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.

How Great Sales Leaders Manage Crucial Sales Coaching Conversations by Keith Rosen

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 🙂

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.

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

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.

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

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.”

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

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.