Steven Rosen

JANUARY 14, 2024

In this 3:35 video , Colleen and Steven stress the significance of assertiveness, self-awareness, and emotional management in coaching discussions, advising against defensive or aggressive reactions to feedback. Key Takeaways: Assertiveness is a crucial skill for managers to develop in accountability conversations.

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Sales Leadership Account Video Coaching 156

Steven Rosen

APRIL 6, 2024

In this episode of the Sales Leadership Awakening Podcast, host Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. They highlight vital emotional intelligence skills essential for navigating these dialogues effectively.

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Conversion Construction Sales Leadership Intent 120

Steven Rosen

JANUARY 14, 2024

Colleen Stanley and Steven Rosen discuss the role of a sales leader as not just bringing in the numbers but developing their salespeople into self-managing individuals. ” – Steven Rosen “Unbelievably talented sales leaders still fall into that trap of rescuing their salespeople versus developing their salespeople.”

Revenue 156

Revenue Journal Coaching Sales Leadership 156

Steven Rosen

JANUARY 14, 2024

In this episode of the Sales Awakening podcast, Steven Rosen and Colleen Stanley dive right into the execution challenges. We need to identify the critical success factors and narrow them down to three manageable items. “Change management is sales management, and that’s going to make the difference.”

Strategy 156

Strategy Sales Leadership Competition Coaching 156

Hubspot Sales

NOVEMBER 8, 2023

Being a sales manager is a whirlwind experience, especially for those who were once successful sales reps themselves. Fortunately, there are valuable best practices that can help aspiring sales managers excel in their positions. Best Practices for Sales Managers 1. Lay a robust foundation.

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Hiring Sales Management Lead Rank Hubspot 93

Steven Rosen

SEPTEMBER 25, 2022

Leading a Sales Force Restructuring. Are you planning on a sales force restructuring? The packages for each sales rep that is being laid off (severance letters and outplacement service offerings etc.) Five Steps to Leading Sales Force Change. Your front-line managers will look to you for leadership.

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Lead Rank Leads Marketing Qualified Lead Face-to-face 156

Highspot

NOVEMBER 21, 2023

What Makes a Great Sales Manager? What Sets Great Sales Managers Apart? Responsibilities of a Sales Manager Qualities You Need To Go From Good To Great Sales Management Strategy for Sales Managers The Importance of Sales Coaching And Training What Does Sales Manager Success Look Like?

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Sales Management Strategy Lead Rank Coaching 52

Bernadette McClelland

DECEMBER 29, 2023

It is human to look outside ourselves for the ‘keys to success’, yet we so often overlook those resources we have within us – three of which are the power of laughter, transformation, and play. Why this duo is the ULTIMATE Winning Combination! Start Selling Wisdom’ ” today.

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Face-to-face Up-Sell Resources Sales Management 195

Steven Rosen

APRIL 21, 2013

At least 80% of sales managers fail within eighteen months of being promoted (Source: Chally). Making that transition, from self-supporting super sales star to “executive shepherd”, is daunting. We understand exactly how the sales leader’s role has evolved and continues to change. Module 6: Sales Coaching.

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Sales Management Commence Compensation Promotion 254

Allego

AUGUST 21, 2023

Frontline sales managers are the powerhouse behind every high-performing sales team. However, many frontline sales managers struggle because they don’t receive proper enablement and coaching. In many cases, frontline sales managers get promoted to that role because they’re a top-performing sales rep.

Sales Management 62

Sales Management Strategy Face-to-face Coaching 62

The Pipeline

MAY 19, 2016

If sales and selling is the last of the black arts, then sales management lurks in its darkest corners. As with other aspects of sales, there is no shortage of advice, ensuring no shortage of fluff. Many sales books will address similar topics, but Max adds the layer of joy that many in sales miss.

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Hiring Sales Management Airlines Case Study 180

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster.

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Sales Leadership Hiring Coaching Account 177

Gong.io

NOVEMBER 23, 2022

It’s hard to become a sales manager without first being a good sales rep. After all, when the majority of your own quota is based on your team’s sales performance, you need to know how to sell. . But that doesn’t mean the best closer is guaranteed to make the best sales manager. Time management.

