His latest book, “Sales Leadership”, was named the 2018 sales book of the year. Keith, could you please introduce yourself to our audience? Keith Rosen: Absolutely. Hello everyone, out there globally. My name is Keith Rosen and basically, I spent the last 30 years and had the privilege and the pleasure of working with hundreds of thousands of sales leaders and salespeople on six continents and in 75 countries helping sales leaders and salespeople transformed from manager or salesperson to exemplary coach. And it’s been an honor to be able to work with these companies. And these are the companies when they’re looking around and trying to figure out how to build a coaching culture, that’s me, I’m the person they call. OF: That’s fantastic. We’re so excited to have you on today. And as we were talking about, actually just before we started this interview, I personally am a massive fan of yours and have read all of your books and definitely have gleaned so many great insights from them. I’m so very excited to have you on today to dive deeper into those. But one of the key themes that you bring up in your books is that just because someone is a manager that doesn’t necessarily mean that they know how to coach. So why does coaching require a unique skill set and why is that coaching component so critical to being a successful sales leader? KR: I’m going to start off with that last part and backtrack. And I will say this as directly as I possibly can. If companies are not investing the time, the money, the energy, and have the stakeholders involved to make sure that a coaching foundation coordinate sustained, no company can continue to grow to the level they want set a different way. Coaching is the only way for managers to accelerate the sales growth, engagement, and trust amongst their team. Period. And I’ll give you a quick analogy, Olivia, on this one. I’ve heard it so many times when I’m speaking to senior leaders and they’re talking to me about wanting to either train their managers on how to be better coaches, because it’s not natural. And we’ll talk about that in a minute. They say to me, “Keith, we want our people to coach at least 50% of the time.” Once I hear that I know they have no clue what coaching is because coaching is not something you do to someone. It is not an event. It’s not like, Olivia, you’re my direct report. You’re coming to me with a problem. One second, let me get my coaching hat. I’m going to put it on right now. And now I’m going to coach you. I’m going to do this. In the most simplistic form, coaching is the language of leadership. Just like sales is a language, leadership is a language. When managers tell me, “Oh, we want to coach more, coach less, or coach more directly,” or, it’s every conversation is a coaching conversation. So, when we’re talking about developing skill, skill is one thing, mindset is another. And that really speaks to the other component of why managers struggle so much, especially today in a world of constant change and uncertainty, how are they building a team of sales champions? How are they building a remote team of sales champions? And again, going back to my point before every conversation being a coaching conversation, my job is to make manager’s jobs easier. You know, I don’t sit here and throw all this theory at them. If they learn the language of coaching and have a framework that they can follow, and this is the mind shift that every leader needs to make is leading with questions in every conversation, rather than leading with answers. And it’s an occupational hazard for managers because every organization I’ve ever worked with is result driven. Every organization has revenue goals and sales goals. So, unfortunately this becomes an occupational hazard for managers, senior leadership and frontline salespeople, because now everyone has a target on their back. So, if everyone has a target on their back, what are they focusing on? What’s the next deal, the next results? Everyone’s focused on the future. And especially now, fear lives in the future. Uncertainty lives in the future. Anxiety lives in the future. We need to bring ourselves back in the moment, because the last time I checked this is where life happens. This is where we engage with people. Every conversation you have is in the moment. And the definition of coaching is the art of creating new possibilities and you’re doing that in every conversation. In every conversation you’re either building people and you’re building their competence and you’re building their critical thinking as well as their critical questioning skills, because salespeople will need to coach their customers today, or you’re eroding them. OF: I love that answer. That was fantastic. And you touched on so many important aspects of why coaching is really critical to leadership and why they’re kind of interchangeable in so many ways. So, let’s dig into that a little bit further. What are some of the core characteristics of successful coaches? Maybe just beyond having the mindset, but what actually kind of leads someone to being a great coach? KR: Yeah. I could probably go through 80 characteristics and it’s interesting because when most people ask what makes a great coach or what makes a great salesperson, or even when they say what’s your profile of your ideal client, those lists are always about measurables. You know, about results. We work with clients that are from X million to X million dollars in revenue every year. That’s all great. But who do you want to work with? Are they the type of person that your company and you are aligned with in values and integrity and the way you like to work in collaborate? I learned a long time ago if you want to build a business you hate, just work with people you can’t stand. Okay, that’s it. And so, taking all that to your question today, it’s not just about what they need to do and learn the skill of coaching and a framework of coaching it’s about who they need to be. It’s about how you’re going to show up every day. You know, how do you show up every day? Every day we’re going to be challenged. Every person today on this planet is challenged. They wake up in the morning, what’s today going to bring? No other point in anyone’s life today has there been more fear and uncertainty, and this is the time when, more than ever, where companies are trying to streamline more and they’re trying to leverage technology more and do more things faster. I hate to disappoint all the companies and managers out there; you’re doing the wrong thing. Doing more of the wrong thing faster in a world where sales has changed and your buyer’s buying habits have changed, is not going to fit. Leaders, salespeople need to stop, take a step back and reconnect with their buyers in a way where, how would they like to buy so they can now align how they need to sell that. That’s what needs to change today and going back to the characteristics. So, what does that mean? Empathy. To me, the most important say skill or attribute today in sales is care. It’s about humanizing the experience that you have, whether you’re a manager or whether you’re a salesperson, we need to humanize the sales process. We need to humanize how we engage with people. After all you’re in my home right now. It doesn’t get more intimate than this. And if leaders are not taking the time to care deep enough, to build that trust with their people that, that, that transcends to customers as well. Again, top characteristics. My personal word of the year is a resilience. I think that to me, encapsulates everything that each person, if they can truly embrace and build their level of resilience that will allow each of us to adopt and align around changes rather than fighting. There’s no going back, everyone keeps saying, “Oh, I want to get back, when it gets back to normal.” There’s no going back. This is only going forward. And that’s the part where bringing back to the characteristics, innovation, collaboration, care. I did a great Q&A VIP session with Salesforce a month ago. Again, talking about what are the characteristics leaders and salespeople need to leverage more than ever: creativity. So, what they did is they said, we want you to be a guest at our event with a small intimate group of our top customers, and we’re going to do a whiskey tasting So they sent out, you know, three small bottles of whiskey and who am I to say no. And then they brought these whiskey connoisseurs to the call and they spoke for a little while. And then afterwards I spoke a little. The point is, who’s doing that? Who else is doing that? Managing salespeople, keep cold calling. Your customers are just as desperate for human connection as you are. Humanize the sales process. That’s the most important thing. Finally, in this world of such uncertainty, the one thing that every single person has on this planet is the power of choice. And it’s the most underused power that we as human beings have. And we only have three things in life that we have absolute control. It’s our attitude. It’s our actions or reactions. It’s how we respond to things in the world. You know, I learned a long time ago, it’s not the events that surround you, but it’s how you respond to them that create the quality of your life. So, actions, reactions, attitude, and mindset, everything else is an illusion. Focus on the things we can control rather than the things we can. OF: Definitely. And speaking of things that you can control, and you touched on this a little bit as well, especially in the context of just where the world is at today, fear is absolutely something that is really driving a lot of negative behaviors that we’re seeing both in sales, as well as leadership. So, in your book “Sales Leadership”, you actually outlined 15 different toxic tactics that can make coaching ineffective. But I’m actually curious in the context of today, what are some of those toxic tactics or common mistakes that you’re seeing, and have they changed at all, or maybe shifted? What are some of the common mistakes that you really are seeing coaches make today? KR: I would say number one, I would say it’s getting worse hands down. Every tactic that I listed there is getting worse. I have so much evidence and of course, you and I have such a limited time I want to make sure we maximize the media value. But just as a point of reference, I was talking to a senior VP, global organization, two levels away from the CEO multi-billion-dollar company. It’s client of mine for years, and during a coaching session he said, “keep listening.” Like every leader here, it’s amazing CEO confidence is an all-time low. Gee, I wonder why? But that’s a whole other conversation. But he said to me with that sense of fear and concern in his voice, he said, “Keith, with all the uncertainty going on with all the furloughs, with all the layoffs, with our revenue down, maybe this is a time we stop coaching. And maybe this is a time we just be more directive and tell people what to do.” If I had a universal two-by-four, it would have reached them across the head and in a very loving and affectionate way, but that’s sad. This is when every single person’s character is tested. This is when your integrity, this is when your priorities, this is when the essence of who you are is put to the test. We don’t get tested on our good days. We get tested on our bad days. That’s one of the true essences of our character emerges. It’s really easy to go out and sell and manage when things are going great. Okay. Just like I said before, CEO confidence. CEO confidence can go great when everything’s going well. But what about now? Unfortunately, it’s just bleeding back to the point I made earlier, companies are scrambling around trying to figure out what they can control when I just share with you the three things I can, and that’s it. And I really love how you’ve been this whole conversation together, because now we’re moving into one of the things I mentioned before, the greatest toxic thing that people are doing right now, I could break it down to one thing is not being present in the moment. I will challenge any person who’s listening to this or watching this, and I’ll give you my mobile number. You can call me or email me to challenge me. 99% of every person’s waking hour they’re living either in the past or they’re living in the