Steven Rosen

NOVEMBER 7, 2022

Many companies are going through their annual planning process. Multinational companies have well-defined brand planning processes. I help companies meticulously plan the execution of their strategic marketing plans. Strategy and Strategy Execution. The team responds and builds a bottom-up forecast and a tactical business plan.

Strategy 380

Strategy Call-back Objections Forecasting 380

Steven Rosen

MAY 31, 2021

Like most companies, some kind of process exists in-house that is sort of known and sort of used. Systematic: Companies/sales managers that have well-defined steps to follow when choosing candidates will get better results. Some companies also may conduct additional interviews by other managers and HR during this step.

Hiring 386

Hiring Territories Energy Sales 386

Steven Rosen

FEBRUARY 7, 2024

She highlights the impact of handwritten notes and personalized recognition on individuals and the overall company culture. She emphasizes the power of recognition and fostering a culture of trust and consistency. Rika’s insights provide valuable lessons for sales leaders looking to create a positive and motivating team environment.

Social Media 156

Social Media Sales Leadership Media Face-to-face 156

Steven Rosen

FEBRUARY 7, 2024

Her insights emphasize the significant impact of personalized recognition on individuals and the broader company culture. Rika shares her personal experiences and strategies for cultivating a culture of recognition and consistency, especially during times of change.

Video 156

Video Motivation Sales Leadership Meeting 156

Steven Rosen

AUGUST 12, 2021

In certain countries, as much as 88% of companies use coaching. Understanding why it works and learning how to use it is helping executives be better at their jobs, and it’s saving companies a ton of money. Today’s companies are people companies. Executive Coaching Gets Results. Plain and Simple.

Coaching 374

Coaching Guarantee Travel ROI 374

Steven Rosen

NOVEMBER 14, 2021

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. Top companies are focused on being ready to start the year off with a bang. So, what are sales eagles doing?

Consumer 374

Consumer Analysis Territories Account 374

Steven Rosen

JANUARY 14, 2024

Many companies struggle with executing their plans and strategies, leading to missed opportunities and underperformance. The Challenge of Execution According to numerous studies, a staggering percentage of companies fail to execute their plans. It’s a word that often elicits a sense of dread and resistance.

Video 156

Video Competition Coaching Strategy 156

Steven Rosen

APRIL 18, 2022

Success in attracting, selecting, and hiring top performers depends more on a company’s process than the manager’s ability to hire. Like most companies, some hiring processes exist in-house that are sort of known and sort of used. Recognizing the difference is challenging! Your Hiring Process is Key.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Steven Rosen

APRIL 10, 2024

Conclusion Making a bad hire can have significant financial and operational consequences for a company. Additionally, incorporating psychometric assessments into the hiring process can provide an additional layer of objectivity and help identify candidates with suitable sales DNA.

Hiring 296

Hiring Strategy Negotiation Ideal Customer Profile 296

Steven Rosen

JANUARY 16, 2023

Your success is directly related to achieving or exceeding company revenue objectives. Bold sales leaders are effective communicators who create a clear and compelling message that aligns the team with the company’s goals and objectives. You need to determine how to lead your team to achieve your objectives.

Leads 317

Leads Marketing Qualified Lead Face-to-face Sales Leadership 317

Steven Rosen

JANUARY 14, 2024

Lack of Execution: Three Common Themes and Examples When it comes to execution, many companies struggle to follow through on their strategies. An example of addressing these themes is a company that identified messaging, planning, and selling skills as its top three critical success factors.

Strategy 156

Strategy Sales Leadership Competition Coaching 156

Steven Rosen

JANUARY 13, 2024

Stanley advocates that companies create “hiring playbooks” with ideal sales profiles and structured interview guides instead of winging the recruiting process. Mastering soft skills like “emotion management,” “empathy and assertiveness,” and regulating one’s own emotions are also vital.

Sales Management 156

Sales Management Hiring Retention Coaching 156

Steven Rosen

FEBRUARY 2, 2017

Why Companies Fail to Execute. I find it shocking that statistics show that 60%-90% of companies fail to execute their strategies. Before we get into the reasons why companies fail to execute, let’s agree that most companies fail to execute and that execution is a highly critical issue that companies face.