Sales Management 62

Sales Management Forecasting Report Face-to-face 62

SalesFuel

MARCH 12, 2024

One job aspect that continues to challenge most managers is workplace conflict. Managers may be naturally conflict-avoidant. Regardless of skill levels or personal feelings, managers must address this problem. Regardless of skill levels or personal feelings, managers must address this problem.

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Guidelines Hiring Conference Motivation 116

The Spiff Blog

DECEMBER 8, 2022

Mediocrity – These leaders aren’t necessarily failures, but they also aren’t a success. The variable component of success between great historic leaders and sales managers is exactly the same, and that variable is motivation. Switching the Context of Success. They will be training their team to be successful.

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Compensation Motivation Sales Management Strategy 71

Hubspot Sales

JANUARY 12, 2021

But when it comes to sales, some managers might have trouble delivering on it — often through no fault of their own. Here, we'll review some common sales coaching challenges, go over how to approach them, and identify the key qualities of reps that are flat-out uncoachable. How to Handle Coaching Challenges.

Coaching 118

Coaching Sales Management Sage Policies 118

The Pipeline

SEPTEMBER 8, 2020

Objections are an emotional thing, meaning it is better to use a counterintuitive approach. Long-term measurable success in telephone prospecting requires a dynamic process, skill set, and active leadership from the front-line manager. How to turn sales managers into prospecting leaders. By Tibor Shanto.

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Objections Forecasting Webinar Metrics Pipeline 276

Women Sales Pros

NOVEMBER 1, 2019

If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues. If you want to know how to be a good sales manager, remember the importance of emotion management when addressing sales performance issues.

Sales Management 82

Sales Management Hiring Territories Coaching 82

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster.

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent. “The world is moving faster.

Hiring 156

Hiring Sales Leadership Coaching Sales Goal 156

Miller Heiman Group

FEBRUARY 25, 2020

Sales organizations face a paradox: although many continue to increase hiring, attrition is on the rise, according to our 2018-2019 Sales Performance Report , creating a major pain point. Poor hiring practices prove costly to sales organizations in many ways. How Sales Organizations Can Improve Hiring Decisions.

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Hiring Sales Management SAP Sales Talent 97

Partners in Excellence

APRIL 5, 2024

Within that, Sales is the most dynamic and challenging role and the combination is really without precedent.” How I got into selling — Martin Mackay Actually, I graduated from Oxford University with a degree in Modern Languages and considered that the last thing I wanted to do was go into Sales!

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PeopleSoft Software Software Course 105

Sales 2.0

FEBRUARY 15, 2023

This is the second in a series of interviews I am conducting with subject matter experts and practitioners in the sales profession. I am examining where we are today with AI in sales and where we are going. Paul is the Director of Field Enablement at Groove , a leading sales engagement platform.

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Conversion Amdocs Territories Forecasting 195

Increase Sales

NOVEMBER 11, 2013

According to some research by Ken Blanchard Company, 54% of managers only use one of the four management leadership styles when working with their direct reports: Directing. This research goes on and reveals the following about the use of these management leadership styles: 25% use two of these four successfully. Supporting.

Sales Management 152

Sales Management Small Business Small Business Coaching 152

SalesFuel

APRIL 21, 2024

Richard Weylman is a renowned expert in sales and customer service, celebrated for his strategic insights into client relationships and building customer loyalty. Loyalty, in contrast, involves a deeper connection and emotional engagement that can secure clients as lifelong advocates of your business.

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Loyalty Customer Hiring Customer Service 52

Pipeliner

SEPTEMBER 15, 2020

In this article, I would like to discuss a very fundamental quality for someone’s successful conduct in life—that of virtues. Perhaps more than other more average fields, you really need virtues in sales management. In sales management, wisdom must be constantly exercised both in choosing people and in leading them.

