EXTREME LEADERSHIP - Behind the Boardroom with Managers and Sales Teams

In this episode of Behind the Boardroom, host Jason Cooper welcomes back globally recognized sales leadership authority Keith Rosen for an insightful conversation about humanizing leadership in the modern business era. Drawing from his latest book, *Crucial Coaching Conversations*, Rosen breaks down how managers must shift from simply managing activity to adopting coaching as a language of intentional communication. The discussion navigates the fast-paced evolution of AI and technology, emphasizing that while tools can surface performance data, they lack the "heart" and empathy required to truly connect and mitigate employee fear. Key takeaways from the episode include exploring the "art of enrollment" to align personal priorities with business objectives, understanding how to coach through mindset assumptions rather than managing future-based fears, moving away from the toxic habit of being a "chief problem solver" to scale team independence, and implementing a holistic 360-degree coaching culture where everyone—from the CEO down to cross-functional peers—remains coachable.

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

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

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

In the latest episode of Mastering Modern Selling, we discuss the transformation that salespeople and managers need to make to reconnect with buyers and customers in a new and deeper way in order to develop more meaningful, authentic relationships that drive more sales. The predominant sales and leadership strategy today is - CARE.

COACHING TAKES TOO LONG! If you believe this, you're not coaching. Are you interrogating your team or collaborating with them? Here's how to coach someone in 60 seconds or less.

I had a the pleasure of being a guest on the Rural Sales Show last week. In this episode we discuss: - Why you can't scale dependency - Why sales managers deflect and prefer to focus on their teams instead of themselves (what I call a global epidemic) - How to manage low performers and coach for accountability - How to use questions to open up possibilities in coaching conversations - The top traits of the most successful sales managers - How to run effective sales meetings - The importance of taking time to self-reflect to improve self-awareness