future. Cerebral conversation talks to the inner game. The greatest leaders and salespeople I know are masters at living in the present, being engaged in the moment. Because selling and coaching’s defined same way by me, the art of creating new possibilities in every conversation. If you’re living in the future and focused on your result, creation happens in the moment. New possibilities are created in the moment. Active listening happens in the moment. And if you’re worried about your result, “Am I going to get the sale? Am I going to hit my quota? Am I going to get fired or overload?” You’re no longer in the moment you cannot coach or be a sales professional. At that point, you’re focused on fear. Fear is driving you. And as I said before, because every single person, any organization has a target on their back because they have to achieve results. Results live in the future. So, this becomes a global conundrum and occupational hazard where managers or leaders are always focused on the next deal. The next, you know, the next pipeline review, the next business review the next meeting. But how much time are they really stopping to focus on now? And if you’re not focused on now, you’re not in the process and you don’t coach the result. You coach the process. OF: I love that advice. So, we’ve talked about some of the skills and characteristics that make an effective coach, but I’d love to dig in now to how people can really put that into action. And one way is through the leads coaching model that you’ve developed and talked about in some of your books to really help guide an effective coaching conversation. So, I’d love for you to just take a moment to kind of walk us through some of the core elements of that model and why that approach is so impactful. KR: Absolutely. Again, as I would love to go through the whole framework. This framework has been adopted I think at this point by 10,000. I think the last time my marketing director checked, 10,000 of the top global organizations today. So, I’m going to share with everyone right now what I call a 60 second coaching strategy. So, no manager can tell me they don’t have time to coach. No salesperson can tell me they don’t have time to coach. So here it is, Olivia. Let’s say it set the stage here. So, you’re one of my direct reports and you’re coming to me and saying, “Hey Keith, I’m working on this deal. I need your help. I really need to know what to do here” Now gee, why do you think you would come to me like that? Asking for an answer, I wonder who conditioned you. That you go to your manager every time you want an answer. I don’t suppose there are no cheap problem-solvers watching this or listening to this because last time I checked, most managers lead with answers. A direct or sale or peer or someone in another department follow up comes to them and says, “I need your help. Here’s my challenge.” First reaction, manager rewinds, searches through their database and in a nanosecond, they respond with, “here’s what I’ll do or here’s what you need to do.” I’ve never met a manager who didn’t want a team of independent, accountable salespeople. Here’s a paradox. Managers create the very problems they want to avoid. Every time you give an answer, you’re creating dependency. You’re not building their problem-solving skills. You want to team up confident people, you’re robbing them of their confidence because when they leave a conversation with you after you told them what to do, they’re thinking, “wow, my boss is doing my job for me,” but a lot of them thinking, “I guess my boss doesn’t trust me. I guess they don’t think I could do my job.” What do you think that’s going to do for engagement, especially in a world we are all remote right now? So, let’s stop that bad behavior and replace it with just one question. And here it is, someone comes to you, you’re a manager. I come to you, I’m your direct report with a problem. Suspend your innate response to give an answer because you think it’s quicker. No, it’s not. You give answers every time. Here’s the real irony. When you tell someone what to do and it doesn’t work, that salesperson gets to come back to you and say, “Hey boss, my hands are clean on this. You told me what to do. Not my idea, your idea.” Successfully robbing people, the very accountability, we want to instill. How’s that for insanity? So here we go. I promise you the 60 seconds set a coaching strategy, which will probably take me less. Here it is. Someone comes to you looking for help, here’s how you respond. “Hey, Olivia, thanks for coming to me. I’m happy to share my opinion with you. However, you’re a lot closer to the situation than I am, and I trust you and I trust your judgment. So, what’s your opinion on how to move forward and handle this so that you can achieve the results you want.” OF: I think that was 60 seconds. KR: Every manager can do that in every conversation, every conversation. Wow. Thanks for coming to me. I’m happy to share my opinion. However, you’re a lot closer to it than I am, which is true. And I respect you and I respect your judgment, building confidence. So, what’s your opinion on how to resolve this? Everyone listened to me. Coaching is a language, we talked about that, selling is a language. Why do you think I’m using the word opinion rather than what’s the solution? What’s the answer? Tell me what you’re going to do. Because solutions and answers can be right and wrong. Opinions are not right or wrong. They just are, and everyone has them. So, when you ask someone for their opinion, they can’t look back at you and say, “I don’t know.” You don’t know your own opinion. So, managers ask that question. You always can get an answer. And by the way, if you ever get to the other, “But the boss, I really don’t know.” Then you could add this other one of my other favorite questions. Well, if you did know what would it be? OF: I love that, that’s a fantastic way to approach those conversations without giving away the answers and helping to really build that confidence. Like you said, you’ve talked a lot about how coaching happens all the time, and it isn’t something that is necessarily just a scheduled part of your day but is more just organic and happens in the moment. So, given the kind of virtual environment that many sales teams are now, what are some challenges that sales leaders might encounter or that salespeople might encounter in trying to get effective coaching and for leaders to actually conduct effective coaching conversations that aren’t just a pipeline review? KR: Yeah. So, I mean, I’ll say very directly if managers are not coaching effectively, salespeople aren’t selling effectively. It’s that simple. Money and deals are being left on the table. Don’t tell me it’s tough out there. Don’t tell me the market is tough because I know a lot of my clients that are absolutely crushing. And I’m not just talking about the industries that better have a nice rebound because of the pandemic. I’m talking about every industry here, all right. Leaders of the nucleus, leaders you are the heartbeat of the company. How can the company grow if you’re not growing, your people can’t grow. If you’re not growing, they’re going to remain stagnant. So, when it comes to not only coaching, you know, now expound that to the fact that now, oh my gosh, I’m talking to a screen. Now how about this one? Olivia, I’m sure you haven’t heard this one. I’ve been hearing this a lot. So, Keith I got a promotion in February and I met my team once and then they went virtual and I’ve never seen them again. I’ve been hearing that a lot. These are caring managers. Most managers I know are caring people that want to help people succeed, and they’re struggling with the same issues because they’re not getting coaching from their managers. That’s not how you build a coaching culture. Everyone gets coached. So, with remote coaching, they struggle on a good day with regular coach. Remote coaching is a whole other level. So not only that, as I mentioned before, those managers who really hadn’t had an opportunity to build relationships with a new team, now they’re building relationships on a one-dimensional screen. Just like your salespeople are selling, trying to build relationships on a one-dimensional screen. So, the one thing that managers must have, and Olivia, I have some great resources I want to make sure that everyone gets their hands on. Number one, I want to make sure everyone gets a free copy of my new book, “The 60 Second Sales Coach”. I also have another document that I want to make sure everyone gets, which is exactly what you’re looking for. What’s the conversation as a manager that I need to have with my team that is now remote, that will allow me to reconnect with them, keep them motivated, keep them inspired, hold them accountable and make them still feel part of a team where so many people are feeling isolated and alone, which is leading to depression. Managers didn’t sign up for this, but the greatest leaders I know support people unconditionally. They are selfless. Those are two other characteristics. Okay. So, the conversation, I’m just going to give everyone here a few questions that you can ask. And by the way, managers, this is not just for you to ask your direct reports salespeople. This is the same conversation you could be having with your prospects and customers. As I said before, this is about humanizing the sales process. So, let me share a couple of questions. As a manager, talking to some of my employees having a one-on-one with each one and just asking, just being human and saying, “Hey, listen, I’m struggling. I know everyone’s struggling through this and I’d love to have a conversation to see how you’re adapting to our new environment and how we’re doing business. And I’d love to share how I’m doing, and maybe we can learn from each other. Are you open to having this conversation?” What I just did right there is setting intention. Managers, especially today, if your intentions are not clear, people default to fear. You call up one of your salespeople and say, “Hey, got a minute. We need to call.” They’re going to run the other way. Why? Because they think what did I do wrong, am I getting fired? Am I in trouble? Might be put on an infamous pit. Your companies know what that pit is. Right? So, when people don’t know intentions, they default to fear. So, what I just did is set clear intention around the conversation. It’s called the audit enrollment, which Il talk about my book, so that people know what’s in it for them. Now that I’ve done that, I could ask some questions such as, Hey, you know what? Now that you’re working and you know, there’s no more line between personal life and work, how have you adopted what are some of the changes you’ve made that are working well for you? What are you doing every day to shut down? What are you doing every day to shut off? Because now our home is now our office. So, what are you doing way to just turn off and focus on your family and the people and the things that you love to do? How good are you being at taking care of yourself? Are you practicing self-care? How effective is your routine? Do you have a daily routine from the time you wake up until the time you end your day, that details the specific and measurable actions that not only move you forward to your business goals, but keep your life in balance and harmony? I can tell you’re right now on a good day, most people don’t have that. This is an opportunity to reinvent your lifestyle. Beyond that and again, this speaks to not only speaking to our employees, but also to our customers is, what are you struggling with? If I’m a manager talking to one of my direct reports, I’d want to know, “Hey, every conversation I’m here to support you. But I don’t know how much interaction you want with me, what type of cadence you want to develop so that you feel connected and part of a team?” Other questions, how are you honoring your priorities and your core values at home? How are you setting boundaries at home, so family knows you’re working, or significant others know you’re working? And finally, and this is that other part. You’re in my home right now. Okay. This is my home. This is my happy place in my man-cave in my office. But you’re in my home right now. Managers, when you’re speaking to your employees, salespeople, when