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Sales Management Hiring Biotechnology Call-back 75

The Center for Sales Strategy

OCTOBER 17, 2023

We’re so proud to be celebrating Women in Sales Month once again. For each week in October, we have an amazing slate of women sales leaders who will be sharing their unique insights. Today, our guest is Laura Coristine, General Sales Manager at Cox Media Laura makes so many awesome points.

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Media Sales Management Sales 80

Sell Integrity

JUNE 23, 2020

All tech companies want to build a world-class culture, and front-line managers play a pivotal role. What kind of conversations are your front-line managers having with their customer-facing teams? With sales booming, several top salespeople were promoted to manager roles, and the expectations were high. By Mike Esterday.

Coaching 85

Coaching Sales Management Company Face-to-face 85

Tony Hughes

MAY 13, 2019

Sales Management is without doubt the most important link in the revenue chain. It’s also the toughest role in a company because it’s where the person is squeezed between the relentless expectations of executive management and sellers who struggle to differentiate in ferociously competitive markets.

Sales Management 81

Sales Management Hiring Forecasting Energy 81

HeavyHitter Sales

SEPTEMBER 18, 2013

the most prestigious publication for business leaders and management thinkers. Here’s one of my recent Harvard Business Review articles titled the  SEVEN TYPES OF SALES MANAGERS. I have found that seven management styles are most prevalent: mentor, expressive, sergeant, Teflon, micromanager, overconfident and amateur.

Sales Management 148

Sales Management Lead Rank Lead Scoring Scale 148

Bernadette McClelland

NOVEMBER 13, 2022

So, my GO BIG is to bring something fresh, different and new to the sales conversation – and not just rehash solution selling, or provide new hacks for getting appointments, or for it to be ‘same girl, different dress’ (hang on, let me rephrase that in case it is perceived as UnPC – same horse, different jockey!).

Ideal Customer Profile 195

Ideal Customer Profile Decision Maker Enterprise Enterprise 195

Sales and Marketing Management

JANUARY 1, 2018

Davis In a SMMConnect webinar I delivered to over 100 sales managers recently, I talked about eight instincts they developed as salespeople that are now harming their effectiveness as team leaders. Interestingly, about 30 percent of the participants said that the sales instinct they struggle with the most is “avoiding conflict.”.

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Hiring Webinar Metrics Forecasting Proposal 260

No More Cold Calling

AUGUST 24, 2017

Are sales managers really at fault? You don’t hear that phrase very often anymore, but account based sales reps still carry a bag. But it’s their managers who are left holding the bag when reps don’t meet or exceed quota. percent of sales reps made quota in 2016. CEOs can talk a good game about sales and growth.

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Hiring Account SalesForce Quota 214

Sell Integrity

AUGUST 13, 2021

Great sales team coaching takes specific knowledge and functional expertise to build a successful team. On their own, these aren’t enough to bring out the best in their sales teams and help them achieve their full performance potential. What is social and emotional intelligence? Emotional Intelligence and Sales Coaching.

Coaching 109

Coaching Lead Rank Sales Coaching Face-to-face 109

Your Sales Management Guru

JANUARY 14, 2013

Sales Management: Taking Smart Risks. 3. New manager in a complex organization. In challenging times or in potential growth opportunities this book will improve your odds of success. In challenging times or in potential growth opportunities this book will improve your odds of success.

Sales Management 110

Sales Management Enterprise Enterprise Motivation 110

The Pipeline

NOVEMBER 11, 2013

Many sales managers are in the wrong job, and for the wrong reasons, the intentions may have right, even noble, but outcome serves neither in individuals in question, the companies and customers. This group were good, not always great reps, they’ve around long enough, and when an opening presents itself, they are promoted to manager.

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Hiring Lead Rank Lead Scoring Sales Leadership 285

The Pipeline

JULY 24, 2013

Nick shared a number of insights and best practices around driving success through peak sales performance, and creating a proactive sales culture, all in the same environment that reps and front line sales managers use to drive revenues and day to day sales activities. Tibor Shanto.

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Video SalesForce Marketing Coaching 263