Steven Rosen

NOVEMBER 13, 2023

Embracing the BOLD Leadership , sales leaders ignite a strategic and dynamic path to outstanding achievements by setting goals and cultivating core principles fundamental to their essence: adaptability, risk-taking, courageous conversations, advocacy, and agility.

Pivotal 156

Pivotal Sales Leadership Trends Channels 156

Steven Rosen

MAY 15, 2023

Bold sales leadership acts as a catalyst, enabling organizations to navigate challenges, take risks, engage in difficult conversations, advocate for their teams, seize opportunities, and ultimately achieve exceptional results. Courageous Conversations Effective sales leadership necessitates the ability to engage in courageous conversations.

Sales Leadership 156

Sales Leadership Construction Loyalty ACT 156

Steven Rosen

MARCH 12, 2024

Sharing a meal or engaging in casual conversation during a meeting can create a more relaxed and open atmosphere, leading to deeper connections and a better understanding of the client’s needs. Additionally, face-to-face interactions provide an opportunity for relationship-building beyond business discussions.

Face-to-face 156

Face-to-face Lead Rank Sales Leadership Benefit 156

Steven Rosen

SEPTEMBER 19, 2023

Quality means engaging, personalized conversations that resonate with your prospects which leads to conversions. Sales reps will see their conversion rates soar as they make highly effective calls, while sales leaders will witness their teams transform into top-performing sales forces.

Construction 156

Construction Coaching Sales Conversion 156

Steven Rosen

JANUARY 14, 2024

Colleen Stanley and Steven Rosen discuss the importance of assertiveness and emotion management in accountability conversations, emphasizing the need for managers to develop the skill of assertiveness, which involves stating what they need nicely. They recommend employing self-awareness techniques such as identifying triggers.

Sales Leadership 156

Sales Leadership Account Video Coaching 156

Steven Rosen

JUNE 5, 2023

Comfortable Having Difficult Conversations : Bold sales leaders recognize that growth stems from discomfort. They fearlessly engage in difficult conversations with their team, addressing performance gaps head-on and providing constructive feedback. They become tireless advocates for their team.

Sports 156

Sports Construction Sales Leadership Territories 156

Steven Rosen

FEBRUARY 11, 2024

This article will delve into three key themes from the conversation, examining their implications for sales leaders. Conversely, organizations that operate as “know-it-alls” hinder growth and innovation. These organizations prioritize the ongoing development of their people, making learning an everyday default.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

Steven Rosen

JANUARY 14, 2024

Another reason is the discomfort of having difficult conversations. Holding salespeople accountable can be uncomfortable; many managers would rather avoid these conversations altogether. Sales leaders often have a natural tendency to jump in and fix problems instead of allowing their salespeople to learn and grow from the experience.

Revenue 156

Revenue Journal Coaching Sales Leadership 156

Steven Rosen

APRIL 20, 2024

Leaders and their team members participate in regular one-on-one coaching calls, providing a dedicated space for open, honest conversations. Her organization has implemented several programs and practices to ensure feedback is received positively and constructively.

Lead Rank 177

Lead Rank Lead Scoring How To Retention 177

Steven Rosen

JULY 8, 2013

In Conversations That Sell , Nancy shares specific tips, techniques, and tools that you can immediately put to use to ensure your conversations drive sales, strengthen the relationship, and help you meet your quotas. Too often the conversation comes and goes without maximizing the time and money it took to get there.

Closing 263

Closing Maximizer Energy Quota 263

Steven Rosen

AUGUST 12, 2023

Tackling challenging conversations with top performers can be growth opportunities. Conclusion: The True Meaning of Coaching for Performance Effective coaching is not just about numbers. It’s about fostering understanding and empathy and guiding a systematic change.

Coaching 156

Coaching Construction Sales Management Account 156

Steven Rosen

JANUARY 16, 2023

They don’t avoid difficult conversations with their team and create a culture of accountability and performance within their team, which helps to drive results and increase sales.

Leads 317

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

Steven Rosen

AUGUST 7, 2023

3- Link Coaching to Aspirations : Engage in a conversation about their aspirations and career goals. Recognize the value they have brought to the organization. 2- Present Coaching as a Journey: Frame coaching as an ongoing journey of personal growth rather than a one-time corrective measure.

