Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster. .”

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

The Center for Sales Strategy

MARCH 2, 2021

If you answered yes to one, or either, of these questions then take a closer look at this article as we help you coach and develop the people with strengths of Discipline and Positivity. Do you have salespeople on your team that enjoy routine and structure? What about reps who have contagious enthusiasm?

Positioning 80

Positioning Coaching Sales Talent Customer 80

SBI Growth

SEPTEMBER 28, 2023

In thinking about growth imperatives for 2024, leading chief revenue officers (CROs) have been looking into ways to harness artificial intelligence (AI) for sales productivity, empowering sales teams to accelerate deal cycles, and assessing sales talent to enable personalized coaching.

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Conversion Sales Talent Coaching Revenue 194

The Center for Sales Strategy

MARCH 15, 2021

It’s important to understand the innate talents of each person and consistently coach them to maximize their strengths, work around their weaknesses, and turn talent into performance. To successfully manage and lead others, you must understand what makes each of your team members unique and individualize your approach.

Coaching 74

Coaching Sales Talent Customer Maximizer 74

The Center for Sales Strategy

MARCH 7, 2024

In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy. Today, we’re asking the question, “Why are so many media sales managers lacking superstar talent?” Why managers can’t nurture their superstar talents by “coaching from the locker room.”

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Media Sales Management Report Coaching 129

Force Management

FEBRUARY 28, 2024

Leading your organization to sustained revenue growth begins by honing your greatest asset: your talent. When organizations invest in the learning, coaching, and development needed to level-up each team and player, they give themselves a competitive advantage at every touch-point in the customer journey.

Lead Rank 107

Lead Rank Lead Scoring Face-to-face Coaching 107

The Center for Sales Strategy

FEBRUARY 22, 2021

We all have strengths, and we all have weaknesses — and like fingerprints, each of our talent combinations is entirely unique. Managers get stuck in that trap as well, wasting much of their time coaching in a way that feels like teaching a fish to climb a tree.

Coaching 75

Coaching Sales Talent Margin Energy 75

Sales and Marketing Management

MAY 16, 2022

Knowing how to attract, develop and retain high-level talent is invaluable amid the current market environment. The presence of a reliable, coach-like manager who displays a commitment to their personal development will make sellers a lot less inclined to seek employment elsewhere.

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Training Coaching Marketing How To 316

The Center for Sales Strategy

APRIL 2, 2024

Given the similarities, a sales team can benefit from coaching the same way athletes do. For salespersons, coaching can help refine critical skills like negotiation, communication, confidence, and decision-making.

Coaching 107

Coaching Examples Negotiation Benefit 107

Steven Rosen

JULY 24, 2023

How do you unleash the power of your sales leadership team? In the fast-paced and ever-evolving world of sales, success is dependent on the capabilities of the sales leadership team. I believe that investing in the development of this critical team is the best use of resources for any VP of Sales.

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Sales Leadership Retention SalesForce Objections 156

Steven Rosen

JANUARY 14, 2024

Colleen Stanley and Steven Rosen discuss the role of a sales leader as not just bringing in the numbers but developing their salespeople into self-managing individuals. ” – Steven Rosen “Unbelievably talented sales leaders still fall into that trap of rescuing their salespeople versus developing their salespeople.”

Revenue 156

Revenue Journal Coaching Sales Leadership 156

Increase Sales

FEBRUARY 21, 2012

Many of the sales training coaching programs focus on bad sales talents or sales skills (what people do not do well) instead of good talents (what people do well). They may even abandoned their natural sales skills because of this focus on bad sales talents.

Sales Talent 87

Sales Talent Coaching Training Cold Calling 87

Anthony Cole Training

JANUARY 5, 2023

I would like to provide you with an alternate perspective to LinkedIn's article- a list of 9 Do’s you can use when looking for and hiring new talent.

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Hiring LinkedIn Coaching Company 240

Steven Rosen

JANUARY 13, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Because simple often wins, you can’t coach without a playbook.”

Sales Management 156

Sales Management Hiring Retention Coaching 156

Understanding the Sales Force

APRIL 15, 2024

They make trades, call up talent from their minor league team, move people around, and take a “next man up” philosophy. This is a great time to upgrade your sales team. A sales team evaluation shows who will and won’t be able to develop the necessary skills to succeed in this worsening selling environment.

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Hiring Discount Decision Maker Call-back 182

Steven Rosen

MARCH 12, 2024

In this episode of the Sales Leadership Awakening podcast, hosts Colleen Stanley and Steven Rosen discuss the significant changes in sales post-COVID-19. They address the reluctance of sales reps to return to face-to-face selling and the importance of embracing in-person meetings. Setting clear expectations is essential.

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Face-to-face Lead Rank Sales Leadership Benefit 156

SBI Growth

MAY 3, 2023

ACME sought to improve its sales productivity and create value in its ever-growing organization. To accomplish this goal, they implemented a talent assessment to understand their teams' performance better.

Quota 156

Quota Revenue Coaching Sales 156

Steven Rosen

FEBRUARY 22, 2022

Sales is a team sport and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its individual members. Effective sales coaching is about helping your salespeople get better at what they do. Who, exactly, seeks out a coach?

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Sales Coaching Coaching Sports Motivation 177

Steven Rosen

JANUARY 9, 2024

In this 3:01 video, Colleen Stanley and Steven Rosen stress that sales leaders must hold their teams accountable for performance. Managers can support, coach, and provide resources, but ultimately, it’s up to the individual to perform. The Hyper-Responsibility Trap Really good sales leaders are hyper-responsible.

Account 156

Account Coaching Sales Leadership Resources 156

Steven Rosen

JANUARY 9, 2024

In this 3:01 video, Colleen Stanley and Steven Rosen stress that sales leaders must hold their teams accountable for performance. Managers can support, coach, and provide resources, but ultimately, it’s up to the individual to perform. The Hyper-Responsibility Trap Really good sales leaders are hyper-responsible.

