#436. How to Improve Sales Productivity Through Coaching. With Keith Rosen.
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 of #Accelerate!
[1:01] Keith has created his ideal life. He has coached sales leaders for the last 30 years around the globe in over 60 countries, for all aspects of the sales process.
[2:27] Keith started sales in college, door-to-door, selling mortgages, remodeling, and home security systems. Keith focused on making salespeople into great coaches, and started his business to address that objective.
[5:31] Keith compares trusted advisors to coaches. In selling, the same questions apply as in coaching.
[6:39] Keith discusses best practices in three areas: questions we ask; critical questions we fail to ask; and changing what we do and how we think. Then he offers a simple way to change our behaviors. One key desired behavior is to ask questions.
[11:43] If you have to close someone, you’re not doing your job.
[12:48] Coaching wasn’t always common. When Keith started coaching, people wanted to know the team. Keith says the coaching gap today is with sales managers.
[16:53] Keith insists that technology and data do not replace individual coaching. Coaching isn’t to gather data, but to help improve behaviors. Data doesn’t reveal why a seller excels. Why is observation necessary?
[23:54] Hiding behind technology makes it easier to avoid personal connections. LinkedIn is for connecting, and building relationships, not for spamming.
[26:01] Consumer retail isn’t dependent on relationships, but complex B2B certainly is. In B2B, you want to like the person from whom you are buying.
[26:59] A to-do list is ineffective, and usually you put things off, because there is no accountability. Anything that cycles consistently, needs to go on a calendar, not a list. Only one-time items belong on a to-do list.
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More about Keith Rosen
When you are out selling your products and services, what is your most powerful sales attribute?
Who is your sales role model?
ZIg Ziglar. I find him to be the most authentic, kind, ethical, moral person on this planet. He truly is a model of what other people aspire to be.
What’s one book that every salesperson should read?
Amp Up Your Sales: Powerful Strategies That Move Customers to Make Fast, Favorable Decisions, by Andy Paul.
What music is on your playlist these days?
I saw 40 concerts this summer. Bruce Springsteen, Everclear, Collective Soul, Grateful Dead, Green Day. Also, Classic rock, Phish, and more.
Contact Keith Rosen
Contact Keith: info@ProfitBuilders.com
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Andy is the host of the top-rated 6-day per week podcast, Accelerate!, the go-to resource for the best sales advice online. He is the author of Amp Up Your Sales: Powerful Strategies That Move Customers To Make Fast, Favorable Decisions. Amp Up Your Sales is on HubSpot's list of the 20 Top Rated Sales Books of All Time. He is also the author of Zero-Time Selling: 10 Essential Steps to Accelerate Every Company’s Sales (which won Top Sales World's award as one of the Top 3 Sales & Marketing books of 2011.)