Steven Rosen

DECEMBER 5, 2022

The Key to Unlocking Performance . Even if you have exceeded your sales numbers this year, chances are your sales team is still not performing at peak levels. Coaching is the number one sales management activity that drives sales performance. Just think of what you could all achieve!

Coaching 194

Coaching Sales Coaching eBook Account 194

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.

Sales Coaching 317

Sales Coaching Coaching Top of Funnel Hiring 317

Steven Rosen

OCTOBER 8, 2021

How to Motivate Your Sales Team. Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question, “how do I motivate and engage my salesforce?” The sales manager must also be aware that each rep has different motivators.

Motivation 379

Motivation Incentives Incentive Commission 379

Steven Rosen

APRIL 4, 2022

In the pre-COVID days, sales managers would ride along with a sales rep for the day. They would observe calls, ask questions to help the sales rep evaluate what worked well and didn’t work, and have the rep come up with ways they would commit to improving their selling skills. Step 2, is Coaching Focus.

Coaching 290

Coaching Face-to-face Selling Skills Sales Coaching 290

Steven Rosen

APRIL 20, 2024

In this Sales Leadership Awakening podcast, Gerilyn Horan , Hilton’s VP of Group Sales, shares strategies to become the best place to work In the world. Scrimmaging, rather than role-playing, before important meetings or presentations can improve performance and ensure team members’ alignment.

Lead Rank 177

Lead Rank Lead Scoring How To Retention 177

Partners in Excellence

APRIL 18, 2024

It was, yet another, discussion on “sales math.” One gets the sense it’s par for the course in today’s sales world. There was virtually no discussion on qualification and better execution of the sales process. Why would marketing or sales do anything other than this?

Lead Rank 107

Lead Rank Marketing Qualified Lead Sales Qualified Lead Lead Gen 107

Steven Rosen

AUGUST 7, 2023

Breaking Through Resistance: Coaching Tenured Salespeople One of the most frequent challenges I hear from sales leaders is coaching tenured salespeople who consistently deliver their sales numbers but are resistant to coaching. The question becomes what to do with them. Recognize the value they have brought to the organization.

Coaching 156

Coaching Maximizer Lead Rank Lead Scoring 156

Steven Rosen

AUGUST 12, 2023

Coaching for Performance: A Guide to Unlocking Full Potential Review season is upon us. As a sales manager, you’re prepped to provide constructive feedback to your sales reps. But there’s a challenging scenario: a top-performing rep with an attitude issue. How do you address this in the performance review?

Coaching 156

Coaching Construction Sales Management Account 156

Steven Rosen

MARCH 23, 2022

Sales coaching is the No. 1 management activity that drives sales performance. Do You Want To Increase Sales Performance? Transforming your managers from good to great coaches can dramatically impact sales. Transforming your managers from good to great coaches can dramatically impact sales.

Coaching 292

Coaching Sales Management Face-to-face Sports 292

Steven Rosen

AUGUST 4, 2022

Welcome the focus sales leadership framework. Today I want to talk to you about an important step you can take this week to improve your team’s performance in the second half of the year. Ask good questions to make sure they have a solid plan of action. The first secret is always to focus forward.

Objections 156

Objections Call-back Sales Leadership Meeting 156

Steven Rosen

AUGUST 12, 2021

At the core, what an executive coach does is simple: asks questions, many of them. The type of questions that drive a process of self-discovery and awareness of yourself as an executive and as a human being. At the heart of change lies the notion that we grow by asking questions. Improve your communication skills.

Coaching 374

Coaching Guarantee Travel ROI 374

Steven Rosen

APRIL 19, 2023

Most sales executives realize the impact of managers, not sales coaching. They know that sales coaching is one of the most significant levers to drive superior sales performance. Source: Selling Signals Based on these statistics the answer is: Sales managers are not sales coaching!

Sales Coaching 177

Sales Coaching Coaching Objections Sales Management 177

Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Spearheading a sales team is a multifaceted endeavor. Confidence Confidence in sales is a necessity.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

Allego

MARCH 7, 2024

Modern sales coaching has evolved beyond traditional methods, integrating technology and data analytics to provide personalized guidance and feedback to sales teams. Investing in modern sales coaching is crucial for creating a high-performing sales team that can quickly adapt, achieve peak performance, and smash sales targets.

Sales Coaching 118

Sales Coaching Coaching Handbook Lead Rank 118

Partners in Excellence

APRIL 25, 2024

We seem to overlook the questions, “How do we know what ‘Top of Funnel’ we need? What’s our win rate, what’s our average deal size, what’s the sales cycle, what’s the quality of the opportunities we are managing in the qualified funnel? What if we changed our sales cycle?

Top of Funnel 77

Top of Funnel Funnel Sales Qualified Lead Leads 77

SalesProInsider

SEPTEMBER 20, 2023

What a question. A very brave question to ask yourself. And here’s a few more questions to reflect on: What’s in the way of you having the level of success that you want? Time and again, we see that the very top performers are those who have both the Skill and the Will. Skill can be learned, improved, and practiced.

Energy 155

Energy Sports Motivation Training 155

Mindtickle

APRIL 23, 2024

In business, it’s often assumed that a person who excels as a sales rep will also be successful as a sales manager. As such, top sales reps are often promoted to sales managers and left to find their way into their new roles. Even the most seasoned sales reps need proper training to be effective sales managers.

Sales Management 52

Sales Management Training Hiring How To 52

Allego

JANUARY 30, 2024

If you’re involved in sales training , you know creating a training program is a multi-step and multi-person effort. For sales training to be effective, you must: Identify Specific Needs: This involves understanding the unique aspects of your product or service, the target market, and the skills or knowledge gaps within the sales team.

