Sales Leadership: Are You a Boss or a Leader?
The Center for Sales Strategy
MARCH 10, 2020
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sales-leadership-are-you-a-boss-or-a-leader 
25 Sales Experts on the Importance of Coaching Salespeople
Understanding the Sales Force
FEBRUARY 25, 2024
Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. And their bosses, CEOs, aren’t doing much better on this topic. It’s low hanging fruit. Well, not really.
Coaching 
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Five Ways for Sales Leaders to Stay Inspired
Steven Rosen
MARCH 2, 2023
5 Ways to Stay Inspired Paul Smith is the Sales Director of a leading technology company. He has been in the industry for the last ten years and has been a star in various sales and marketing roles. His leadership style has always been one of pace-setting and leading by example. His recent promotion finds him managing managers.
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Make your SELF Indispensable!
Steven Rosen
MARCH 25, 2021
Sales Executive Leadership Forum. Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves. Your market value appreciates as you become a better leader and have a large professional network.
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“Why I’m So Interested In Selling,” Martin Mackay
Partners in Excellence
APRIL 5, 2024
As you will see, Martin has a fascinating and rich career an selling. Martin articulates something that I think so many of us find so exciting about selling: “The main reason is that it challenges you to reinvent yourself and stay current with your knowledge because it is the most dynamic industry of all.
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Sales Strategy #5: Develop a Coaching Culture
Steven Rosen
JANUARY 6, 2018
Hi, this is my fifth video on Sales Strategies to Crush Your Sales Numbers, I call it Develop a Coaching Culture. . In the last four video/blogs, I covered: Sales Strategy #1: Upgrading the skills of your front-line sales managers because you have a multiplier effect when their skills get better. That is the key.
Coaching 307
307 Sales Strategy #3: Invest in Yourself
Steven Rosen
JANUARY 4, 2018
Like most sales executives you cognitively understand the importance of developing your leadership skills and the advantages of ongoing networking. You find yourself too busy due to ongoing meetings, conferences, telephone calls and emails and you rarely find the time to develop yourself. Invest in Yourself .
Hiring 291
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How to Build an Inside Sales Culture that Rocks Your Revenues
Sales and Marketing Management
FEBRUARY 11, 2021
Its sales expertise? Of course, it takes leadership to drive a company's culture. Determine what behaviors and beliefs you value as a company,” explains Brittany Forsyth, Shopify’s chief talent officer, “and have everyone live true to them.”. We tend to think of inside sales reps as being reasonably autonomous.
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The Key Role of Emotions and Coaching in Sales
Pipeliner
FEBRUARY 26, 2024
We discussed the huge impact emotions and coaching have on sales teams. Sales Leaders Set the Tone John and I talked about how sales managers shape team engagement and performance. We agreed the #1 reason people leave jobs is their boss. So, leadership style significantly affects employee engagement.
Coaching 59
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Simple Steps to Creating an Inclusive Workplace
Sales and Marketing Management
MAY 26, 2020
Author: Jacklyn Walsh No two customers are the same and an organization’s sales force needs to be as diverse as its customer base. Sales organizations and teams that embrace diversity have a more solid footing in the market, achieve higher customer and employee retention and earn more wins. Diversity Can Lead to Company Success.
Lead Rank 227
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Executive Sales Coaching – Frequently Asked Questions
Steven Rosen
APRIL 3, 2018
The What, Why, How, and When of Executive Sales Coaching. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. If you have direct reports, an executive coach can be a career catalyst, improving both your leadership and coaching/people management capabilities.
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Executive Coaching Helps New Leaders Succeed
Steven Rosen
SEPTEMBER 5, 2017
Executive coaching helps make the difference between the success or failure of a new leader. Have you recently promoted or hire a new Director or VP? Then you are heavily vested in ensuring that the new leader is highly successful. It is well known that the first 90 days are critical for the success of any new leader.
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Leadership Qualities: Walter White VP of Sales
Steven Rosen
AUGUST 29, 2013
Leadership is the key to success in senior roles. We can all learn from our good and bad bosses. Most leadership articles refer to the top qualities of successful leaders. Yet some new sales leaders start new leadership roles and everything wrong! Walter White is your new VP of sales.
Decision Maker 286
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Be Indispensable to Protect Your Job in a Volatile Economy
Sales Gravy
AUGUST 27, 2022
If you want to succeed at any job, make yourself invaluable. Go the extra mile; make them never be able to imagine what life without you there would be like. Now more than ever, you need your income. Businesses cannot survive without a steady stream of new sales and loyal customers. The optimum word here is productive.
Face-to-face 115
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Creating a Successful Sales Manager Coaching Program
Steven Rosen
MAY 5, 2022
Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do?