you’re speaking to your customers and prospects, unless they have a green screen or something, you’re in their home. And as a manager, having a one-on-one or a team meeting, and you see one of you directs, clearly, they haven’t slept in days. They look stressed out. Maybe they’re wearing the same stain shirt they’ve been wearing for the last five meetings. Maybe as you’re having the meeting their head is down. Maybe during the meeting, children, dogs, cats, family, running around everywhere. Some people even told me their offices is their closet. Then what about the people that are sitting there and rather than having an organized workplace, all you just see is just clutter. As a human being, are you going to tell me as a manager say, “Okay everyone, I know it’s tough out there, but listen, I’m here to support you. You’re doing great. Just, just be like Teflon and get out there and keep selling. Okay. You’re doing a great job. Good job, everyone. You look great. I’ll see you next call.” Managers have no idea how to have these conversations and the reason a lot of times they don’t is because first of all, they’re thinking, do I need to have HR? Is this a compliant conversation that I gave him to have on such a personal level? Yes, you do. HR rules, guidelines need to change because everything’s changing now, and we need to adopt. Managers need to be comfortable having these personal conversations with their people. Again, I wrote an article, I’ll leave this last point here. I wrote an article a few months ago about the new top corporate value is low. And love doesn’t mean, you know, interpersonal relationships. Love means care. Love means concern. Love means empathy. Love means being human. Love and just being authentic, it means caring enough to want to connect with another human being and who doesn’t want that? OF: Absolutely. I’m so glad that you brought up that intentionality is really core there. And you also mentioned so many great characteristics, like authenticity, empathy, love, care, vulnerability, all of those are always important. But I think even more so right now, and you did touch on this a little bit, but you know, as kind of the lines between work and home for so many are being blurred right now, time management is something that’s becoming really difficult. And especially for sales leaders who already didn’t have a lot of time, they’re already stretched pretty thin. What often can happen in those situations is coaching kind of gets deprioritized, or maybe pushed to the back burner for folks that just have so many other things on their plate that they feel really take precedent. But as we talked about coaching is one of those core things that can really make or break sales success. So especially in this time where it’s so difficult to manage time effectively, how can sales leaders really kind of take their schedules into their own hands and get back on track to be able to make time for coaching? KR: You know, the first part in terms of salespeople and managers coaching, it’s interesting. Back in the day when I was traveling a lot. God, I miss those days. I was in Ireland and I remember it was the second day of my leadership coach training and we were going around the room. And one of the managers that keep us, and I’m so committed to coaching. Okay. I see the value. I know it’s the most important thing as a manager that I need to do every day, but I’m struggling with trying to fit coaching around all of my other responsibilities. Before I could respond, another manager jumped in and said, wait a second, you need to look at this in a different way. You can’t ask how are you going to fit coaching around all of your other responsibilities? You need to ask how you going to fit all of your other responsibilities around coaching. And that’s the fundamental mind shift that every leader needs to make today. Now keep in mind there’s every conversation being a coaching conversation, and there’s also scheduling the one-on-ones with each person on your team at least once a week. For those managers that are thinking, “But Keith, you’re doing the math. I have 20 direct reports. You want me to schedule a one-on-one with each of them once a week?” Tell me what’s more important. Tell me what’s more important than spending time with your people. Because the last time I checked it, when managers wake up in fear, they wake up and they say to themselves, they asked himself the wrong question, they ask themselves, “What do I need to do to hit my business objectives today?” That depersonalizes what leadership is all about. The best leaders I know, wake up and ask themselves, “What do I need to do today to make my people more valuable than they were yesterday.” This is the fundamental mind shift. And that belief is going to precede experience. How you think is what you get. Okay. And what you believe is what manifests in your life. Okay. So, your beliefs proceed your actions. So, everything that we’re just talking about here, you can’t be a great coach or a great salesperson if you haven’t embraced, not just the skillset, but if you notice how much we’re really talking about mindset today. And that’s always going to be more important. Who you are is always more important than what you do? I mentioned earlier about having a specific routine and a lot of people have told me if I can’t do that or Keith my business it really doesn’t allow me to have a routine like that, or, you know, I tried it and it didn’t work out. Let’s be clear. Anyone that’s tried a routine and it didn’t work out means one of two things. You didn’t build it the right way or you’re an adrenaline junkie. Okay. Because a routine is consistent action, consistent thinking, consistent results. Adrenaline is a rollercoaster. I don’t suppose, Olivia, you’ve ever ran into any managers that feel like they work really good under pressure, or they have a lot of incomplete tasks on their plate, or they thrive on solving problems. I’m sure none of those managers are listening or watching this, right? OF: Absolutely. KR: Adrenaline, you can’t have a routine if you’re an adrenaline junkie, you need to tap into another energy source called momentum. Consistent actions. So, when you wake up in the morning, I bet every single person has a routine, but it’s not conscious. We need to bring it to our conscious level. I’ve worked on the same routine for probably the last five years. Because I’m doing everything consistently. What am I doing? I’m taking care of myself. I’m practicing extreme self-care, I’m doing my yoga, I’m working out at the gym, I’m doing kickboxing, I’m playing golf, I’m mountain biking. Self-care okay. Taking care of me. Those are the things that you need to build into your routine. You know what else I built into my routine? Making sure I go out and see my parents. And I am so blessed they’re only 15 minutes away. Making sure I call my mom every day and it’s so hard. Everyone knows that those are the things I forgot to do, and I’ll do it tomorrow. You won’t forget if it’s in your routine and I will leave two points. If you don’t have the appointment, you don’t have the commitment. So, if coaching is not scheduled, if prospecting is not scheduled, if self-care is not scheduled. If having putting time aside to spend with your loved ones is not scheduled. All that self-care is going to be overshadowed by your business and your career responsibilities. And I can tell you with great certainty this is the part where people struggle with most. I want everyone to hear what I’m saying. This is not a bad opportunity. This is a great opportunity for you to stop, look in the mirror and say, am I living my ideal life? And if I’m not, how do I want it to be? Most people can’t even answer that question. So, the reason why people fail at setting a routine, you know, all roads go back to time management, but you don’t build a routine. First, you have to start here, and really quickly personal navigation system is your North star and your guiding light. It’s your internal compass that pulls you towards your ideal life. When I asked people send me right now what your personal vision is, most people don’t even have one, let alone know what it is. when I ask people to send me what their goals are, either their goals are what I call should be goals, which is something they were told to do. Or it’s a lifestyle. You know, for example, a goal is I want to improve the relationships I have with my people, my family, my team, my coworkers. That’s not a goal because the goal has a finite end point. So, what are you going to do? You’re going to improve the relationships and then go back to making them toxic again? No, that’s a routine. Do you want to stay in shape? Well, do you lose weight and exercise for a month and then go back to eating poorly and not exercising. That’s lifetime, that’s lifestyle. A lot of people confuse tasks or goals with lifestyle. Most of the goals that people have are not goals. They’re part of the things they want to bring into their life always. So that’s the good news. And when you can identify your ideal life and you can pull out your core values, and what is most important to you, only then can you design your day around what the life you want to live. Otherwise, you’re always going to feel off. OF: So, I just have one final question for you. And this has been an awesome conversation and you’ve shared so much with our audience. So just to kind of wrap everything together, what are some of the key things that you’re seeing successful sales leaders do right now to really stand out and what is it that’s setting them apart? KR: What I’m seeing they’re doing, number one, they’re like I said before, they’re putting the people first. Number two, they’re realizing it isn’t about you. It’s never about the managers. It’s never about the coach. It’s about your people. I’m always behind the scenes. I’m on the front. I’m behind to make my people look great. My clients look great. Okay. You need to have a framework that you use in every conversation. Give yourself a roadmap of how to have a conversation. That’s the most important skill of leadership, because at the end of the day what makes a great leader? How they show up, their presence, their commitment to their people, and what’s the skill, how they communicate. OF: Fantastic. Well, Keith, thank you so much for sharing all of these fantastic insights with us and for taking the time. And we absolutely are so excited to share your resources that you mentioned with our audience. KR: Yeah. So just to make sure they know where to grab my stuff, I have some really new I decided over the last several months of every book, every resource I decided to put out for free because that’s what people need today. So, everyone can go to my website, KeithRosen.com and forget about how many podcasts on there, download my new book. “The 60 Second Sales Coach”. That’s not just for leaders. That’s for salespeople to have ever been in a situation where you wish you had the right question. How about I give you 600 of them in this book, grab it. And finally, what kind of coach would I that’d be if I didn’t honor the attributes and characteristics that I shared with you that make an exemplary leader. So, I want to give everyone out there my mobile number, and I want to give everyone out there my personal email address. My personal email address is KeithR@keithrosen.com. If you have a question, if you need me, you are not alone. Like it or not I’m your coach. You’re not bothering me. If you need someone to lean on, contact me. Lean on me. My mobile number (516) 233-9239. I know you’re probably thinking Keith are you crazy for giving your personal phone number out. As I said before, what kind of coach would I be if I didn’t model unconditional leadership and that’s what I want for you. So, Olivia, thank you so much for the opportunity to work with you. Thank you for the opportunity to contribute to your global audience. I truly hope we make an impact in people’s lives that they really need today. OF: Thank you, Keith. And to our audience, thanks for listening. For more insights, tips and expertise from sales enablement leaders, visit salesenablement.pro. If there’s something you’d like to share or a topic you’d like to learn more about. Please let us know. We’d love to hear from you.

