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12 Coaching Questions That Build Accountability

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12 Coaching Questions That Build AccountabilitySales Coaching, Sales Management

by Keith Rosen on February 17, 2010 with 1 comment

These questions uncover the salespeople’s level of ownership and accountability around their goals, their job, and their problems – even down to the way they want to be managed and held accountable. These questions shift the responsibility back to the salespeople who are avoiding it and build in further accountability around their position. Take a …

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12 Coaching Questions That Fuel Momentum & Drive Change

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12 Coaching Questions That Fuel Momentum & Drive ChangeSales Coaching, Sales Management

by Keith Rosen on February 12, 2010 with 4 comments

Here are 12 action-oriented questions that instill accountability, fuel momentum and inspire people to create their own solutions. We’re all looking for results today – fast. But standing at the podium preaching to your team about change and needing to work harder gets real old and tiring for both you and your team. Moreover, it …

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11 Coaching Questions to Address Self-Sabotaging Behavior

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11 Coaching Questions to Address Self-Sabotaging BehaviorSales Coaching, Sales Management

by Keith Rosen on February 11, 2010 with 3 comments

Like most people, the majority of managers do not like confrontation and have a tendency to avoid it at all costs. Here are 11 – million dollar coaching questions you can use to gently broach touchy topics, encourage self-reflection and create personal ownership around behavior. I’m a huge advocate of motivating people by tapping into …

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Asking the Right Questions at the Right Time When Coaching

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Asking the Right Questions at the Right Time When CoachingSales Coaching

by Keith Rosen on February 5, 2010 with 0 comment

The tool used consistently by the world’s best coaches when approaching any scenario are questions. Not just any questions but powerful, creative, and well-crafted questions delivered at the right time, in the right way, to the right person. Questions are at the very core of all coaching tools and strategies. Questions are the essence of …

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Where Does Coaching Fall as a Priority for Sales Managers?

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Where Does Coaching Fall as a Priority for Sales Managers?How to Manage Your Team

by Keith Rosen on January 26, 2010 with 1 comment

There’s no activity that will drive more sales and produce better results that would be considered more important than effective coaching. As such, it’s the most important priority for every manager. So, why should coaching be a priority? In the spirit of efficiency, here are just a few reasons why. If you are coaching your …

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How to Ensure Long Term Success with Coaching Initiatives

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How to Ensure Long Term Success with Coaching Initiativescoaching for managers, Sales Coaching

by Keith Rosen on January 22, 2010 with 1 comment

There are various opinions about the importance of coaching. Some even argue that sales managers shouldn’t be coaches at all. So where should coaching fall as a priority for a sales manager and why? Failed coaching initiatives happen frequently in many organizations for a variety of reasons. The main reason is that, quite frankly, coaching …

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Should All Sales Managers Be Sales Coaches?

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Should All Sales Managers Be Sales Coaches?How to Manage Your Team

by Keith Rosen on January 21, 2010 with 1 comment

The answer is both yes and no. Coaching is the missing discipline of leadership; a learned and developed skill every manager would benefit from learning. But it’s not always so cut and dry. Where should “coaching” fall as a priority for a sales manager and why? It’s difficult to determine the priority level of coaching …

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Reaching Year End Sales Goals – The Coaching Conversation Every Manager Needs to Have With Their Salespeoplecoaching for managers, Communication, Executive Coaching, Sales Coaching, Sales Management, training for managers

by Keith Rosen on January 18, 2010 with 1 comment

It’s the third week in January. Do you know where your goals are? At this point, a good number of managers have already set their 2010 sales goals for themselves and for their sales team. Whether these goals were sanctioned from the top, developed through a mutual collaboration between the salesperson and the sales manager, …

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