In this 3 minute episode with Paul Lanigan, I share how managers can make their deal and pipeline reviews more valuable that drives more sales, and how to avoid two of the most common traps they fall into when coaching their team that salespeople use to avoid being accountable: 

1. Taking the "I don't Know" bait.
2. Taking the "I've tried Everything" bait.

Lean the two questions you can ask to have the person self-assess and arrive at their own answer, rather than you having to give it to them.

Sales Leadership with Paul Lanigan -Overcoming Two Tactics Salespeople Use to Avoid Accountability

Every manager has been in this difficult position. “How do I handle an underperformer?”

Unfortunately, the three typical courses of action managers take are:

1. To do nothing and hope things get better. But the last time I checked, HOPE is not a strategy.
2. Number two, being seduced by the potential they see in the underperformer, hoping and waiting, “If they just focus on process and activity and be positive, they can do this!”

Then 6 months or a year passes by, and you’re still waiting for them to turn around their performance or attitude.

3. And finally giving up on that person and placing them on an HR complaint process.

4. Let me introduce you to a fourth option.

The 30 Day Turnaround Strategy or if you prefer, the Success Acceleration Program. Whatever you call it, keep in mind this is simply four weeks of ongoing, scheduled coaching and observation. Rather than struggling with the stress of having to fire someone, now, the outcome will be the person either choosing to self-select out or back into their position.

Here’s how to enroll the underperformer to gain their commitment and buy-in around this strategy so that you can demonstrate unconditional support for them, and model this for the rest of your team.

This creates the legacy and brand you want to have as a leader tomorrow – and today.

How Managers Coach And Turnaround An Underperformer In 30 Days Or Less

Underperformance costs companies billions of dollars each year. The Gallup organization reports nearly 81% of employees are actively disengaged and only ONE out of TEN managers possess the skills and talent to manage and coach. The typical approach to address performance issues is implementing the HR compliant PIP (Performance Improvement Plan), which DOES NOT work, creates more damage in its wake, encourages fear, manipulation, bias, and burns most employees out. 

In this 45-minute session, we’re going to discuss how to:

• REMOTELY Leverage a 30-Day Coaching Strategy to AVOID your company's HR compliant Performance Improvement Plan. 
• Reduce attrition, and increase positive retention.
• Coach toxic people to create a healthier attitude.
• Improve team engagement, and achieve sales goals.
• Avoid ever having to fire someone again.
• Create a strong brand and legacy as a leader you would be proud of See less

REMOTELY COACH & TURNAROUND UNDERPERFORMERS - No More HR Performance Improvement Plan

Ever wonder why some leaders experience higher turnover, interpersonal friction, and more team challenges, while other leaders are so inspiring that they have people wanting to be part of their team, and cherish their ideas, coaching, and any new initiatives? If the level of disengagement in the workplace is at it’s highest ever, at 84%, getting on your soapbox and preaching to people about what they need to do isn’t the answer.

The answer is the language of leadership – The Art of Enrollment. When you change the conversation, you change the outcome. The ONLY way to build trust, accountability, healthy relationships, and sell more is through enrollment, so you can align people’s personal goals with their company’s objectives that creates immediate trust, buy-in, and alignment.

During this 45-minute discussion, I’m going to address the toughest issues managers and salespeople face, including how to:

• Master The Top Ten Critical Conversations every manager & salesperson must-have.
• COACH UP TO YOUR BOSS to align what you need with their agenda.
• Deliver tough messages in a way that people are receptive to that immediately improves behavior, skill, and attitude.
• Build or rebuild impenetrable trust and healthy relationships.
• Get EVERYONE bought into coaching, your ideas, and change.
• Approach difficult conversations with ease.
• Create buy-in around any new initiatives (coaching, territory or compensation changes, sales goals, CRM usage, new processes, your requests, etc.).
• Tear down departmental silos.
• Improve customer retention and acquisition.

ENROLLMENT – How Great Leaders Communicate, Connect and Ignite Change and Unity

Ask yourself, are you working from home, or living at work? 🤔 People work under intense conditions that traditional time management and life balance strategies fail to address. Especially in our remote world, your work and personal life suffer, and personal priorities, self-care, along with your quality of life become secondary in pursuit of your business goals. 

In this session of Coaching and Coffee with Keith, learn how to:
• Reduce your daily workload and create MORE time in your day. 
• Make self-care non-negotiable, learn how to BE PRESENT, and live in the moment.
• Give up being a “Yes-Aholic” and get comfortable saying, “NO” to protect your time and eliminate daily interruptions. 
• Obliterate your never-ending to-do list and get EVERYTHING done - better and faster.
• Get ahead of costly problems so YOU can own your time, not everyone or everything else.
• Never let anything compromise your priorities, integrity and values. 
• Coach others to improve their productivity and maintain a healthy, balanced life.

Life & Time Mastery - Get More Done Faster & Create Your Ideal, Balanced Life

Here's the recording of the incredible interactive session I had with the talented leaders at Anderson Windows and Doors. (After all, I have their product in my home ;-) 

Some topics we discuss are:
How do you make time for coaching?
What are the top challenges sales leaders face today and tomorrow?
How can i better manage and take control of my time and day?
How can you coach in 60 seconds or less?
Being present in order to coach!