Join Keith Rosen for part one of this three-part sales leadership series with Mike Taylor Senior Director, TMBO at the National Basketball Association (NBA), and the talented leaders of the NBA and WNBA (Women's National Basketball Association). In business, just like in sports, unconditional support, care, training, and coaching NEVER stop! Learn how to develop and coach a team of sales champions in our remote workplace so they're maximizing sales and revenue-generating opportunities, supporting their local communities, and maintaining a healthy, happy life while honoring their personal priorities and goals.

Does Life Balance Exist? Here's The Real Truth About Creating a Great Life by Keith Rosen

How to Quickly Erode People's Confidence, Skills and Performance by Keith Rosen

Ever wonder why salespeople experience reluctance and fear when trying to cold call, prospect or engage in business development activities? Rather than avoiding this critical activity to drive more sales, take the time to explore the root cause behind your fears and reluctance. That is, what are the beliefs or assumptions you're making that's preventing you from prospecting? And here's the root cause. Rather than making the sales process about the customer and prospect, salespeople make it about THEM. Typically, salespeople focus on what they have to gain if they sell or what they'll lose if they don't. To immediately eliminate the stress, anxiety and hesitation around cold calling, shift the focus from "Me" (“What if I don't sell, what if I mess up the call, what if I don’t hit my quota and KPI’s, what if they say, No") and onto the customer and how much value you can deliver to them. Making this shift in your thinking and who you're focusing on will immediately take the pressure off of you and how you perform, so that you can focus on your primary objective: To coach your customers to succeed. Once you make this shift, you’ll notice how much easier it is to prospect – and you may even enjoy it!

