Steven Rosen

NOVEMBER 7, 2022

The focus shifts back to finishing your year strong, hitting your year-end sales, and managing your expenses as per your objectives. First of all, have your sales and marketing team define and agree on what they each need to do exceptionally well to achieve their sales objectives. Hopefully, all your scars will heal. Here’s the rub.

Strategy 380

Strategy Call-back Objections Forecasting 380

Steven Rosen

JANUARY 28, 2024

Sales leaders must clearly define their objectives and outcomes and have an intentional strategy for achieving them. While revenue is the ultimate objective, having a clear plan and strategy for achieving that objective is crucial. Targeting the right customers is crucial.

Intent 156

Intent Sales Leadership Account ACT 156

Steven Rosen

FEBRUARY 11, 2024

Balancing sales goals and learning goals requires a focus on skill mastery and progression, ensuring that reps have the necessary skills before moving on to the next objective. These plans outline specific learning objectives for each salesperson, serving as a dynamic document revisited regularly.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

Steven Rosen

MARCH 1, 2024

Coaches can foster accountability by setting clear, measurable objectives and regularly reviewing these with the reps. Areas for improvement can be identified, such as the quality of questions, the ability to listen actively, and how well the rep handles objections.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

Steven Rosen

JULY 24, 2023

Alignment of Sales Strategy and Business Objectives A well-developed sales leadership team helps align sales strategy and overall business objectives. With enhanced decision-making abilities, the sales leadership team can seize opportunities faster, make strategic changes when required, and navigate challenges with confidence.

Sales Leadership 156

Sales Leadership Retention SalesForce Objections 156

Steven Rosen

JANUARY 18, 2021

However, this technology is taking you away from what is critical – delivering on your sales objectives. Saying no to TSAs is fundamental in gaining control of your time and focusing your efforts and energy on RGAs, which is essential in achieving your objectives. Some leaders are thriving in this crisis.

Face-to-face 379

Face-to-face Sports Energy Objections 379

Steven Rosen

APRIL 22, 2024

Aligning personal goals with the company’s objectives can create a sense of ownership and purpose. Inspire Motivation Motivation is the engine of a high-performing sales team. Leaders need to dive deep into understanding what drives each salesperson.

Strategy 156

Strategy Construction Motivation Incentives 156

Steven Rosen

AUGUST 7, 2023

Actionable Steps: 1- Identify Specific Objectives: Collaborate with each salesperson to identify their specific coaching objectives. Show genuine interest in helping them achieve their desired outcomes, using coaching as a means to facilitate that progress.

Coaching 156

Coaching Maximizer Lead Rank Lead Scoring 156

Steven Rosen

MAY 9, 2018

Source: Objective Management Group , Dave Kurlan. Your Sales Managers Set Sales Coaching Objectives For Each Of Their Reps. Unless your sales managers have a specific coaching objective for each of their reps, there is no way you will achieve it. Coaching without an objective is flavor of the day coaching. Conclusion.

Coaching 251

Coaching Sales Coaching Objections Sales Management 251

Steven Rosen

AUGUST 20, 2023

4- Aligning Coaching Calls with Coaching Focus: Managers need to be clear on the coaching objective. While choosing calls, they can offer a backdrop: “This call was chosen given your approach to handling objections, which we’re focusing on this month.”

Coaching 156

Coaching Inside Sales Call-back Construction 156

Steven Rosen

APRIL 3, 2018

Senior executives and business owners continue to benefit from executive coaches as a sounding board and an objective advisor. Sales leaders are responsible for meeting the company’s revenue objectives. Executive sales coaching helps sales executives who want to improve their performance, leadership, and achieve their objectives.

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

Steven Rosen

SEPTEMBER 25, 2021

You have an objective measurement of sales versus objectives. When asked how are your sales, you can easily rhyme the percentage with the objective. If not, you need to stop reading and figure it out. Measurement. Remember the first question I asked: How are your sales to date?

