Quotes from Keith Rosen

If you do not have a defined process that moves your people forward so the can achieve greater results, then what is it you are managing?

I ask managers, "What exactly is it you manage?" Although they say manage people, the truth is that managers today spend most of their time managing processes, projects, data, problems and information. If you don't have a defined process that moves your people forward so they can achieve GREATER RESULTS, then what is it you are managing? You're managing the status quo.

The traditional scenario to facilitate change is typically a stressed-out manager who lays the same stress on his salespeople that his boss dumped on him. "Work harder; get focused; our jobs can be on the line; just bring in some more business." This hollow approach seldom drives change.