Zig Ziglar Interview The Secret To A Successful Marriage Part Two by Keith Rosen

How to CRUSH Cold Calling. Think about the initial objective of your prospecting efforts. If you think the goal is to close a sale, deliver a presentation, submit a proposal or schedule an appointment, think again. While it may sound counterintuitive, concentrating your efforts on any of these outcomes is actually the very thing that contributes to call reluctance, #prospecting failure and ultimately, wastes your time and sabotages your selling efforts. Rather than focusing all of your energy on making the sale or working towards any of the outcomes YOU are you're looking for, first determine if there’s a good fit between you, your prospect, and what you are #selling so that you can truly deliver maximum value to them. Check out this video and let me know what you think. Thanks for listening.

We understand that in most organizations, the the sales manager has become pivotal. They are driving the sales team, which is the company’s engine room. The primary objective of a professional sales manager needs to be: “To achieve consistently superior results through the performance of every key individual.” And yet, according to recent research by the Sandler Research Center: *43% of sales managers do not receive effective training prior to taking up the role. *1 in 3 sales managers last 3 years or less in the role. *32% replied that the ongoing training that sales managers receive is “Not Effective” or “Not Very Effective” *34% said that sales management is not effective or not very effective at coaching and *Only 12% are “very effective” and yet this is THE most critical SM skill *38% said that sales management is not effective or not very effective at recruitment/onboarding skills and only 6% are “very effective” *(1 in 16) The sales leader’s role has never been more critical. In our opinion the paucity of qualified, inspirational, experienced leaders, is one of the main reasons why sales achievement levels continue to plummet. Conclusion: Most sales managers are not receiving the support and guidance they need. What’s to be done? Hosted by Jonathan Farrington, the expert panel of Dave Mattson, George Brontén, Mike Esterday and Keith Rosen discussed and debated this significant topic.

If TIME is MONEY Then Your Daily ROUTINE Is Priceless. How to WIN the Race Against Time by Keith Rosen

If You're Struggling to Achieve Goals, They're The Wrong Goals. Create Value-Based Goals Instead by Keith Rosen

Why are employees SCARED of their BOSS and DO NOT Want to Be COACHED? Why are people reluctant to open up and be honest and transparent? You Never Set Positive Intent in every conversation you have. And the only way to set positive intent is by learning the skill and the Art of ENROLLMENT. If people do not understand your good intentions, the human condition is - people will always default to FEAR! In this video, you'll discover why people are resistant to change or your feedback, and the Model for Enrollment that will always enable you to create alignment around goals, reinvent relationships and reset conversations, so that everyone wins.

The One Question To Determine If You Are Making Your Employees Your Top Priority by Keith Rosen

How to Observe Behavior and Deliver Feedback That Creates Immediate Positive Change by Keith Rosen

How to Get Your Team Aligned Around Change, Sales Goals and Business Objectives by Keith Rosen

Why Stop Running The Race When You're About To Win? Cross The Coaching Finish Line to Success by Keith Rosen

Managers Give Up Your Role As Chief Problem Solver and Coach Anyone In 60 Seconds by Keith Rosen

Coaching Conversations and Sales Team Meetings Effective, Engaging and Collaboratively Drive Sales by Keith Rosen

UNCOVER THE ONLY 3 GAPS When Coaching that Improve Sales and Sales Team Performance by Keith Rosen

How to Turnaround an Underperformer In 30 Days Or Less Through a Coaching Turnaround Strategy by Keith Rosen

SHOW NOTESSUBSCRIBE TO SALES SECRETS PODCASTITUNES ► https://itunes.apple.com/us/podcast/sales-secrets-from-the-top-1/id1455492030?mt=2SPOTIFY ► https://open.spotify.com/show/1BKYsQoP1eXgHQcJtQJn1z?si=X1XhrMSlQpSfvQyCarxsNQYOUTUBE ► https://www.youtube.com/channel/UCVUhkUq4OQo9b4GUlfXmlCgTHIS EPISODE IS BROUGHT TO YOU BY SEAMLESS.AI - THE WORLD'S BEST SALES LEADSWEBSITE ► https://www.seamless.aiLINKEDIN ► https://www.linkedin.com/company/seamlessai/JOIN FOR FREE TODAY ► https://login.seamless.ai/invite/podcastSHOW DESCRIPTIONBrandon Bornancin is a serial salesperson, entrepreneur and founder of Seamless.AI. Twice a week, Brandon interviews the world’s top sales experts like Jill Konrath, Aaron Ross, John Barrows, Trish Bertuzzi, Mark Hunter, Anthony Iannarino and many more -- to uncover actionable strategies, playbooks, tips and insights you can use to generate more revenue and close more business. If you want to learn the most powerful sales secrets from the top sales experts in the world, Sales Secrets From The Top 1% is the place to find them.SALES SECRET FROM THE TOP 1%WEBSITE ► https://www.secretsalesbook.com/LINKEDIN ► https://www.linkedin.com/company/sales-secret-book/ABOUT BRANDONBrandon Bornancin is a serial salesperson (over $100M in sales deals), multi-million dollar sales tech entrepreneur, motivational sales speaker, international sales DJ (DJ NoQ5) and sales author who is obsessed with helping you maximize your sales success.Mr. Bornancin is currently the CEO & Founder at Seamless.ai delivering the world’s best sales leads. Over 10,000+ companies use Seamless.ai to generate millions in sales at companies like Google, Amazon, Facebook, Slack, Dell, Oracle & many others.Mr. Bornancin is also the author of "Sales Secrets From The Top 1%" where the world's best sales experts share their secrets to sales success and author of “The Ultimate Guide To Overcoming Sales Objections.”FOLLOW BRANDONLINKEDIN ► https://www.linkedin.com/in/brandonbornancin/FOLLOW KEITHFACEBOOK ► https://www.facebook.com/keitharosenLINKEDIN ► https://www.linkedin.com/in/keithrosenYOUTUBE ► https://www.youtube.com/user/KeithRosenTVTWITTER ► https://twitter.com/KeithRosen

How To Motivate Your Team And Avoid Coaching In Your Image by Keith Rosen

Springboard Coaching Questions to Prevent Assumptions that Destroy Relationships, Sales & Coaching by Keith Rosen

04 - The Perfect Coaching Question by Keith Rosen

03 - Take a Stand for Your Team - The What I Want For You Statement by Keith Rosen

02 - Enroll Then Coach by Keith Rosen

Sales author and leadership coach Keith Rosen shares his expertise on what to do if you don't have budget during the hiring process. He also chats with hosts Jonny and Mike about when you should fire an underperforming employee and why cognitive ability tests fail in executive recruitment. Keith's runs a sales coaching company, Coachquest aimed at sales leaders on how to Give less advice & rely on other’s wisdom to do their job.Ask more relevant questions to create ownership of better outcomes.Become insatiability curious & accountable.Seek to understand & respect other people’s point of view to build trust.Achieve business objectives & win more sales faster.Keith has also written a book 'Sales Leadership' which has been named the top sales and leadership book of 2018. We reviewed the book in full on IRC Book Club.