Strategy 227

Strategy Objections System Meeting 227

Steven Rosen

OCTOBER 25, 2018

You have an objective measurement of sales versus objectives. When asked how are your sales, you can easily rhyme the percentage with the objective. If not, you need to stop reading and figure it out. Measurement. Remember the first question I asked: How are your sales to date?

Strategy 373

Strategy Objections System Meeting 373

Steven Rosen

AUGUST 4, 2022

If your rep is at 120 percent of objective many managers will give them a slap on the back and say keep going. My approach is they should come prepared with a plan with either three key customers or three key tactics that they’re going to do to increase to 130 percent of the objective.

Objections 156

Objections Call-back Sales Leadership Meeting 156

Steven Rosen

APRIL 20, 2024

By conducting pre-meeting scrimmages, team members can align their objectives, discuss potential challenges, and refine their approach. As athletes scrimmage before a game to refine their skills and strategies, she believes sales teams should do the same before essential client meetings.

Lead Rank 177

Lead Rank Lead Scoring How To Retention 177

Steven Rosen

DECEMBER 3, 2023

If you are a sales leader aiming for the pinnacle of your profession, consider how Steven can help you exceed your objectives. Whether it’s refining skills, developing strategies, or building resilience, the value a coach brings to one’s development and success is indispensable.

Sales Leadership 156

Sales Leadership Coaching Face-to-face Sports 156

Steven Rosen

FEBRUARY 11, 2020

As well as transforming your salespeople from making so many timid sales calls into super confident salespeople who welcome any objection and confidently handle it. Imagine replacing dismal results with sales records being smashed…consistently! Picture the transformation that a team of master sales coaches can have.

Sales Coaching 322

Sales Coaching Coaching Maximizer Selling Skills 322

Steven Rosen

APRIL 6, 2024

This involves anticipating potential objections, formulating persuasive arguments, and considering the emotional impact of the conversation. Managers are urged to prioritize pre-call planning for coaching sessions, akin to their approach to sales meetings.

Conversion 156

Conversion Influencer Coaching Call-back 156

Steven Rosen

SEPTEMBER 19, 2023

The objective is to increase your focus on RGAs, reduce time spent on TSAs, and create more personal time. Simultaneously, learn to say no or cancel your top three TSAs for the next three months. 5- Calculate the Change: Determine how many hours you’ve allocated for RGAs, TSAs, and other activities in the next three months.

Cancellation 177

Cancellation Margin Distribution Consumer 177

Steven Rosen

NOVEMBER 14, 2021

By taking the time to do a SWOT analysis, you can objectively look at your territory/region. Have you/your salespeople identified their Key Success Factors ? What I have observed with most salespeople is that they try to do too much. The goal of the SWOT analysis is to identify the two or three things that you need to do to be successful.

Consumer 374

Consumer Analysis Territories Account 374

Steven Rosen

AUGUST 13, 2023

By preparing with empathy and objectivity, choosing the right setting and timing, using effective communication techniques, collaborating on an action plan, and providing ongoing support and feedback, BOLD leaders can address behavioural issues constructively.

Construction 156

Construction Face-to-face Pivotal Lead Rank 156

Steven Rosen

FEBRUARY 11, 2024

In a discussion between Steven Rosen and Colleen Stanley, they highlight the importance of incorporating learning goals alongside sales objectives. Introduction​ Sales leaders frequently concentrate on establishing sales goals for their teams, yet it’s equally crucial to set learning goals.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

Steven Rosen

MARCH 18, 2023

By doing these basics well, you will consistently crush your sales objectives. They have one-on-ones, but their meetings focus on business issues, follow-up items and people issues. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers.

Coaching 156

Coaching Hiring Sales Coaching Sales Management 156

Steven Rosen

APRIL 3, 2018

Senior executives and business owners continue to benefit from executive coaches as a sounding board and an objective advisor. Sales leaders are responsible for meeting the company’s revenue objectives. Executive sales coaching helps sales executives who want to improve their performance, leadership, and achieve their objectives.