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Sales Management Training Webinars
Steven Rosen
MAY 10, 2017
6 FREE Sales Management Training Webinars . The #1 driver of performance in sales organizations are front-line sales managers. The STAR Sales Management Development Survey found that only 50% of sales managers were receiving on-going training and development in core skills. They aren’t going to come to you.
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How Sales Managers Fast Track Their Promotion
SBI Growth
JANUARY 16, 2014
You just got passed over for a promotion. You are angry, frustrated and unsure why this happened. As a Sales Manager, you have great results and outstanding performance reviews. When you ask your boss what happened you get vague and unsatisfactory answers. Why did you get passed over?
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How To Improve Internal Communication During Organizational Turmoil
SalesFuel
MARCH 5, 2024
And the way you interact with your team members will impact the bottom line. Employees will not wait to hear from leadership once they hear a rumor of change. Significant numbers of employees already distrust leadership , which results in lower engagement and loyalty. You may not be prepared to answer every question.
Hiring 52
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Creating a Successful Sales Manager Coaching Program
Steven Rosen
MAY 5, 2022
Sales Manager Coaching. Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Coaching improves sales rep engagement. What can you do?
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Are You the Leader or Just the Boss?
Jeffrey Gitomer
APRIL 11, 2013
Tweet The leader of a symphony orchestra knows how to play every instrument. The leader of a choir knows every note that everybody has to sing, and knows how the voices and notes blend together to make harmony. They’re actually called “conductors” – but you know what I mean. Same in sales.
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The 7 Habits of Highly Effective Salespeople
Sales and Marketing Management
MARCH 23, 2020
Author: Randy Illig In 1990, I’d just started a business that would prosper or die based on my sales success. No sales, no company. As popular as it was for leaders and goal-getters, I discovered the habits applied just as well to salespeople, and the book became my how-to manual for selling. It is your compass.
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[Free Webinar] Overcoming Your Biggest Sales Management Challenges
Steven Rosen
JUNE 12, 2017
Sales Management Challenges . Many sales managers are finding it increasingly more difficult to keep juggling all their priorities. With so many competing demands, with little or no training and development , the question becomes where can you turn to get honest and insightful feedback on overcoming your biggest challenges?
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18 LinkedIn Newsletters for Sales Leaders
Allego
SEPTEMBER 8, 2022
What you might not know is that LinkedIn members also publish a wealth of information, tips, and advice for their peers via LinkedIn articles and newsletters. You name the profession, and you will find hundreds if not thousands of people sharing their wisdom. One group particularly prolific is sales professionals.
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Four Ways to Sell the Boss on Your Idea
SBI Growth
APRIL 5, 2013
“Looks good Dan” states Joe, VP of Sales for a large distribution company. “We You guys can do it in half the time much better than we can. All I need to do is get my boss Dave to approve it. We have a long way to go to sell this idea to the boss. "We We have a long way to go to sell this idea to the boss.
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How to Be An Effective Servant Leader to Your Sales Team
Janek Performance Group
DECEMBER 1, 2021
For many, “servant leadership” seems like another amusing oxymoron, a figure of speech that joins contradictory terms like “jumbo shrimp,” “serious fun,” and “awfully good.” As such, it has grown in popularly since it was first coined in the 1970s, and it is now considered a leadership model ideally suited to sales forces.
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Are You a Leader or Manager of Your Team?
InsideSales.com
MAY 27, 2020
Leader or manager; what is the difference, and what traits do each have? The roles of managers and leaders are both critical within an organization. Excellent leaders aren’t always great managers, and being a phenomenal manager doesn’t necessarily mean being an exceptional leader. Leader or Manager Challenge.
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Prevent ‘A’ Player Turnover
SBI Growth
MAY 18, 2013
Measuring sales turnover as a percentage can be misleading. Yet turnover is probably the most measured sales metric. HR, sales leaders, and Sales o ps all measure it. Many sales organizations are proud that they have a low turnover metric. His boss does not want to split his territory.
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12 Habits for Sales Leaders to Adopt
No More Cold Calling
DECEMBER 11, 2015
Do you have what it takes to lead your sales team to success? What separates great sales leaders from mediocre ones? This is what I took away from Dr. Travis Bradberry’s fantastic Entrepreneur article, “ 12 Habits of Exceptional Leaders.”. That was, in fact, leadership at its best.
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Are you the leader or just the boss? | Jeffrey Gitomer's Sales Blog.
Jeffrey Gitomer
JUNE 30, 2011
Are you the leader or just the boss? Tweet Share The leader of a symphony orchestra knows how to play every instrument. The leader of a choir knows every note that everybody has to sing, and knows how the voices and notes blend together to make harmony. Same in sales. See Jeffrey Live! Hire Jeffrey.
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Female sales leaders’ advice to women in sales
Gong.io
JANUARY 21, 2021
Gone are the days when sales was a boys’ club. A new generation of women is at the forefront of sales, and they’re shaping the art of selling on their own terms. These sales leaders have valuable knowledge to share based on their experiences as they advance their careers and climb the corporate ladder. . So embrace it.
