The Toxic Coaching Trap Every Manager Falls Into that Sabotages Your Coaching ☠️ Coaching In Your Own Image.

🚨 “This worked for me.”

🚨 “This is what I would do, so you should too.”

🚨 “This is how I like to be managed/motivated/held accountable.”

Coaching in your own image isn’t coaching - it’s projecting your perspective, ideas, and solutions to control the outcome, instead of having your team create the solutions or come to the revelation themselves.

This a fast track to dependency, and eroded trust, engagement, coaching and performance.

Great managers don’t guide/manipulate people to take on their agenda and answer, and try and control the conversation.

They coach the individual, without judgement, by uncovering and respecting their unique goals, opinions, personal values, priorities, skills, challenges, personality, how they do things to achieve results, where they are in their life and career, and where they want to go, based on what they want, not you. So:

⚡Drop the ego.

⚡Stop assuming you know the answer and ask more questions to uncover

the truth.

⚡Start uncovering their ideas first and what people really want and need.

⚡Don’t "should" on people. (A "Should" is the excrement of your agenda and makes people wrong 😕) Let them self-assess and arrive at their opinion on how to do things to build confidence and a growth mindset.

Lead them, not your reflection. 🔥

Overview - AI Generated

Keith Rosen's Journey: Keith, with 35 years in sales and leadership, evolved from life coaching inspired by a newspaper article. He has coached in 76 countries, emphasizing support for leaders amidst uncertainty.

AI Impact on Authenticity: Concern over AI-generated content overtaking human authenticity, with 56% of LinkedIn posts being AI-written. Technology can enhance efficiency but cannot replace essential human connections in leadership and sales.

Shifting Leadership Focus: Pandemic highlighted the need for empathy in leadership; 92% of employees contemplate job changes, emphasizing a people-over-profit culture. Coaching should foster mindset development alongside skill enhancement—shifting from traditional metric focus.

The pandemic has underscored the importance of empathy in leadership, prompting leaders to prioritize emotional intelligence and understanding in their interactions with employees.

With 92% of employees considering job changes, organizations must cultivate a people-over-profit culture to retain talent and enhance employee satisfaction.

Effective coaching should focus on developing a growth mindset in addition to enhancing skills, moving away from a sole emphasis on metrics and performance targets.

You walk into a meeting and before you finish your first sentence, you see the crossed arms. The raised brows. The silent resistance. You’re not in a conversation. You’re in a standoff.

That's why the best leaders communicate differently. The Art of Enrollment is a practical, real-world guide to help you communicate in a way that gets people to lean in, not push back. It shows you how to move from explaining and convincing… to enrolling people in the bigger vision — so they take action not because they’re told to, but because they believe in it.

Whether you’re resetting expectations, or building buy-in around a new direction, The Art of Enrollment gives you a step-by-step approach that removes the fear from confrontation and the tension from hard conversations.

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 Difficult 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