Face-to-face 326

Face-to-face Survey Sports Follow-up 326

Steven Rosen

APRIL 14, 2024

Adaptation to Work Environment: Evaluating a candidate’s fit with the company’s culture and work environment. Understanding Motivation & Closing Techniques: Gaining insights into what drives a candidate and how they close deals.

Hiring 156

Hiring Forecasting Exercises Retention 156

Steven Rosen

FEBRUARY 11, 2024

One of the best examples involves a company introducing new business development goals. Integrating sales and learning goals empowered the company to support its salespeople effectively with resources and training, leading to successful execution.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

Steven Rosen

MARCH 4, 2021

The days of adding sales forces are dead, and companies are struggling to find ways to deliver value to their customers. Many companies have realized that to understand better and meet customer needs they have had to evolve from a centralized/marketing focus to a customer-centric model. It’s time to find solutions.

Territories 194

Territories Survey Coaching Sales Management 194

Steven Rosen

JANUARY 9, 2024

Legacy Reps and New Markets Legacy reps, who have been with the company for a long time and manage a large business book, present a unique challenge. Companies like LinkedIn have even tied some sales managers’ bonuses to the number of coaching meetings conducted, emphasizing the importance of coaching in driving success.

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177

Steven Rosen

MARCH 18, 2023

Your company has rolled out sales manager coaching training. There are several approaches companies can take to ingrain sales coaching training. If you have had no coaching training during COVID, I suggest you find a way to brush up on your coaching skills. The Problem: Coaching isn’t Easy Maybe you’re lucky.

Coaching 156

Coaching Hiring Sales Coaching Sales Management 156

Steven Rosen

JANUARY 9, 2024

Legacy Reps and New Markets Legacy reps, who have been with the company for a long time and manage a large business book, present a unique challenge. Companies like LinkedIn have even tied some sales managers’ bonuses to the number of coaching meetings conducted, emphasizing the importance of coaching in driving success.

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

Steven Rosen

JANUARY 9, 2024

Legacy Reps and New Markets Legacy reps, who have been with the company for a long time and manage a large business book, present a unique challenge. Companies like LinkedIn have even tied some sales managers’ bonuses to the number of coaching meetings conducted, emphasizing the importance of coaching in driving success.

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

Steven Rosen

SEPTEMBER 25, 2021

Experts estimate that 90 percent of companies fail to execute their marketing strategies. The fact remains that companies/business units that do a great job on both strategy and execution are crushing their sales numbers and will continue to do so. Business success is a function of brilliant strategies and excellent execution.

Strategy 227

Strategy Objections System Meeting 227

Steven Rosen

JULY 5, 2016

It’s called Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers , and it’s for fast company entrepreneurs, sales VPs and sales managers, large account sales team leaders from inside sales and field sales—whether you’re already managing global accounts or you haven’t yet gone global with your biggest accounts.

Customer 136

Customer Account Inside Sales Field Sales 136

Steven Rosen

OCTOBER 25, 2018

Experts estimate that 90 percent of companies fail to execute their marketing strategies. The fact remains that companies/business units that do a great job on both strategy and execution are crushing their sales numbers and will continue to do so. Business success is a function of brilliant strategies and excellent execution.

Strategy 373

Strategy Objections System Meeting 373

Steven Rosen

MARCH 2, 2023

5 Ways to Stay Inspired Paul Smith is the Sales Director of a leading technology company. Let’s See How Paul’s Organization Inspires Him Sales leaders are responsible for meeting company revenue targets, motivating their teams and ensuring customer satisfaction. His recent promotion finds him managing managers.

Hiring 227

Hiring Face-to-face SAP Energy 227

Steven Rosen

AUGUST 8, 2023

Companies have set up a process for addressing performance issues. Companies that are truly performance-based should be focused on continual improvement from all their sales reps. I believe that non-performing players need to get their act together, or there is no place for them on the team.

