My favorite sales metric that is most important and ironically, the one that is poorly measured, is how effective and consistent managers are at coaching and observing their team. This is the only way to objectively assess core sales competencies, best practices, behavior, communication and attitude, which is what ultimately determines performance. Unfortunately, this is […]
Do you have millennial salespeople on your team? Do they refuse to do anything except use social media and LinkedIn for business development? Here’s how to help them execute a comprehensive prospecting strategy—both offline and online. Millennials Don’t Cold Call I’ve heard this from many frustrated sales managers. “I hired this new salesperson with great […]
During a leadership program I was facilitating in Milan, Italy, we were talking about how managers try to motivate people through the use of bonuses or incentives. The frustration quickly rose to a head in the room, as the managers shared how much they struggle with finding a way to continually motivate each person on […]

About the Author

Keith RosenKeith Rosen

A globally recognized authority on sales and leadership transformation, Keith is the pioneer of executive sales coaching and building world class sales coaching cultures by developing managers into transformational, elite leaders & coaches. Keith is the CEO of Profit Builders, named one of the Best Sales Training and Coaching Company Worldwide. Over the last three decades, Keith has delivered his programs to hundreds of thousands of salespeople and managers in practically every industry; on five continents and in over 50 countries. Keith has written several best-selling books, including the internationally acclaimed Coaching Salespeople into Sales Champions, winner of Five International Best Book Awards and the #1 best-selling sales management coaching book on Amazon for the last six years. As a leader in the coaching profession, Keith was inducted in the inaugural group of the Top Sales Hall of Fame in recognition for his outstanding contributions in sales and leadership development. Inc. magazine and Fast Company named Keith one of the five most influential executive coaches. He’s been featured in Entrepreneur, Inc., Fortune, The New York Times and The Wall Street Journal. Keith was also featured on the award-winning television show, Mad Men and was one of the first out of only a handful of coaches who earned the distinguished Master Certified Coach designation credentialed through the International Coach Federation. Find out more at www.KeithRosen.com