This was a fun interview I did for the radio show, the Albuquerque Business Podcast. Every interview is never the same! I looking forward to your feedback! Here's what we covered in this interview:  * How do you get comfortable about out of your comfort zone * Why most managers can't coach * The importance of being present and managing your emotional state * How to uncover your purpose and your "Why." * How to find the time to coach - you always have time to coach!  * Creating alignment and buy in with your team, coworkers and customers.  * Developing the mindset of exemplary leadership * Time Managements specifically for Sales Leaders

This is the Albuquerque Business Podcast with your host Jason Rigby. Each week we interview leading local business leaders to inspire the vision and the spirit that is in every entrepreneur. We discuss strengths, weakness, strategies, systems and the problems we can all solve together to fulfill a shared vision of a new future for Albuquerque. Special Guest Keith Rosen  Keith is the CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies worldwide for the last four consecutive years. Over the last three decades, Keith has delivered his programs to hundreds of thousands of salespeople and managers in practically every industry worldwide; on five continents and in over 50 countries. Keith has written several best sellers including the globally acclaimed Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and the #1 best-selling sales management book on Amazon.com for the last five years. As a leader in the coaching profession, Keith was inducted in the inaugural group of the Top Sales Hall of Fame and was also named The Sales Education Leader of the Year. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. He’s been featured in Entrepreneur, Inc., Fortune, The New York Times, Selling Power, CBSNews.com, The Wall Street Journal. Keith is one of the first out of only a handful of coaches who earned the distinguished Master Certified Coach designation and Today we will be discussing his newest book Sales Leadership. Please go to www.abqpodcast.com where you can get show notes, resources, and links to everything we talked about today to help you navigate your journey as an entrepreneur and business owner in ABQ

Great interview on the Sales Leadership podcast with Rob Jeppsen. His comments below: "I spoke with Keith Rosen, MCC on this week's episode of the Sales Leadership Podcast and he shared a couple of other head turning stats: 1) Less than 10% of sales managers are actually trained on what it means to lead a sales team. 2) There is nearly an 80% disengagement rate across most teams. Keith equated waking up and deciding you're ready to be a sales coach to waking up and deciding you're ready to conduct brain surgery. This is a fantastic episode and I am so appreciative to Keith for joining me. If you lead a team, check out this episode. You'll be glad you did. All week I've been getting calls, emails, messages about how great the last couple of episodes of The Sales Leadership Podcast have been with guests like Max Altschuler and Keith Rosen,. This concept Keith discusses about the thing that kills great leaders and great coaching moments more than any other continues to be something people want more of. Assumptions are easy to make and are hard habits to get out of. Listen to Keith's advice on assumptions, how to identify them, and what you can do to stop making them. It's a great episode and something every sales leader will be glad they've listened to. All week I've been getting calls, emails, messages about how great the last couple of episodes of The Sales Leadership Podcast have been with guests like Max Altschuler and Keith Rosen,. This concept Keith discusses about the thing that kills great leaders and great coaching moments more than any other continues to be something people want more of. Assumptions are easy to make and are hard habits to get out of. Listen to Keith's advice on assumptions, how to identify them, and what you can do to stop making them. It's a great episode and something every sales leader will be glad they've listened to." - Rob Jeppsen

This week's guest is Keith Rosen, is an undisputed expert in the realm of sales coaching. He believes that the biggest problem that managers have is that "Chief Problem Solver" is the role they adopt because they make assumptions that they need to be a fixer and a closer. He believes that managers are here to maximize human potential and that only 1 in 10 managers is qualified to manage - let alone coach. Keith says that if leaders take the right role, they make their people more valuable. Join Rob and Keith as the discuss how to recognize and fill the proper role for success.

SALES LEADERSHIP Book Club Discussion: Episode 5 - Interview with Keith Rosen Live Q & A by Keith Rosen

SALES LEADERSHIP Book Club Discussion: Episode 3- Chapters 7, 8, 9 Mastering Difficult Conversations by Keith Rosen

SALES LEADERSHIP Book Club Discussion: Episode 2 - Chapters 4, 5, 6 'The Fall of the Problem Solver' by Keith Rosen

SALES LEADERSHIP Book Club Discussion: Episode 4 Ch: 10, 11, 12, 13, 14 Creating a Coaching Culture by Keith Rosen

SALES LEADERSHIP Book Club Discussion: Episode 1 - Chapters 1, 2, 3 A Must-Read for ALL Salespeople by Keith Rosen

Keith Rosen is the CEO of ‘Profit Builders’, an award-winning talent development organization focused on supporting and training salespeople and managers. With his proven methods, he is helping them transform into elite coaches and develop top performing cultures. He is also a keynote speaker and author of several books, including his latest one called “Sales Leadership”. In this episode, Keith shares tips on creating the best sales culture for your company. Here are some of the topics covered in this episode:   How to turn managers & reps into coaches What is broken with coaching Learn to use field observation Why you should lead with questions Build a culture of coaches You can listen to this episode on iTunes, Stitcher, Spotify, Google Play or wherever you get your favorite podcast!   About the Guest: Keith Rosen is a globally recognized authority on sales and leadership and CEO of Profit Builders, named one of the Best Sales Training and Coaching Companies Worldwide. He has delivered his programs to hundreds of thousands of people in practically every industry in over 75 countries. Keith has written several best-sellers, including Sales Leadership, Own Your Day and the globally acclaimed Coaching Salespeople into Sales Champions, winner of five international best book awards and the #1 best-selling sales management book on Amazon since 2010. Inc. and Fast Company named Rosen one of the five most influential executive coaches. He was also named one of the 50 Best Salespeople of all time, along with Zig Ziglar, Steve Jobs, Dale Carnegie and Jeff Bezos.   Company Website: Coachquest.com   Website: Keithrosen.com - Blogs, Templates, and Podcasts   Email: keithr@keithrosen.com   Listen to more episodes of the Outside Sales Talk here

In the book Keith answers the questions the managers ask him. 1. How do I develop a trusting team? 2. How do I develop a team that's fully transparent? 3. How do ensure that my people know my intentions are in their best interests 4. how do I maintain my patience? 5. What's a framework I can use? 6. How do I hit the reset button with some of the relationships I have? 7. It failed before how do I stop it from failing again? 8. How do I build accountability with my team? 9. How do I turn around under performers? 10. How do I sustain my top performers? This book is written from a global point of view, it's not focused on a US voice. We chatted about how to define top performers. Should you only focus on numbers? Or should you think about attitude? If they're causing a cancerous atmosphere in the group? If so, are they really a top performer? We also talked about the right way to coach a salesperson in your team who is a lot better than you ever were at that stage. It's similar to how athletics coaches provide value to the top athletes in the world. So often we talk to candidates and their reason for wanting to leave is that they don't feel like their managers are adding any value to them - we talk about ways to prevent this and how you can add value to an already top performer. A few sales leaders have come to us and have said that they don't feel like they're skilled enough to uncover the needs of their salespeople and get people enrolled. We chat about ways to ask the questions that can uncover needs and how to gauge conversations to identify issues that need solving. To achieve success you fundamentally need to have a desire to change and to want to change. We also talk about how to change you language to successfully enrol your sales team. We've been critically of some of the language Keith uses to enrol, we thought it was a bit self-depricating and it wouldn't work in the UK market. We thought there was a cultural mismatch between the way sales leaders in the UK and sales leaders in the US - we addressed this with Keith. We go into more detail about our favourite phrase of the book 'you can't scale dependancy' We also learn why some of Keith's case studies and scripts are so long! This book is meant for people to translate the content for their own personal needs and to use the scripts and the advice but then redeliver it in a way that they can add their own voice. It's like going to a gym, all the equipment is there for you to use, how you choose to use it is up to you. We chatted about people who struggle to enrol because they don't have a trusting relationship 1. don't walk in with an assumption 2. use framework on how to reset relationships - reset your intention. If you sense an erosion of control on your team, maybe it's best to reset. Be authentic, be transparent and admit that you didn't get it right the first time and move forward in your relationship. If you change the language you're using, you can change the outcome. A lot of reasons why coaching doesn't work out the way you'd hoped is because assumptions are being made. How do you hold people accountable for actually achieving actions and results that you discussed with them? Well, if you're a manager and you're asking yourself 'how do I hold this salesperson accountable?' you're asking the wrong question - ask the salesperson! Even if you're hitting your number every month, is everyone doing the same? Keith offers some really great insight into why coaching is needed, even at a level where salespeople are earning over £100k basic. Furthermore, good results does not mean a good culture We've met a lot of salespeople and Keith really seems like one himself - (that's a compliment) - but we could tell from chatting to him that he really cares about being a coach as well. If you're a sales leader, we couldn't recommend enough that you go out and buy this book. It's full of stuff that you can open up and use tomorrow.