Sales Coaching 160

Sales Coaching Coaching Hiring Face-to-face 160

Steven Rosen

MAY 22, 2012

Success can be defined as achieving an objective or goal. In our industry, sales leaders are accountable for achieving the company’s sales objectives and sales objectives equal success. Sales leaders that have their sales force operating at peak performance have the greatest chance of achieving their objectives.

Hiring 292

Hiring Coaching Comparison Face-to-face 292

Steven Rosen

OCTOBER 8, 2021

Our salespeople have many goals, and we would like to ensure that they are motivated to attain all their key objectives. A sales rep can be motivated to land a big account but not motivated to hand in their paperwork on time.

Motivation 379

Motivation Incentives Incentive Commission 379

Steven Rosen

MAY 1, 2012

With products going off patent, increased competitive pressures and a do more with less mentality, how are you going to exceed your sales objectives? On Friday May 25 th at 10:10 AM, Steven Rosen will be presenting “Consistently Exceeding Sales Objectives” a sure way to maximize sales, exclusively at Sales Excellence Canada Conference.

Conference 284

Conference Pharmaceuticals Maximizer Objections 284

Steven Rosen

APRIL 18, 2022

It is also critical to utilize science to view potential candidates objectively. With new realities, it is becoming increasingly important to ensure that sales reps you hire can effectively sell in a virtual environment. Read: What are you doing to Coach Your Team Post-Covid Recovery.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Steven Rosen

MAY 5, 2022

Imagine my surprise when I read Jim Dickie’s Sales Mastery post that showed that 1/3 of sales executives surveyed said that sub-optimal sales manager coaching is one of their top 3 barriers to achieving their objectives. Are you concerned that your sales manager’s coaching is a barrier to achieving your revenue objectives?

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Steven Rosen

AUGUST 12, 2013

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. I just had a conversation with a sales executive who asked me “what is the role of the sales manager?”

Hiring 335

Hiring Sales Management Coaching Objections 335

Steven Rosen

JUNE 20, 2019

By doing these basics well you will consistently crush your sales objectives. The reality is, they have one-on-ones, but their meetings tend to focus on business issues, follow up items and people issues. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

Steven Rosen

JANUARY 22, 2018

Imagine my surprise when I read Jim Dickie’s Sales Mastery post that showed that 1/3 of sales executives surveyed, said that sub-optimal sales manager coaching is one of their top 3 barriers to achieving their objectives in 2018. Are you concerned that your sales managers coaching is a barrier to achieving your revenue objectives in 2018?

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Steven Rosen

JANUARY 3, 2018

You are hitting all your objectives and are highly successful. Imagine instead; your sales managers are coaching and developing their people and executing with excellence. All your salespeople are highly engaged, productive and crushing their sales numbers! It doesn’t have to be that way!

Strategy 307

Strategy Guarantee Coaching Sales 307

Steven Rosen

AUGUST 8, 2023

They are content to meet annual sales objectives but not exceed them. This is the sales rep that can do a high-quality sales job but is not willing to put in the time or quantity of activity that would boost their performance. I call them the “talented slacker”.

Call-back 156

Call-back Maximizer Sales Management ACT 156

Steven Rosen

JANUARY 22, 2018

Imagine my surprise when I read Jim Dickie’s Sales Mastery post that showed that 1/3 of sales executives surveyed, said that sub-optimal sales manager coaching is one of their top 3 barriers to achieving their objectives in 2018. Are you concerned that your sales managers coaching is a barrier to achieving your revenue objectives in 2018?

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Steven Rosen

MAY 5, 2022

Imagine my surprise when I read Jim Dickie’s Sales Mastery post that showed that 1/3 of sales executives surveyed said that sub-optimal sales manager coaching is one of their top 3 barriers to achieving their objectives. Are you concerned that your sales manager’s coaching is a barrier to achieving your revenue objectives?

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Steven Rosen

MAY 20, 2012

Leadership is about giving your people both the direction and latitude to achieve the objective. Steven Rosen , Performance Coach.

Sales Leadership 292

Sales Leadership Objections Coaching Sales 292