Keith Rosen





Keith Rosen



Average rating: 3.89 · 239 ratings · 21 reviews · 4 distinct works · Similar authors
Coaching Salespeople Into S...

3.91 avg rating — 199 ratings — published 2008 — 10 editions
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The Complete Idiot's Guide ...

3.86 avg rating — 35 ratings — published 2003 — 4 editions
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The Complete Idiot's Guide ...

liked it 3.00 avg rating — 5 ratings — published 2007 — 6 editions
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Own Your Day: How Sales Lea...

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“1. Did you conduct one-to-one meetings with each salesperson on your team? 2. Did you ask each of them how they like to be managed? Are they coachable? 3. Did you inquire about their prior experience with their past manager? Was it positive or negative? 4. Did you set the expectations of your relationship with them? Did you ask them what they needed and expected from their manager? What changes do they want to see? 5. Did you inform them about how you like to manage and your style of management? This would open up the space for a discussion regarding how you may manage differently from your predecessor. 6. Did you let them know you just completed a coaching course that would enable you to support them even further and maximize their talents? 7. Did you explain to them the difference between coaching and traditional management? 8. Did you enroll them in the benefits of coaching? That is, what would be in it for them? 9. Did you let them know about your intentions, goals, expectations, and aspirations for each of them and for the team as a whole? 10. How have you gone about learning the ins and outs of the company?Are you familiar with the internal workings, culture, leadership team, and subtleties that make the company unique? Have you considered that your team may be the best source of knowledge and intelligence for this? Did you communicate your willingness and desire to learn from them as well, so that the learning and development process can be mutually reciprocated?”
Keith Rosen, Coaching Salespeople into Sales Champions: A Tactical Playbook for Managers and Executives



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