We're on Chapters 10, 11, 12, 13 & 14 this week. Chapter 10 'Mindful Coaching: The Inner Game of Coaching Champions' This chapter is about coaching oneself to be a good coach. It's an interesting one. I do think there is an extremely important case in who is coaching the coach. Keith talks about mindful coaching, he's very into be aware of your own communication. He talks about assumptions being a widespread problem, but for me, assumptions are the way we make sense of situations and are based off of previous experience, so sometimes, they can be imformative. Keith writes down 33 assumptive driven words to challenge and we found this really useful!! He then discusses how we should reinforce positive behaviours after a successful deal to reinforce that behaviour - where he put this in the book was really well-timed. I would've added a section about figuring out why the team won the deal and how we can then replicate that. Keith stresses the importance of understanding the importance of how people act, understanding what makes people tick. We thought this was quite useful as we don't think many people think about the language and the way it's used. Keith gets into use of language and he's right, he offers a case study where 2 people are discussing the same topic but using different language and not understanding one another - he offers some useful insight into how best to communicate to provide thorough understanding. Keith's first plug for another book comes on p.180 which is a VERY refreshing change from the previous books we've read. We thought the section 'Can you coach fear and confidence' was really interesting! Chapter 11: 'Know Your Players: Transforming Talent Through Observation and Feedback' Keith talks about one of my favourite subjects here - talking about the 'why' - talking about what a person's why is and why that is. I think Keith could chat about leading the team more, a lot of this chapter was about leading the individuals. Keith asks 'How do you determine the root cause as to why someone is a top performer and why someone is underperforming?' - which is a great question to have in your mind as a coach. Keith's got me bought in on the world enrol - it's about getting the salespeople who work with you to agree with what's happening - this message resonated with me. The example scripts on p.199 are great, they're really good and we'd use them. Chapter 12: '15 Common Coaching Killers That Sabotage Coaching Success' Not a bad chapter, you will already know about the 15 different coaching killers from reading the book already - but Keith does go over them in a lot more depth. They're a good summary! Toxic Tactic #2 - Keith talks about valueless questions that bring people down and from our experience, he's absolutely right! Asking 'why didn't you do this' never helps a situation. This is a brilliant book and I don't want to knock it, but it seems like he hasn't been a sales leader in his career, only a sales coach. BUT this is easily the best book we've read on the show so far. We disagreed with Toxic Tactic #3 'Coaching People in Your Own Image' - because a lot of hugely successful companies have done this and we don't think that copying the actions of somebody who is successful at what they do is necessarily a bad thing. In general, the toxic tactic were spot on! Chapter 13: 'Culture Shift: Sustaining The Habit of Coaching' This is a quick, easy to read chapter with some great advice. His comments on peer to peer coaching were great and we liked that he included this in the book! Chapter 14: 'The Final Transformation' We think people want to be managers because society tells them they ought to be. Genuinely, for us, it's been the most useful book we've done on the show thus far and it's really well-written. It's also made me realise that I've grown a lot in the past couple of years as a leader, more than I thought I had, so that's good!

We're on Chapters 7, 8 & 9 this week! The first few chapters we thought were solid 10/10s. I think these 3 chapters are probably 9/10. BUT they're still good and very worth reading. Chapter 7: 'Creating Unity, Trust and the Art of Enrolment' I think the reason I didn't enjoy these chapters as much is because i only like to be told things once and he repeats things - but this works for some people! But do I think Keith is correct in what he says? He's 100% right. He goes into greater detail in these chapters on what he began to discuss in the earlier chapters. We definitely would buy training from Keith but we could also pick up the book and use it as a manual rather than a surface level text that's aimed at getting you to buy training. Keith reminds sales leaders that they must always think about what's in it for their team. He always points out that good salespeople don't necessarily make good sales leaders. I think there is a noticeable cultural difference between Rosen who is American and our view of Sales leaders and salespeople. Maybe this needs a rewrite for a UK audience, I felt like some of the language needed localising. I thought 'you'll not get away with that language in the UK' - It's like software that needs localising - it needs updating. As a methodology, it's fantastic and it works, it just needs altering slightly to be more compatible to the UK mindset. Rosen gives some cracking advice on how to overcome difficult conversations and reveals how a lot of the difficulty you're facing as a salesperson or a sales leader is in your mind and he shows you how to navigate away from this. Keith Rosen's structure centres around being quite nice and I'm not sure how this will work in the real world - sometimes you've got to be explicitly clear that you are the boss. You need to deliver a message with absolute clarity. We really enjoyed Keith's framework. Chapter 8: 'Seven Essential Enrolment Conversations that Create Company Wide Alignment' I think the easiest way to persuade your sales team that a coaching course or a new method of coaching is going to work for them is to TTT - Tell the truth! Say 'hey guys, I've been on this coaching course, I learned a lot and I want to try it, I think it might work, I think we might all sell a bit more and grow as sales people - anybody up for it? ' We had a disagreement on how effective Keith's incentive system was and we took longer than normal reviewing these chapters which is obviously a good sign! If we went out tomorrow and hired a new business salesperson - I'd use this as a guide and even though we're experienced, I would still use this myself. We have hired salespeople that are really grateful for being taught, being trained and being developed. Understanding the identity of the salesperson is something that i think gets missed a lot of the time. What are your top priorities and values? What's important to you is one of my favourite questions. Our advice: don't interview a candidate based on what they've sold and who they sold it to- interview them on their identity and how it matches with the company's culture Chapter 9: 'Coach Tracks: turn difficult situations into coaching wins' This was a really good section! If a manager incorporated these ideas and this advice, he or she would enrol the team straight off the bat! We think that one of the issues that Keith and ourselves don't seem to be seeing eye to eye to is appearing weak - we're starting to question whether we should or shouldn't. Have we got too much machismo that it's not helping - we've never wanted to appear weak but maybe we should appear more humble and if eating some humble pie would make us more successful then we'll have some! Maybe we should read 'Coaching Salespeople into Champions' - his content makes me want to read more! These chapters were a 9/10 - we just think that Keith should include more detailed structures!