And more! Enjoy!

LIVE Executive Leadership Coaching Event with the Leaders at Anderson Windows and Doors

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

GoTo 2023 Sales Summit Live Sales Leadership and Coaching Event

Here are some shocking statistics. One-third of new employees quit after about six months. In the 2021 Bureau of Labor Statistics report, the overall turnover rate is 57.3%. The most common reason for leaving an employer? Poor management practices. The second-most cited reason? Lack of career development opportunities, and third was a bad culture fit.

In fact, one survey found that 94% would stay at their current employer if they invested in their long-term learning and coaching!

The secret to a company’s success lies in the people you hire, and no company can afford to make a bad hire, let alone turn a good hire into a bad one who then leaves due to the lack of the right training and support from management.

But how do you find the most qualified candidate to make the right hiring decision, develop the most effective onboarding process and ensure managers have the skills for ongoing coaching, training, and development when working with a remote team?

Join me for this interactive event, where we will discuss the best practices to:

• Make the right hire, every time.
• Identify red flags during the hiring process and the first 30 days on the job.
• Successfully onboard and transition your new hire into the organization.
• Reduce turnover and Retain good talent.
• Promote internally.

4/20/23

How To Successfully Interview, Hire And Onboard Employees Remotely

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

Transformational Leadership Coaching Kick Off Event with The Leaders of the LHC Group

Take a break and listen to this interactive session I did with the Sales and Marketing Executives Council where we covered a variety of topics related to how to successfully navigate through our new hybrid business landscape, including how to:

*Sell and serve your customers. 
*Develop an engaged, productive remote team.
*Create the life balance, health and happiness you want. 
*Coach in less than one minute.
*Communicate like a world-class leader.

Lunch And Learn Sales And Marketing Executives Council - How Great Leaders Communicate

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.

CHAPcast by CHAP - Community Health Accreditation Partner

The Art of Coaching: A New Perspective on Leadership

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

Interview at the Salesforce VIP Event for Sales Executives

I had a the pleasure of being a guest on the Rural Sales Show last week. In this episode we discuss:

- Why you can't scale dependency
- Why sales managers deflect and prefer to focus on their teams instead of themselves (what I call a global epidemic)
- How to manage low performers and coach for accountability
- How to use questions to open up possibilities in coaching conversations
- The top traits of the most successful sales managers
- How to run effective sales meetings
- The importance of taking time to self-reflect to improve self-awareness

The Rural Sales Show Sales Management Masterclass

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

Why CARE is the New Sales and Leadership Strategy to Achieve Selling Success

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

Mastering Modern Selling - Transforming Sales Leadership With Keith Rosen

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

How to Coach Someone in 60 Seconds or Less

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

The One Minute Sales Coach - Why Sales Managers Prevent Their Team from Doing Their Job

How to Become a Better Listener in 45 Seconds

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

Creating a Thriving Sales Culture

Jason Cooper and I had a powerful conversation that most people either shy away from or simply forget about. Self Management. Bottom line, you can't create a thriving career while honoring your priorities and core values without owning your day and protecting your time. In this episode, discover how to:

* Reduce your daily workload and protect your time.
* Obliterate your never-ending to-do list and get more done in less time.
* Identify and manage the unplanned events that distract you from your priorities, cause stress, and waste time.
* Coach your direct reports on how they can improve their daily productivity, performance, and personal accountability.

“If You Want a Great Life, Then Schedule One.”

Own Your Day - Time Management for Sales Leaders to Create a Great Life

Scaling Up Services

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

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.

The Art and Science of the Complex Sale

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

Developing the Attitude and Mindset of Top Sales Leaders

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

Where is this step in your sales process? 🤭

When it comes to selling and coaching, who you are and how you show up is always more important than what you do. 

Here's how to make this transformation to master this "new step" in your sales process.

The Role Of Human Connection In Sales

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

Take charge of making the rules and how you want to be managed. Here's the Coaching Up talk track that will engage them to #maKEITHappen 🙂

How to Coach Your Manager

How Great Sales Leaders Manage Difficult Conversations

Here's the link to download the book and audio version: https://keithrosen.com/seven-types-of-coaching-questions/

“I don’t know what questions to ask when I’m coaching,” is the most common challenge I hear. Sure, managers tell me they’re coaching their team by asking questions. 

However, not every question is the right question, and poor, leading and manipulative questions will lead to coaching failure, and the erosion of trust.

The fact is, every manager struggles with coaching. That’s why I’ve condensed 32 years of real-world sales coaching experience into a 40 page, daily sales coaching playbook.

This isn’t just another book on the methodology of  coaching; it’s the final coaching resource you’ll ever need to help guide people to crafting their own success strategy  so you don’t have to.

It’s everything you need to know around asking the 7 types of questions that create breakthroughs and results, and when to ask them.

