Steven Rosen

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5 Reasons Sales Managers Are Reluctant to Coach Prospecting

Steven Rosen

In the highly competitive SaaS world, prospecting is often seen as the most challenging task—a test dreaded by many and mastered by few. However, the significance of prospecting is often overshadowed by the allure of the deal’s close, leading many sales managers to neglect to coach the top of the funnel.

Coaching 334
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Pipeline Mastery: How the Best Coaches Convert Reluctance into Revenue

Steven Rosen

In the competitive world of SaaS sales, 40% of salespeople cite prospecting as the most challenging part of the sales process, ranking it more daunting than closing or qualifying stages. 2- Improving Prospecting Skills Effective prospecting is the cornerstone of a successful sales rep.

Pipeline 120
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(2:56) “The Importance of Setting Learning Goals for Sales Leaders”

Steven Rosen

For instance, if the goal is to increase prospecting activities, salespeople need the necessary skills in email outreach, networking, and asking for referrals. This confidence translates into better prospecting, improved account planning, and more persuasive sales messaging.

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It’s the People, Stupid: Building Excellence in Sales Leadership

Steven Rosen

Prospecting for Top Talent As salespeople are encouraged to prospect for new business consistently, sales leaders should also be proactive in prospecting for top talent. If their skills are not aligned with the future needs of the business, it may be necessary to retrain or consider hiring new talent.

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It’s the People, Stupid

Steven Rosen

Prospecting for Top Talent As salespeople are encouraged to prospect for new business consistently, sales leaders should also be proactive in prospecting for top talent. If their skills are not aligned with the future needs of the business, it may be necessary to retrain or consider hiring new talent.

Hiring 156
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It’s the People, Stupid

Steven Rosen

Prospecting for Top Talent As salespeople are encouraged to prospect for new business consistently, sales leaders should also be proactive in prospecting for top talent. If their skills are not aligned with the future needs of the business, it may be necessary to retrain or consider hiring new talent.

Hiring 156
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Sales Goals or Learning Goals

Steven Rosen

For each leading indicator, like prospecting activities, sales leaders should pinpoint the specific training or coaching required to master that skill. For instance, if email prospecting is a leading indicator, salespeople may benefit from training in copywriting to craft compelling emails effectively.