Account 156

Account Video Coaching Sales Leadership 156

Bernadette McClelland

DECEMBER 30, 2023

Sales Leadership At A Crossroad? TOP LEVEL LEADERS – Remove your bias of what you believe a business/sales/sales leadership coach to be. What if it led to top talent retention or the knowledge that your company values were being met whilst also impacting families? Then This Is Your Road to Success!

Sales Leadership 195

Sales Leadership Hiring Pivotal Loyalty 195

Allego

MAY 17, 2023

As the pressure for sales teams to succeed increases, so too does the need for sales leaders to develop their sellers’ skills and potential. First, many sales leaders rely on an outdated sales leadership approach. In fact, 76% of sales leaders have too many demands on their time, Brandon Hall Group research shows.

Positioning 113

Positioning Hiring Strategy Scale 113

Revegy

JULY 31, 2023

Building an effective sales team goes beyond recruiting, hiring, and onboarding the right talent. It requires managing your team with proven sales coaching training strategies to ensure members reach their full potential.

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Sales Coaching Hiring Coaching How To 98

Sales Hacker

MAY 18, 2018

The post How to Recruit, Assess and Coach Jedi Sales Talent appeared first on Sales Hacker.

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Sales Talent Coaching How To Sales 40

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. They really loved it!”. What specifically are companies doing?

Survey 358

Survey Coaching Training Sales Management 358

The Center for Sales Strategy

JANUARY 30, 2023

Do you ever wonder if you could be getting more out of your sales team? What if you could better understand their strengths and weaknesses and coach them to reach their full potential? Understanding the talents of each person on your team and coaching to these talents allows you to grow the individual and the organization.

How To 78

How To Coaching Sales Talent Sales 78

Sales and Marketing Management

JANUARY 31, 2021

Hiring and onboarding are an expensive undertaking, so companies are incentivized to train new sales reps quickly and ramp faster. But, many organizations tend to rely on these programs and miss the golden opportunity to continue upskilling sales reps throughout their time at the company. That’s where sales coaching comes in.

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Sales Coaching Coaching Top of Funnel Hiring 317

Understanding the Sales Force

NOVEMBER 10, 2023

And “We don’t know what we don’t know about sales” is a true statement in most companies. As a result, they can’t anticipate when in a sales cycle or sales process they will be impacted, and don’t have the awareness to take steps to work around it and improve.

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Company Hiring Scale Forecasting 212

The Center for Sales Strategy

OCTOBER 25, 2018

And you may sometimes feel like many of the other sales managers I talk to every day…. They can be overly sensitive and more focused on making friends than making sales.”. As a Talent Analyst, I spend a lot of time identifying people’s innate sales talents and helping managers make smart selection decisions.

Sales Talent 78

Sales Talent Hiring Coaching Maximizer 78

Steven Rosen

AUGUST 8, 2023

Here are a few considerations when addressing sales performance management issues. Some of these processes can take 3 -6 months to determine whether the sales rep can address their performance gaps or if not, are fired. When addressing performance management issues, sales managers will use formal Performance Improvement Programs (PIP).

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Call-back Maximizer Sales Management ACT 156

The Center for Sales Strategy

SEPTEMBER 22, 2020

Sales coaching isn’t a one-size-fits-all process. Each salesperson on your team offers a special blend of talent. As a leader, your responsibility is to coach based on a clear understanding of all their strengths and weaknesses. You know that coaching your team as individuals is essential to their growth and success.

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Coaching Sales Coaching Sales Talent Sales 118

Force Management

JULY 14, 2021

Build a process you and your managers can leverage to make your B2B sales talent a competitive advantage. The remote and hybrid work environment provides companies the opportunity to hire talent with fewer geographical restraints creating the ability for leaders to expand their talent pool.

Hiring 142

Hiring Sales Talent Maximizer Competition 142

The Center for Sales Strategy

AUGUST 16, 2022

On a coaching call last week, a manager and I were discussing a seller new to his team. On pulling up this person’s sales assessment, all I could think was, “WOW! Look at all that talent!” Why was this highly talented person struggling, and is coaching them worth the effort? So much potential.

Coaching 122

Coaching Sales Talent Sales 122

The Center for Sales Strategy

AUGUST 15, 2023

In this episode, we’re wrapping up our season-long coverage of The Center for Sales Strategy’s latest Talent Magazine. Beth makes so many awesome points, like: How 360 Executive Coaching allows leaders to see both where they are using their strengths as well as areas where they could stand to develop their strengths even more.

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Coaching Intent Groups Opportunity 104

Sales Gravy

JUNE 15, 2023

Transitioning Into A Career In Sales In this episode of the Sales Gravy Podcast, Art Munin, Ph.D. from Liaison International joins guest host Gina Trimarco, Sales Gravy Master Trainer and Director of Coaching Programs, after impressively pitching himself with a Bonjovi guitar serenade.

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Influencer Coaching Strategy Sales 97

Janek Performance Group

NOVEMBER 15, 2023

For football, basketball, and sales teams, superstars will always be in high demand. For sales leaders, the challenge is twofold: finding top sales talent and coaching high performers to expand their capabilities. The Definition of a Sales Superstar By definition, superstars are rare.

Coaching 62

Coaching Hiring Strategy Construction 62

SBI Growth

MARCH 25, 2014

Your Sales Leaders talk to their people on a regular basis. This post explores how sales coaching can improve retention. Talent Management Sales Leader sales coaching Sales Turnover' You have forecasting calls every other week. Pipeline reviews. One-on-ones. But something’s missing.

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Sales Coaching Coaching Forecasting Retention 303