The 7 Killer Sales Coaching Questions is your daily coaching playbook, providing you not only with WHAT questions to ask, but WHY you’re asking them so coaching becomes a normal part of your daily communication, regardless of the situation you’re in. 

Instead of a random list of questions, this book will help you simplify the coaching process, making you a powerful, influential communicator and leader.

 You’ll learn how to:

    Build trust and break through obstacles.
    Inspire positive change, self-accountability and action using the right questions.
    Close more sales faster than ever before.
    Get your time back.
    Create breakthroughs in results, attitude and performance using one question.
    Avoid self-serving, manipulative questions that erode trust, relationships, performance,        and confidence.
    Coach skill-set, and mindset to ensure long term results.

New Book!  The Seven Killer Sales Coaching Questions

You walk into a meeting and before you finish your first sentence, you see the crossed arms. The raised brows. The silent resistance. You’re not in a conversation. You’re in a standoff.

That's why the best leaders communicate differently. The Art of Enrollment is a practical, real-world guide to help you communicate in a way that gets people to lean in, not push back. It shows you how to move from explaining and convincing… to enrolling people in the bigger vision — so they take action not because they’re told to, but because they believe in it.

Whether you’re resetting expectations, or building buy-in around a new direction, The Art of Enrollment gives you a step-by-step approach that removes the fear from confrontation and the tension from hard conversations.

How Great Leaders Communicate, Connect and Coach Up to Their Boss to Enroll Them In Change

Overview - AI Generated

Keith Rosen's Journey: Keith, with 35 years in sales and leadership, evolved from life coaching inspired by a newspaper article. He has coached in 76 countries, emphasizing support for leaders amidst uncertainty.

AI Impact on Authenticity: Concern over AI-generated content overtaking human authenticity, with 56% of LinkedIn posts being AI-written. Technology can enhance efficiency but cannot replace essential human connections in leadership and sales.

    Shifting Leadership Focus: Pandemic highlighted the need for empathy in leadership; 92% of employees contemplate job changes, emphasizing a people-over-profit culture. Coaching should foster mindset development alongside skill enhancement—shifting from traditional metric focus.

        The pandemic has underscored the importance of empathy in leadership, prompting leaders to prioritize emotional intelligence and understanding in their interactions with employees.

        With 92% of employees considering job changes, organizations must cultivate a people-over-profit culture to retain talent and enhance employee satisfaction.

        Effective coaching should focus on developing a growth mindset in addition to enhancing skills, moving away from a sole emphasis on metrics and performance targets.

How Managers Navigate Their Team to Perform Through Fear and Uncertain Times

The Toxic Coaching Trap Every Manager Falls Into that Sabotages Your Coaching ☠️ Coaching In Your Own Image. 

🚨 “This worked for me.”
🚨 “This is what I would do, so you should too.”
🚨 “This is how I like to be managed/motivated/held accountable.”

Coaching in your own image isn’t coaching - it’s projecting your perspective, ideas, and solutions to control the outcome, instead of having your team create the solutions or come to the revelation themselves. 

This a fast track to dependency, and eroded trust, engagement, coaching and performance.

Great managers don’t guide/manipulate people to take on their agenda and answer, and try and control the conversation.

They coach the individual, without judgement, by uncovering and respecting their unique goals, opinions, personal values, priorities, skills, challenges, personality, how they do things to achieve results, where they are in their life and career, and where they want to go, based on what they want, not you. So:

⚡Drop the ego.
⚡Stop assuming you know the answer and ask more questions to uncover 
the truth.
⚡Start uncovering their ideas first and what people really want and need. 
⚡Don’t "should" on people. (A "Should" is the excrement of your agenda and makes people wrong 😕) Let them self-assess and arrive at their opinion on how to do things to build confidence and a growth mindset.

Lead them, not your reflection. 🔥

The Toxic Trap Impacting Managers that Sabotages Your Coaching - Coaching In Your Own Image

Jonathan Farrington, Founder of Top Sales World and renowned author interviewed me on the unfortunate status of management and sales leadership today and why my book is the new standard for all sales leaders.

WARNING: You’ll need a strong stomach to digest these shocking statistics, as you learn why more salespeople will not hit quota this year. The good news? My new book, Sales Leadership changes everything and gives you the tools, coaching framework, and strategy to become an elite leader who develops world-class sales champions who crush their quota every year.

The State of Sales & Sales Management – Interview with Top Sales World

Keith Rosen is the CEO of Profit Builders and founder of Profit Builders, (www.ProfitBuilders.com), named one of the Best Sales Training and Coaching Companies Worldwide. Over three decades, Keith has delivered his transformational programs to hundreds of thousands of salespeople and managers in practically every industry; on five continents and in over 75 countries. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. 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 coaching book on Amazon since 2009. 

He’s been featured in Entrepreneur, Inc., Fortune, The New York Times and The Wall Street Journal. Keith was also featured on the award-winning television show, Mad Men. He was also named one of the 50 Best Salespeople of all time, along with Zig Ziglar, Steve Jobs, Dale Carnegie and Jeff Bezos.

Keith Rosen

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