Steven Rosen

APRIL 18, 2022

The key here is a pre-established list of questions related to the organization’s core sales rep skills, competencies, and behaviours. After determining whether the pool of potential candidates would be a good fit for you and your organization, you bring back the top candidates for a behavioural interview.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Steven Rosen

JANUARY 28, 2024

Sales leaders are now realizing the impact of soft skills on resolving issues related to stress, burnout, and overall team performance. While there was initial skepticism around the importance of emotional intelligence, the post-COVID pandemic environment has brought mental health and well-being to the forefront.

Video 156

Video Sales Leadership Hiring Face-to-face 156

Steven Rosen

JANUARY 13, 2024

Sales leaders are now realizing the impact of soft skills on resolving issues related to stress, burnout, and overall team performance. While there was initial skepticism around the importance of emotional intelligence, the post-COVID pandemic environment has brought mental health and well-being to the forefront.

Video 156

Video Sales Leadership Hiring Face-to-face 156

Steven Rosen

JUNE 20, 2021

There are 3 reasons why you should consider joining the Sales Leadership Mastermind Group : 1. Both the mastermind group and the one-on-one coaching are all conducted online. There is a relatively small time investment of 2.5 hours per month. No travel costs and time out of the office travelling to meetings.

Sales Leadership 234

Sales Leadership Face-to-face Networking Travel 234

Steven Rosen

APRIL 19, 2023

Your Sales Organization Hasn’t Established Coaching KPI’s Do you measure the number of days in the field coaching? Do you measure coaching effectiveness? Days in the field are straightforward and relatively easy to measure.

Sales Coaching 177

Sales Coaching Coaching Objections Sales Management 177

Steven Rosen

AUGUST 12, 2021

Focus on getting a good fit with your coach. You’re going to be doing a lot of work on yourself, so it’s important to have someone you trust. Coaching is still a relatively new field; there are many coaches out there, of course, many call themselves coaches. Look for experience and qualifications.

Coaching 374

Coaching Guarantee Travel ROI 374

Steven Rosen

MAY 5, 2022

Dealing with post-Covid business-related issues has been a wake-up call, especially for sales leaders and their teams. The New Sales Leadership Framework. Don’t you wish you could turn the clock back to pre-pandemic days? A whopping 80% of sales leaders admit to feeling out of control and drowning in the sea of changes.

Sales Leadership 156

Sales Leadership Hiring Groups Call-back 156

Steven Rosen

DECEMBER 2, 2012

For this to work effectively, quotas need to be set fairly against both large and small territories. Management needs to be able to understand opportunities and challenges in each territory when quota setting. Given fairly stable product lines you can probably do a relatively good job in setting quotas.

Territories 304

Territories Quota Comparison Incentives 304

Steven Rosen

AUGUST 20, 2013

The science of hiring relates to the use of psychometric profiles. Many managers claim they rely on their gut instincts when making hiring decisions. I think this is an excuse for not developing and following detailed hiring processes. My favorite psychometric profile is the Personal Orientation Profile or POP.

Hiring 277

Hiring Sales Management eBook Competition 277

Steven Rosen

APRIL 6, 2020

These chats are not business-related but rather are meant for people to share their success stories as to what they are doing. Do a fifteen-minute virtual playdate. People are invited to introduce their kids to their co-workers. Create chatrooms to have a water-cooler chats. Understand that sharing success stories are important.

Face-to-face 359

Face-to-face Motivation Groups Training 359

Steven Rosen

MARCH 23, 2021

3 Steps to Flawless Sales Execution. The pharmaceutical industry has been far less impacted by the pandemic than most other industries. With modest single-digit declines in sales, the sector has fared relatively well.

Pharmaceuticals 284

Pharmaceuticals Call-back Coaching eBook 284

Steven Rosen

JANUARY 10, 2021

The challenges relate to a lack of accountability and follow-up. Maximizing your ROI on training really means ensuring that whatever training you do creates sustainable changes in behaviours that impact on business performance. Are there systems in place to measure newly learned behaviours or follow-up programs to sustain lessons learned?

Sales Management 194

Sales Management Hiring ROI Maximizer 194

Steven Rosen

JANUARY 15, 2024

This investment in leadership development was crucial in gaining buy-in from the entire organization.

Video 156

Video Coaching Sales Qualified Lead Trends 156

Steven Rosen

MARCH 8, 2013

I can relate to many of the stories Bob shares. Written by my colleague Bob Terson, Bob shares his success stories from his outstanding sales career. His stories touch on the ups and downs of what salespeople face on a daily basis. The stories are told in a heart-warming and easy to read format. Sometimes you get knocked down or strikeout.