We're on Chapters 4, 5 & 6 and I'd like to start off by saying that I've had two proper coaching interactions incorporating Keith's techniques! He's got me thinking and more than anything, it's nice to have a different strategy. Chapter 4: 'How to Coach in 10 minutes or less' This chapter is about real world scenarios which is what we both like about the book. Keith talks about how if you're chief problem solver, you'll always be chief problem solver and you'll never create any leverage. And once you teach people how to do something, you have leverage because they will have learned how to do it themselves and you won't have to tell them again. Chapter 5: 'Tools to Manage the Coaching Process and Assess Results' We liked this chapter - we love the simplicity of some of Keith's coaching forms, they're refreshing and to the point. I really like sales leaders who go out on the road with their team because there's no way you can coach someone if you don't know what they're like or what their style is - how can you coach if you don't know what your colleague is like in front of clients?! Because they have no empathy with how that individual operates Chapter 6 - 'Transforming Critical Conversations into Positive Change and Measurable Results' We thought this was an odd chapter - don't get me wrong, it's good - I just got the feeling that we've already covered most of it But we did really enjoy the opening paragraph - Keith tells us how if you're a sales leader and a member of your team makes a mistake - it's your fault. Avalanches roll downhill. and we agree. You need to take ownership. Tip from us - Always have in your mind as a sales manager - 'make sure I'm coaching'. We've been slightly more critical of Keith on this episode than we were on the first, but lets be clear - if somebody asked me whether or not they should buy this book, my answer would be a definite yes.

We're on a new book this week! This book is particularly pertinent, even if you're not a sales leader, it can teach you how your sales leader should manage you and show you whether or not you are cut out to be a sales leader yourself. We read the comments section before starting the content and normally these books are the different sales authors sucking up to each other, but wow, there are some top people here who have recommended Sales Leadership. president of Salesforce, country manager for Google, Microsoft, Hubspot and it goes on and on... This is the book that thus far, I've enjoyed most on the show - 5 pages in, I was already thinking that this is a must-read book. I'd read it if you're a salesperson or a sales manager because when you read it, you think 'have I got what it takes to be a sales manager, is that me?' I would summarise these first 3 chapters as: Chapter 1 - have you got a culture that's suitable for coaching and if not how do you get one? Chapter 2 - I've got a process to help you coach your sales staff Chapter 3 - here's what's wrong with the people you've got doing the job'

Ever promote a great salesperson into a management position, only to watch them struggle with managing, developing & coaching their team? To solve this age-old, universal conundrum, here's how to prepare your future managers for their next position. Sales training isn't the answer. To build a bench of next-gen successful leaders, start developing your salespeople into Consultative Sales Coaches.

Keith Rosen's Harvard Business Review Webinar - Own Your Day: How Leaders Master Time Management, Accelerate Productivity and Create Their Ideal Lives This is a 40 minute webinar audio only, along with 25 minutes of a Q and A from the participants. People work under intense conditions and pressure unique to their roles that traditional time management strategies fail to address. Consequently, many leaders believe it’s impossible to develop an effective routine for themselves and their direct reports when their time is consumed with phone calls, emails, meetings, challenges, competing priorities, as well as selling and serving customers. However, the concepts based on Keith Rosen’s new book, Own Your Day, change all that. In addition to learning time management strategies that will have an immediate, positive impact on your life, you will learn how to coach your people to thrive and help them improve their daily productivity, performance, and personal accountability. Discover how to: · Reduce your daily workload and protect your time. · Obliterate your never-ending to-do list. · Make time your ally rather than your adversary by mastering the inner game of self-management. · Develop a Personal Navigation System that aligns your routine with your goals, values, and priorities. · Stop reacting to problems and become hyper-responsive so that you can take charge of your day · 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.

Webinar on Time Management with 3,500 Sales Leaders in Princeton People work under intense conditions and pressure unique to their roles that traditional time management strategies fail to address. Consequently, many leaders believe it’s impossible to develop an effective routine for themselves and their direct reports when their time is consumed with phone calls, emails, meetings, challenges, competing priorities, as well as selling and serving customers. However, the concepts based on Keith Rosen’s book, Own Your Day, change all that. In addition to learning time management strategies that will have an immediate, positive impact on your life, you will learn how to coach your people to thrive and help them improve their daily productivity, performance, and personal accountability. Discover breakthrough time management strategies and what you can do to transform your thinking to master time management, create your ideal life and develop a team of efficient, high-performing champions. Own your day, own your life. If you want to create a great life, then schedule one. Here's how to create your ideal life.

You love your top performers, but are you being held hostage by them to the point where they are causing more damage than they’re worth? The holy grail for leadership is to develop a team of self-motivated, highly accountable, top performers. But if you ask any manager if they’ve ever had to deal with an underperfrormer, the majority of the time you would hear, “Of course I have.” The question is, how does a manager assess who an underperformer is, and who is not? Discover how to effectively identify an underperformer, even the ones who may be your top salespeople.

Own Your Day – How Leaders Master Time Management, Accelerate Productivity and Create Their Ideal Lives - Interview with Sales Rehab People work under intense conditions and pressure unique to their roles that traditional time management strategies fail to address. Consequently, many leaders believe it’s impossible to develop an effective routine for themselves and their direct reports when their time is consumed with phone calls, emails, meetings, challenges, competing priorities, as well as selling and serving customers. However, the concepts based on Keith Rosen’s new book, Own Your Day, change all that. In addition to learning time management strategies that will have an immediate, positive impact on your life, you will learn how to coach your people to thrive and help them improve their daily productivity, performance, and personal accountability. This is an opportunity for managers to do something most have never done. That is, to coach your direct reports on how they can improve their daily productivity, performance, and personal accountability.

Learn how to confidently facilitate the critical, engaging coaching conversations so that your team can resolve their own problems, are committed to their own development and coaching, and take ownership of the solution. Now you can build a team of self-driven, highly accountable and productive team. Discover how you can become a more effective and influential, inspiring leader that boosts sales and productivity, improves performance, retains top talent and most important; builds trust.

Accelerate! Expresso. It's a weekly round-up show that contains snippets from each interview from the previous week's slate of guests. These clips have been edited into tight, short show that will give you just a taste of the insights you missed if you didn't catch every episode of Accelerate! In this episode, you'll hear from excerpts from my conversations with the following experts:  Larry Broughton, Barbara Giamanco, Keith Rosen, Mark Ripley, Bridget Gleason, and Greg Head

In this episode, we discuss the fundamentals of sales productivity that reps can harness right now. Keith Rosen, CEO, executive sales coach, transformational expert, advisor to top sales leaders, and author of the number one sales coaching book, Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives, and his most recent book, Own Your Day: How Sales Leaders Master TIme Management, Minimize Distractions, and Create Their Ideal Lives, joins me on this episode.

Over the last three decades, Keith Rosen has delivered his customized sales training programs & sales management training & coaching programs to hundreds of thousands of salespeople & managers, helping business leaders in practically every industry; on five continents & in over 50 countries. Rosen chats about some of the ways in which sales trainers can help grow their departments. He frowns upon just focusing on underperformers without having a 30-day turn-around strategy in place. Rosen talks on some of the various aspects affecting sales cultures and how to break through a negative culture. Twitter: @KeithRosen