Steven Rosen

NOVEMBER 14, 2021

I would get my sales team to begin building plans for a strong start in the upcoming year at this time of year. Far too many companies will spend the first quarter answering questions to senior management as to why sales aren’t coming in rather than focusing on executing their business plans.

Consumer 374

Consumer Analysis Territories Account 374

Sales and Marketing Management

JULY 26, 2018

Compare that to 2016, when CRM penetration surged to 74 percent but goal attainment dropped to 55.8 percent, and it’s clear that data by itself is not the key to sales success. This creates a new challenge for sales management: how do you train your sales team? This is unexplored territory?—?and

Training 206

Training Penetration Government CRM 206

Steven Rosen

NOVEMBER 23, 2015

If you are chasing your 2015 sales numbers you need to return from this holiday weekend highly energetic, focused and ready to sprint to the finish line. The other reality is that 2016 is only 36 days away. When I was running a sales force I was equally highly focused on finishing the year off and starting the next year even stronger.

Consumer 120

Consumer Analysis Territories Account 120

Sales Training Connection

OCTOBER 4, 2016

If not you will end up with everyone doing their own thing and having a fair number of sales reps being less effective than they could be if you pursued a systematic approach to improving the sales process. Today companies in most markets are undergoing transformational changes. ©2016 Sales Momentum ® LLC.

Sales Process 113

Sales Process Scale Territories Sales 113

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Partners in Excellence

SEPTEMBER 28, 2016

As many of us prepare to descend on Dreamforce 2016, I look at it with some trepidation. It seems Dreamforce has become the magnet for all the sales and marketing automation suppliers to trot out their shiny new toys and releases, enticing us to buy. Lead gen, demand gen, lead management. Email and messaging.

Marketing 48

Marketing Lead Gen System Tools 48

Customer Centric Selling

DECEMBER 20, 2016

I realized very quickly that if I was going to fulfill my revenue obligation to my employer and earn the amount of money I wanted to make, I was going to have to come up with a plan - a Territory Sales Plan. However, what I did have was basic management training, skills, and education. Discounting: What has it cost you in 2016?

Revenue 40

Revenue Territories How To InsideView 40