Call-back 156

Call-back Maximizer Sales Management ACT 156

Steven Rosen

JULY 5, 2016

It’s called Whale Hunting with Global Accounts: Four Critical Sales Strategies to Win Global Customers , and it’s for fast company entrepreneurs, sales VPs and sales managers, large account sales team leaders from inside sales and field sales—whether you’re already managing global accounts or you haven’t yet gone global with your biggest accounts.

Customer 120

Customer Account Inside Sales Field Sales 120

Steven Rosen

JUNE 20, 2019

Your company has rolled out sales manager coaching training. There are a number of approaches companies can take to ingrain sales coaching training. If you have had no training in the last 2 years on how to coach, I suggest you find a way to brush up on your coaching skills. The Problem: Maybe you’re lucky.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

Steven Rosen

OCTOBER 2, 2020

Companies that have been quick to adapt have been able to mitigate the impact of COVID. These companies are the ones that are performing better than their competitors. Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. .

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Steven Rosen

MARCH 2, 2017

Many companies call this “Values and Behaviours”. When it comes to evaluating the sales rep, overall performance companies will look at sales performance and values and behaviors equally. This week I had two coaching sessions with sales managers from different companies. In fact, the company has helped to create this monster.

Energy 275

Energy Face-to-face Comparison Sports 275

Steven Rosen

NOVEMBER 13, 2023

They champion agile decision-making, encouraging a culture where team members are empowered to make decisions that benefit the customer and the company. Agility in Decision-Making: A Core Strategy of BOLD Leadership The strategies of BOLD leaders emphasize the ability to make swift, informed decisions in the face of market fluctuations.

Strategy 156

Strategy Face-to-face Guarantee Lead Rank 156

Steven Rosen

AUGUST 26, 2021

Companies that fail to communicate the compensation plan in the first month of the year tend to lag compared to their proactive competitors. Given that your company has already rolled out their plan, you must address your reps’ questions or concerns. If not, then what the hell are you waiting for?

Compensation 386

Compensation Lead Rank Lead Scoring Quota 386

Steven Rosen

JUNE 3, 2020

You are still responsible for generating your company’s revenue, and your colleagues are counting on your efforts and that of your entire team. The COVID lockdown has cost companies millions in dollars of sales. Do you want to close the sales gap? Doing nothing is not an option! Now is the time to get sales on track.

Sales Leadership 394

Sales Leadership Closing Face-to-face Coaching 394

Steven Rosen

AUGUST 11, 2017

Many companies have highly sophisticated rigorous marketing processes, resulting in strong brand plans and marketing strategies. Yet, statistics show that 60%-90% of companies fail to execute their strategies. Even with brilliant marketing strategies and a solid management team, many companies miss their sales objectives.

Strategy 197

Strategy Pharmaceuticals Face-to-face eBook 197

Steven Rosen

FEBRUARY 5, 2017

Yet only 50% of companies are investing in the ongoing development of core sales management skills. What is your company doing to help you to upgrade your skills and improve your performance? What are you doing to ensuring that you are “sharpening the saw”?

Coaching 271

Coaching Case Study Hiring Webinar Metrics 271

Steven Rosen

AUGUST 12, 2023

Consider these behaviours: Causing issues at meetings: Take John, who dismisses new company directives openly. The Arrogant Performers, often due to their high performance , might feel their achievements overshadow any negative behaviours. Not being a team player: Like Elaine, who takes credit but often complains about team efforts.

Coaching 156

Coaching Construction Sales Management Account 156

Steven Rosen

SEPTEMBER 8, 2022

Many leaders/companies try to implement too many programs or tactics. If your goal is to work with each of your reps two times per quarter, the best way to achieve this is to book all your field time in your calendar for the next 3 months. Focus on the three critical success factors that will drive your business.

Hiring 272

Hiring Coaching Energy Meeting 272

Steven Rosen

APRIL 15, 2021

The company’s business planning processes require sales reps to build annual business plans. To have an effective business planning process, companies must build in proper follow-up and follow through to ensure execution and establish accountability to the business planning process. I believe that this is a lost opportunity.

Territories 336

Territories Quota Coaching Sales 336