Sage 302

Sage Face-to-face Up-Sell Coaching 302

Steven Rosen

MAY 9, 2018

Your Sales Organization Hasn’t Established Coaching KPI’s. Do you measure the number of days in the field coaching? Do you measure coaching effectiveness? Days in the field is straightforward and relatively easy to measure.

Coaching 251

Coaching Sales Coaching Objections Sales Management 251

Steven Rosen

MARCH 25, 2021

There are 3 reasons why you should consider joining the Sales Executive Leadership Forum : 1. Both the forum and the one-on-one coaching are conducted by telephone. There is a relatively small time investment of 2.5 hours per month. No travel costs and time out of the office travelling to meetings.

Networking 245

Networking Groups Hiring Travel 245

Steven Rosen

MARCH 26, 2013

I am sure you can relate. I have worked with many sales managers who feel under the gun to hire. They are overburdened with achieving their sales numbers, dealing with head office and now they have to hire a rep. If you are feeling pressured the easiest thing you can do is hire Joe the plug and play. But you need to resist the temptation.

Hiring 278

Hiring Sales Management eBook Territories 278

Steven Rosen

DECEMBER 4, 2012

Vanier Distinguished Professor of Relational Selling and Marketing. But there are so many more; you really do need to read the book and discover for yourself what Steven Rosen can do to help you! Dawn Deeter-Schmelz is the Director of the National Strategic Selling Institute at Kansas State University and the J.J.

Sales Management 303

Sales Management Hiring Face-to-face Twitter 303

Steven Rosen

SEPTEMBER 13, 2014

The CEB found that most sales managers are not effective at coaching. When sales reps rated their sales managers skill sets coaching was the skill set that managers were relatively weakest at. My experience is that companies are not investing sufficient resources to develop great sales coaches.

Coaching 310

Coaching Sales Management How To Sales Coaching 310

Steven Rosen

MAY 4, 2017

Can you relate? All that said, most sales management training programs fail to create any sustainable impact on performance. Many sales executives have been frustrated by the limited impact that their sales management training initiatives have had on sales.

Sales Management 276

Sales Management Hiring ROI Coaching 276

Steven Rosen

JANUARY 8, 2013

The disparity arises when a new manager joins the team and their performance gaps become glaringly apparent in relation to their peers. They are content to meet annual sales objectives, but not exceed them. The new sales manager gets tired of pushing the talented slacker to do more and eventually puts them on a PIP.

Sales Management 310

Sales Management Call-back Coaching Follow-up 310

Steven Rosen

JUNE 25, 2013

The key here is a pre-established list of questions related to the organization’s core sales rep skills competencies and behaviors. After you have determined whether or not the pool of potential candidates would be a good fit for you and your organization, you bring back the best candidates for a behavioural interview.

Hiring 309

Hiring Territories eBook Sales Management 309

Steven Rosen

SEPTEMBER 21, 2015

Challenges: Needs Alignment – Customer relations and maintaining client satisfaction lies at the heart of nearly every facet of sales. I’ve compiled a list of the most critical challenges sales executives are facing, as well as some advice on how we can overcome these challenges.

Sales Leadership 120

Sales Leadership Face-to-face Coaching Incentives 120

Steven Rosen

APRIL 11, 2013

There are also local networking events, public relations, and alliance partnerships. Don’t be scared off by the amount of work to be done. The results are significant. These are just a few of the collaborative attraction strategies you could use. The key is to integrate collaborative attraction strategies into your lead generation campaign.

How To 242

How To Cold Calling Face-to-face Webinar Metrics 242

Steven Rosen

OCTOBER 22, 2011

Conclusion: The key to building a sales force that can dramatically impact and increase sales is directly related to the strength of the sales management team. They reinforce sales training and help companies maximise their teaching efforts and deliver more sales. Hire great sales managers and they will hire and develop sales superstars.

Hiring 179

Hiring Remedy Incentives Incentive 179

Steven Rosen

MARCH 29, 2012

Focus on getting a good fit with your coach. You’re going to be doing a lot of work on yourself so it’s important to have someone you trust. Coaching is still a relatively new field; there are a lot of coaches out there, of course many of them just call themselves coaches. Look for experience and qualifications.

Coaching 280

Coaching Guarantee ROI Follow-up 280