Manager: So, dear salesperson, you really want to be a manager because you think you’ll make more money, be able to delegate more, have more autonomy and executive power, just attend meetings, and have more time? 🤣🤣🤣🤣 Company: Wait, here’s a grea...
The Foundation of Effective Coaching: A Reality Check for Managers Engaging managers and salespeople in a coaching program starts with a simple but revealing task: pouring a foundation. I give managers a straightforward assignment: have a conversatio...
Overview In the Expert Interview / Training Session led by Keith Rosen, CEO of Profit Builders, key insights were shared regarding effective sales management and coaching strategies. The session began with Keith emphasizing the importance of aligning...
Why are managers coaching salespeople to stop overcoming objections? When a salesperson loses a sale, here’s a typical scenario managers and salespeople fall into as a result of poor communication between the salesperson and prospect. Let’s paint the...
I was ending the second day working with a team of managers in Beijing, China. As we continued our discussion, Pierre, one of the managers, paused to share an unfortunate experience he had just a week earlier. “I received some disturbing news from ou...
The Cost of Poor CommunicationPicture this: Dave, a sales rep, made a mistake on a big deal, costing the company a significant client. His manager, Mark, was furious. Instead of pulling Dave aside and having a constructive conversation, Mark lashed o...
There is no excerpt because this is a protected post. The post Protected: Sales Leadership and Coaching Resource Center first appeared on Keith Rosen.
In this episode of Construction Disruption, we explore the following topics: The post Disrupting The Position of Sales Manager – Why We’ve Got it All Wrong first appeared on Keith Rosen.
In today’s rapidly evolving work environment, the gap between expectations and reality is widening, especially in sales. With only 42% of companies meeting their sales quotas in 2023 and an alarming 92% of employees feeling disengaged, it’s clear tha...
In the latest episode of Mastering Modern Selling, we discuss the transformation that salespeople and managers need to make to reconnect with buyers and customers in a new and deeper way in order to develop more meaningful, authentic relationships th...
