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.