Keith Rosen is the man!

I read a ton. I read a ton of sales stuff. I read a ton of sales management stuff.

No one has it nailed more than Keith Rosen. I, literally, owe this guy a consulting fee for everything he has helped me with. I changed my entire management style after reading his book "Coach Salespeople into Sales Champions."

The questions he has are masterful and I use them every week during multiple coaching sessions.

I know the article below is 4 years old, but it is timeless content. If you manage people, read it now!

Are You Selling by the Numbers or Selling Blindfolded? by Keith Rosen

What Have You Learned Today? Receive & Work.

At a meeting last night (8/1/13), Dr. John Polis spoke about there being some things that can only be received because they are a gift or a condition of a contract you enter into. For example a good attitude, an open mind, positivity, faith (if you are a Christian, salvation, etc.). They are default settings that still require you to flip a switch -- to merely accept, choose, or believe -- but do not require any real work. The work has already been done; there is simply a choice to b made.

There are other things, though, that require work. Success requires work. Achieving your destiny requires work. Getting the contract signed requires work. You may be willing and wanting to do them, but if you are weak, you will not.

Don't work for that which should be received. Don't receive that for which work is required.

What Have You Learned Today? Conflict.

On August 01, 2013 at 11:31AM, I learned: You can't be a YES man all the time. You can't always just agree with every solution/idea/proposal you hear -- even if it's from your boss. We avoid conflict because of its connotations. We want to avoid a fight, a verbal thrashing, a harsh look, the tension in the room.

My Mac's Dictionary defines conflict as "an incompatibility between two or more opinions, principles, or interests." The problem with avoiding conflict is in its absence there is typically an absence of opinions, principles, or interests which are the fuel of the decision-making engine. I'm not saying to look for a fight. I'm saying make sure you put your thoughts in the discussion. They may be incompatible, but how you deal with their adoption, rejection, being ignored -- or even stolen -- is how you deal with conflict. How we deal with conflict is what creates the fight, the verbal thrashing, the harsh look, the tense room not the conflict itself.

So create some conflict and deal with it like a professional.