Coaching 156

Coaching Maximizer Lead Rank Lead Scoring 156

Steven Rosen

FEBRUARY 27, 2022

Conversely, if you have several marketers, the need for alignment among the marketing team must be considered. Companies that can focus on doing a few things well will beat their competitors who do many things but are not great at any of them. Step 2: Alignment. If you have one sales manager, there is no need for alignment.

Strategy 408

Strategy Scale Objections Maximizer 408

Steven Rosen

AUGUST 20, 2023

Managers and reps can replay the call, pause for discussions at key moments, and analyze the conversation without the pressure of a live situation. However, this method might induce nervousness in some reps, as they’re aware of being observed in real-time. – Recorded Calls: Delving into recorded calls offers versatility.

Coaching 156

Coaching Inside Sales Call-back Construction 156

Steven Rosen

DECEMBER 5, 2022

The coaching mindset shifts the conversation from telling your people what to do to asking effective questions. If your target is to be coaching 100 days a year, you need to schedule 25 field visits every quarter and stay disciplined to meet your target. Ask Effective Questions: Coaching requires a different mindset.

Coaching 194

Coaching Sales Coaching eBook Account 194

Steven Rosen

MARCH 1, 2024

3- Understanding the Ideal Client Profile Identifying and understanding the ideal client profile allows sales reps to focus their efforts on prospects with the highest likelihood of conversion. Coaches can assist reps in developing a clear picture of their ideal client by analyzing past successes and market data.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

Steven Rosen

SEPTEMBER 19, 2019

There are hundreds of LinkedIn groups that have little or no conversation. In a world where you are measured by results, where do you go to get insights, gems, pearls, and ideas to help you improve your results?

Groups 215

Groups Sales Management Facebook Networking 215

Steven Rosen

JUNE 20, 2019

I encourage you to join the conversation or ask questions, so feel free to add a comment. If you valued this article, please hit the ‘like’ button and also share via your Twitter, LinkedIn, and Facebook social media platforms. Please sign up for the Sales Management Newsletter. The post Who’s Coaching the Coaches on Coaching?

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

Steven Rosen

APRIL 4, 2022

Here are five simple questions you can ask to open the conversation. It is vital that you reconnect with your key customers for the sole purpose of understanding their expectations and needs post-COVID. How can your salespeople deliver extreme value? What are their preferred means of communication? What are their post-COVID challenges?

Lead Rank 156

Lead Rank Lead Scoring Leads Marketing Qualified Lead 156

Steven Rosen

JULY 12, 2022

For these managers the review process means more work, having difficult conversations with their reps, keeping their salespeople accountable and doing a course correction. There are two ways a sales manager can look at the mid-year review. Some sales managers see it as a pain in the ass.

Objections 276

Objections Coaching Sales Management Course 276

Steven Rosen

NOVEMBER 4, 2014

During this 1 hour broadcast, our panel will share their best suggestions, without Powerpoint slides, but rather in a lively conversation-style amongst the panelists. You can learn from six of the best in Sales Management Consulting. We have also reserved some time to address key questions from our audience.

Sales Management 295

Sales Management Webinar Metrics Sales Coaching Coaching 295

Steven Rosen

APRIL 15, 2021

If you go over 3 hours, it becomes a killer process; conversely, it doesn’t do justice to the process if you don’t spend enough time. I prefer that they spend their time understanding and thinking about how they will drive their business. A meeting should be no longer than 3 hours. Multi-Level Performance Reviews.

Territories 336

Territories Quota Coaching Sales 336

Steven Rosen

JANUARY 28, 2024

In this 3:47 video , Helen Fanucci discusses how salespeople often struggle to be team players, despite excelling individually. She delves into the significance of collaboration with both customers and internal teams, emphasizing the need for trust and effective communication.

Video 156

Video Sports Decision Maker Quota 156

Steven Rosen

JANUARY 28, 2024

Helen Fanucci , a sales leader with 25+ years in the high-tech industry and author of “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.” discusses the importance of trust in sales, effective targeting strategies, and the role of collaboration in team selling.