Training 105

Training Hiring Exercises Webinar Metrics 105

Smooth Sale

MARCH 1, 2024

Many people ignore the fact that improvements are always necessary. Our blog question is, will you test new ideas for successful business growth? Those who do nothing about a poor outcome or hope things will improve independently soon need to close shop. We figured out what we must do to enjoy the good times ahead.

Hiring 106

Hiring Lead Rank Face-to-face Networking 106

Smooth Sale

MARCH 29, 2024

One of the most effective ways to discover a method of improving your career is targeted career coaching. Career coaching allows you to examine your skills and experience as an employer would, looking for ways to improve them and taking advantage of what you can do.

Education 93

Education Hiring Coaching Networking 93

Nutshell

DECEMBER 22, 2023

Business insights: Insights gathered from survey data can also help you better understand the ins and outs of your sales process. Improves sales process: Finally, you can put your survey data to good use by using it to improve your sales process for customers and create a better customer experience.

Survey 126

Survey Channels Google CRM 126

Janek Performance Group

MARCH 12, 2024

Virtual sales meetings are becoming increasingly common as teams transition to working from home and offices are spread out in different cities. In the past, a virtual sales meeting, whether by video or phone call, was generally not given the same consideration as an in-person meeting.

Sales Meeting 118

Sales Meeting Meeting How To Face-to-face 118

Partners in Excellence

NOVEMBER 6, 2023

The markets were very similar, the TAMs were similar, everything we looked at showed each region should be performing at roughly the same levels. Alternatively, we establish our goals by running the trendlines based on past performance, perhaps boosting them a little. What can we change that would dramatically improve performance?”

Scale 133

Scale Hiring Call-back Revenue 133

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. Oftentimes, sales managers won’t have the bandwidth to set up personalized training and coaching sessions for each rep on their team. That’s where AI comes in.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

Autoklose

APRIL 22, 2024

Marketers and salespeople heavily rely on huge volumes of customer and sales data in order to be able to tailor campaigns and promote their products or services. Improved email deliverability 2. Perform regular data audits What is data verification and how does it work? In business, data is everything. The worst-case scenario 5.

Data 98

Data Top of Funnel Government Churn 98

Smooth Sale

FEBRUARY 27, 2024

To adequately mention your cultural fit during your interview, answer questions appropriately, and review the high points ahead of schedule to be on target as questions arise. Likewise, if you have any questions about company culture, ask the recruiter or bring them up during the interview process. Take Your Leap Today!

Hiring 119

Hiring Lead Rank Lead Scoring Networking 119

Allego

DECEMBER 22, 2021

During the pandemic, sales managers in all industries have faced time constraints, reduced visibility into seller activity, and hybrid work environments that make personalized coaching even more difficult than it was before. Arco’s sales team of 30-strong outbound reps faced a number of challenges. For Arco’s coach speci?cally,

Conversion 139

Conversion Decision Maker Hiring Face-to-face 139

Hubspot Sales

FEBRUARY 21, 2023

The same is true in sales. An uncoachable sales team is easy to spot — they lack direction, motivation, and cohesion. But when sales reps embrace coaching, they invest in their success — and the success of their entire team. In fact, more than 70% of people who receive coaching report an improvement in work performance.

Hiring 92

Hiring Coaching Face-to-face Exercises 92

Allego

FEBRUARY 27, 2024

Imagine your sales team transforming overnight: Tasks that used to pile up are now checked off in record time. With AI, analytics turn into gold, and your sales approach is fine-tuned with precision. Welcome to the big leagues of sales enablement platforms. Key Features: What Makes a Great AI-Powered Sales Enablement Platform?

Sales Enablement 62

Sales Enablement Analytics Follow-up Ideal Customer Profile 62

Hubspot Sales

SEPTEMBER 29, 2023

Every winning sales team has an excellent coach guiding them. This is no different in sales. The key to improving sales performance lies not only in the hands of sales reps, but also in the ability of their managers to provide effective guidance and support. Pricing is available upon request.

Sales Coaching 85

Sales Coaching Software Software Coaching 85

Allego

APRIL 18, 2024

Well, it’s no longer just a promise—AI is actively reshaping the way we manage our day-to-day tasks and how we conduct business, particularly in sales. In fact, consulting firm McKinsey & Company says, “AI is poised to disrupt marketing and sales in every sector.” To help you, I dug deeper to see how sales teams can use AI.

Examples 62

Examples Top of Funnel Lead Rank Lead Scoring 62

Partners in Excellence

FEBRUARY 17, 2024

These tend to fall into two categories: “Mis-diagnoses,” incorrectly identifying the problem/solution; and Missed Diagnoses, not recognizing that something might be changed or improved. They may be hitting their goals and metrics, blinding themselves to the idea they might be under performing the potential.

Face-to-face 107

Face-to-face Opportunity Education Customer 107

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. There is also a frequency bias toward high performers–largely because those are easier discussions. And every once in a while, they see a customer with their sales people. Too often, I hear the lament, “I don’t have the time to coach!”

Coaching 104

Coaching Lead Rank Pipeline Data 104

Smooth Sale

MARCH 19, 2024

I learned that many who face the undesirable in their lifetime strive to improve and share how they did so for those in their company and those they leave behind following in their footsteps. On the other hand, recognizing what is wrong and how we think can motivate us to begin working to improve the status of others.

Lead Rank 106

Lead Rank Face-to-face Hiring ACT 106