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    sales coaching

    How to Make Every Conversation a Coaching Conversation Using One Question by Keith Rosen

    The biggest complaint I hear from managers is they don’t have time to coach, especially when they’re spending most of their time helping their team close more sales, resolve problems and handle customer issues. During these time-sensitive situations, compounded with the pressure to drive results, they feel they must be direct and tell people what they have to do, right? Not exactly.

    by Keith Rosen

    What Should We Add to Membrain’s Coaching Cockpit?

    If there’s one thing almost all sales experts agree on, it’s that sales coaching is critically important. And that too few are doing it effectively.

    by George Brontén

    Why most managers should quit their job today

    Here’s a painful paradox. Managers create the very problems they try to avoid. That’s why it’s time for you to quit your job. No, I’m not suggesting to hand in your resignation letter but to resign from your toxic role as Chief Problem Solver.

    by Keith Rosen

    63+ open-ended questions for your sales coaching

    Great sales coaches are the critical multiplier for sales performance, and open-ended questions are one of the most powerful tools in the coaching toolbox.

    by George Brontén

    How companies set up their managers to fail at coaching

    I was talking with a worldwide head of sales and their sales enablement team. They said they want their managers to start proactively coaching effectively and consistently. Throughout the conversation, everyone kept making a similar comment. “WE WANT ALL MANAGERS TO COACH 70% OF THE TIME.”

    by Keith Rosen

    Did your buyer say what your salesperson heard? Probably not.

    In theory, conversation is easy. Humans are built for it. I say something, you hear it and respond, and I hear your response. We exchange information and both of us walk away understanding each other better.

    by George Brontén
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