Intent 156

Intent Sales Leadership Account ACT 156

Steven Rosen

AUGUST 12, 2013

I just had a conversation with a sales executive who asked me “what is the role of the sales manager?” By Steven A. This executive was frustrated by poor sales and felt that the sales managers could be doing more to meet sales objectives. I agree that the sales manager’s goal is to meet or exceed sales objectives.

Hiring 335

Hiring Sales Management Coaching Objections 335

Steven Rosen

APRIL 11, 2012

Conversely, sales managers who spend fewer hours coaching their reps will continuously underperform on their objectives. Research shows that managers who spend more time coaching generate significantly more sales. Sales Executive Council Research shows that sales teams receiving high levels of coaching from their managers exceed objectives.

Coaching 282

Coaching Conference Sales Coaching Maximizer 282

Steven Rosen

SEPTEMBER 5, 2017

An executive coach will ensure that new leaders are engaged in conversations with stakeholders ensuring clarity on business issues and perhaps more importantly, making a solid first impression. Getting off to a running start will help new leaders realize early wins which set the stage for long-term success.

Coaching 281

Coaching Hiring Insurance Insurance 281

Steven Rosen

OCTOBER 27, 2015

With Fanatical Prospecting you’ll gain the power to blow through resistance and objections to book more appointments, start more sales conversations, and close more deals. Break free from the fear and frustration that’s holding you back.

Gatekeeper 120

Gatekeeper Social Media Banking Call-back 120

Steven Rosen

DECEMBER 2, 2012

Conversely if a company looks at dollars over quota and rewards the sales rep with the largest dollar increase over quota, reps with smaller territories don’t stand a chance at winning. Potentially this may be a problem, for when a new rep comes into a territory all of a sudden they are a top performer.

Territories 304

Territories Quota Comparison Incentives 304

Steven Rosen

JULY 17, 2013

It is up to you to have this difficult conversation and follow a process to get the behavioral change required. When you have a top performer who is exhibiting negative behavior you shouldn’t overlook the behavior because of their performance. Want to find out more about 52 Sales Management Tips – The Sales Manager’s Success Guide?

Coaching 307

Coaching Construction eBook Sales Management 307

Steven Rosen

APRIL 2, 2014

I had the pleasure of interviewing my friend, Dan Waldschmidt , about his new book titled EDGY Conversations : How Ordinary People Can Achieve Outrageous Success. Edgy Interview with Dan Waldschmidt. By: Steven A. Dan is an edgy guy and his personal story helps you understand what true success is.

Sports 313

Sports Workbooks Intent Face-to-face 313

Steven Rosen

MAY 4, 2017

When they interact with their sales managers, the conversation is usually focused on business issues as opposed to coaching. The challenge with developing your front-line sales management team is that the next level of sales management tends to be far too busy to provide ongoing coaching and support.

Sales Management 276

Sales Management Hiring ROI Coaching 276

Steven Rosen

AUGUST 31, 2015

Many will have heart to heart conversations with their sales rep and provide feedback about areas the sales reps need to improve upon. Managers often struggle what to do under these circumstances. The sales rep may understand and appreciate the chance to meet expectations, but the problem is they don’t have what it takes.

Hiring 120

Hiring ACT Territories Sales Management 120

Steven Rosen

AUGUST 22, 2016

Conversely, top salespeople think that they would make great managers because of their success in sales. Time and time again companies promote their best sales reps into managerial roles. Heads of sales feel that they owe it to their best sales people to give them an opportunity to advance. It makes sense, but the reality is different.

Sales Management 120

Sales Management Promotion Sports Territories 120

Steven Rosen

MAY 15, 2013

Conversely if you don’t spend enough time it doesn’t do justice to the process. I prefer that they spend their time understanding and thinking about how they are going to drive their business. A meeting should be no longer than 3 hours, if you go over 3 hours it becomes a killer process. Multi-Level Performance Reviews.

How To 281

How To Territories Quota Coaching 281

Steven Rosen

FEBRUARY 5, 2024

Throughout the conversation, David underscores the need for self-awareness and the flexibility to adapt leadership styles for diverse individuals. David also highlights the crucial balance between the strategy’s rational and emotional facets, resonating with intellect and emotion. “I don’t care what you’re selling.

Sales Leadership 317

Sales Leadership Strategy Motivation Data 317