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8 of the Most Difficult Types of Prospects (& How to Deal With Them), According to Real Sales Leaders
Hubspot Sales
MARCH 25, 2024
Welcome to " The Pipeline" — a weekly column from HubSpot, featuring actionable advice from real sales leaders. Are you ready for a shocking, next-level revelation that's going to turn your world upside down? That's the kind of astute, game-changing insight you can only find here at The Pipeline , baby. You're welcome.
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Why Your Reps Ignore Sales Improvement Projects
SBI Growth
DECEMBER 3, 2013
A year ago at this time, you decided what sales improvement projects to pursue. You are looking back wondering if you got a return. Did the project help you make the ''13 number? Your boss is asking “what did we get for the money we spent?” You are asking the same one. You know you needed more time.
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How To Create A Company That Will Thrive
Smooth Sale
FEBRUARY 14, 2024
There are also numerous moving parts that you must manage daily. Instead, figure out in what areas you can improve and be willing to put in the hard work it will require to do better. Begin by including a list of goals and the types of resources you require to meet each.
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5 Ways to Create a Successful Sales Coaching Program
Steven Rosen
JANUARY 22, 2018
Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance.
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4 Steps to Hiring Your Next Sales Ops Superstar
SBI Growth
OCTOBER 30, 2013
The responsibilities of Sales Operations continue to evolve. You require a team of proactive, strategic professionals. Making a bad hiring decision going into next year puts you behind the eight ball. If you recognize the positive impact of hiring a top tier contributor, read on. Sales Ops needs to be “outside-in”.
Hiring 276
276 5 Ways to Create a Successful Sales Coaching Program
Steven Rosen
JANUARY 22, 2018
Effective sales manager coaching is one of the key levers that leading sales organizations utilize to achieve their revenue targets. Sales manager coaching is the #1 sales management activity that impacts performance. Study after study has shown that sales manager coaching has a significant impact on performance.
Sales Coaching 261
261 [Message to Management]: Why Great Sales Leaders Listen
No More Cold Calling
JULY 3, 2014
Guest blogger, Todd McCormick, shares three reasons listening matters in sales management. It was your typical sales conference—except the speaker wasn’t typical. I was particularly intrigued that he was a sales leader for a marketing firm, which gave him a unique understanding of both customer-centric professions.
Referrals 290
290 Executive Sales Coaching – Frequently Asked Questions
Steven Rosen
APRIL 3, 2018
The What, Why, How, and When of Executive Sales Coaching. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. If you have direct reports, an executive coach can be a career catalyst, improving both your leadership and coaching/people management capabilities.
Sales Coaching 160
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How Sales Manager Fast Track Their Promotion?
SBI Growth
JANUARY 16, 2014
You just got passed over for a promotion. You are angry, frustrated and unsure why this happened. As a Sales Manager, you have great results and outstanding performance reviews. When you ask your boss what happened you get vague and unsatisfactory answers. Why did you get passed over?
Promotion 149
149 
Best Practices for Writing a Sales Leadership Resume
Sales Hacker
NOVEMBER 17, 2022
If you’re looking to move up the ladder into a sales leadership role, your resume is key to getting your foot in the door. In this article, I’ll share my 3 ground rules of resume-writing, cover the parts of a leadership-level resume, and share a sample resume that will help you take your career to the next level.
How Job Hopping Is Hurting Your Sales Team
Sales Hacker
DECEMBER 19, 2022
By now, most business leaders have had some kind of run-in with the effects of the Great Resignation. As the president of Sales Xceleration, a firm specializing in assessing and implementing sales strategy , sales processes, and sales execution to drive growth, I’ve seen how job hopping can affect otherwise stable sales teams.
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How to Become a Sales Ops Leader To Watch
SBI Growth
APRIL 24, 2013
SBI recently accepted nominations for the Top Sales Operations Leaders to Watch in 2013. Each one of these individuals has been identified as an outstanding Sales Ops leader. There''s a good chance you''ll have a new VP of Sales within the next year. The Top Sales Ops Leaders have mastered these skills.
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Scott Miller: Lead. Fail. Evolve.
Gong.io
JUNE 22, 2020
How can you evolve into a great leader? What’s a sales leader’s real job? On a recent episode of the Reveal podcast, we connected with Scott Miller, EVP of Thought Leadership and CMO at Franklin Covey, for answers to these and other questions that are top of mind for revenue leaders. Key Points to Remember.
Leads 62
62 Recalling the Service Profit Chain
Sales and Marketing Management
JANUARY 3, 2018
The foundational idea of the service profit chain was this: how you treat your employees impacts how they treat your customers. They demonstrated that how you feel impacts not just your friends, but your friends’ friends. He replied that he gets the same support from his leadership and he happily passes it along to his team.
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