Steven Rosen

FEBRUARY 23, 2022

5 Ways top sales managers become a sales coach! Sales coaching is the most important sales management activity for driving sales performance. If a sales manager could transform into an elite, top-level sales coach overnight, the impact on sales results would be outright amazing!

Sales Coaching 433

Sales Coaching Coaching Hiring Face-to-face 433

Steven Rosen

JANUARY 9, 2024

In this 3:01 video, Colleen Stanley and Steven Rosen stress that sales leaders must hold their teams accountable for performance. They note that leaders often accept excuses and attempt to rectify poor performance but underscore that individuals must ultimately be responsible for their results.

Account 156

Account Coaching Sales Leadership Resources 156

Steven Rosen

JANUARY 9, 2024

In this 3:01 video, Colleen Stanley and Steven Rosen stress that sales leaders must hold their teams accountable for performance. They note that leaders often accept excuses and attempt to rectify poor performance but underscore that individuals must ultimately be responsible for their results.

Account 156

Account Video Coaching Sales Leadership 156

Steven Rosen

AUGUST 2, 2021

The Fearless Sales Leader. Fearless sales leaders know that business success is defined as achieving an objective or goal. Sales leaders are accountable for making the company’s sales objectives and sales objectives equal success. Facilitating peak performance. Marketing Executive Gets It.

Hiring 424

Hiring Comparison Face-to-face Campaigns 424

Steven Rosen

AUGUST 8, 2023

Performance management can be a dirty job. Many managers shy away when having to deal with performance issues. My approach says “bring it on.” I believe that non-performing players need to get their act together, or there is no place for them on the team. Managing a PIP is time-consuming and stressful.

Call-back 156

Call-back Maximizer Sales Management ACT 156

Steven Rosen

SEPTEMBER 20, 2022

BOLD Sales Leaders will perform best in a rapidly changing environment. It is not the most competent or the smartest sales leader that will survive, but rather the sales leader that is BOLD and can adapt to change will thrive. I don’t care if you are the head of sales or a front-line sales manager.

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

Understanding the Sales Force

NOVEMBER 20, 2023

Companies wants to use accurate sales assessments but are they accurate when the top and bottom salespeople have the same scores? For example, I looked at what appeared to be two identical steel wire rotary brush cutters to convert string weed trimmers but the cheap rip-offs didn’t include the hardware to install them!

Hiring 182

Hiring Analysis Exact Groups 182

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

JANUARY 15, 2024

Keith Rzucidlo , Vice President of Sales at Miller Electric, joins the Sales Leadership Awakening podcast to discuss how to turn visions into actions in sales leadership. Keith shares the importance of patience and reflection in driving behavior change and advises sales leaders on coaching and change management. “I

Sales Leadership 268

Sales Leadership Coaching Resources Pivotal 268

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. Many sales managers ask me how to ensure that they have a highly motivated and engaged team, and I usually ask them “WHY”? Tap into the WHY!

Motivation 379

Motivation Incentives Incentive Commission 379

Steven Rosen

JANUARY 28, 2024

In this 4:11 video, we learn how sales leaders must cultivate essential soft skills like emotional management, empathy, and assertiveness to foster trust, enhance execution, and address mental health challenges to consistently improve team performance. Let’s dive in and explore these essential skills in detail.

Video 156

Video Sales Leadership Hiring Face-to-face 156

Understanding the Sales Force

APRIL 3, 2024

Dennis Connelly, Derek Baer and I were sharing our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t coachable. It wasn’t personal. It wasn’t about whether we liked them as people.

Data 130

Data Construction Coaching Face-to-face 130

Steven Rosen

JANUARY 13, 2024

In this 4:11 video, we learn how sales leaders must cultivate essential soft skills like emotional management, empathy, and assertiveness to foster trust, enhance execution, and address mental health challenges to consistently improve team performance. Let’s dive in and explore these essential skills in detail.

Video 156

Video Sales Leadership Hiring Face-to-face 156

Understanding the Sales Force

NOVEMBER 17, 2022

They were underperforming (leaving streaks and smudges), not clearing water from the windshield (failing to meet expectations) and I couldn't see the road properly when it was raining. It presented a threat to our safety and an upgrade was required. They were freaking awesome.

Meeting 295

Meeting Sales Company Sales Enablement 295

Steven Rosen

JANUARY 14, 2024

In this 4:59 video, learn about success strategies around sales execution, including a three-step framework for building an execution plan. Steven Rosen and Colleen Stanley discuss the importance of execution in sales and provide a simple framework for achieving it. But what if we could change our perspective on execution?

Video 156

Video Competition Coaching Strategy 156

Steven Rosen

APRIL 18, 2022

Hiring Top Performers Post-COVID Recovery . Hiring top performers has always been the lifeblood of any sales organization. COVID has changed sales forever. The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually?

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Steven Rosen

MAY 15, 2021

Sales Leadership Development in the New Millennium. Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. They really loved it!”. I was very impressed. Again he was silent.

Survey 358

Survey Coaching Training Sales Management 358

Steven Rosen

JANUARY 18, 2021

As a sales leader, you are in the most challenging role in the organization. Even though your customers and the selling environment have changed, you are still responsible for delivering sales results. Even though your customers and the selling environment have changed, you are still responsible for delivering sales results.

Face-to-face 379

Face-to-face Sports Energy Objections 379

Steven Rosen

JANUARY 16, 2023

10 Characteristics of Bold Sales Leaders. Sales leaders have had to adapt to virtual selling, work from home, supply chain issues, passing on price increases and sales rep turnover. Lack of Accountability : When facing a more challenging sales environment, salespeople use excuses for not achieving their quotas.

Leads 317

Leads Marketing Qualified Lead Face-to-face Sales Leadership 317

Steven Rosen

DECEMBER 3, 2023

Do you Need a Top Sales Leadership Coach? This same principle holds true in sales leadership. Just as top athletes rely on coaches to maximize their performance, sales leaders can also greatly benefit from a skilled coach’s insights, guidance, and support. This accountability helps them stay focused and motivated.

Sales Leadership 156

Sales Leadership Coaching Face-to-face Sports 156

SalesFuel

MARCH 26, 2024

Most sales managers would like to do that. But since they can’t, the next best thing may be to reengineer your sales training program. How to Reengineer Your Sales Training Program Before you begin to adjust the details of your sales training initiatives, take time to study your rain makers. It doesn’t have to be.

Training 116

Training Hiring How To Proposal 116

Partners in Excellence

APRIL 5, 2024

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. So it remains stimulating and exciting after many years.

PeopleSoft 105

PeopleSoft Software Software Course 105

Partners in Excellence

FEBRUARY 15, 2024

I can’t begin to count the number of “experts” filling my social feeds with the sage wisdom and advice on maximizing performance: “Give your best leads to your top performers!” ” They go on to say, “The easiest way to hit your goals is to give all the best opportunities to your top performers.!”

Leads 101

Leads Marketing Qualified Lead Sage Maximizer 101

Janek Performance Group

APRIL 17, 2024

In B2B sales and marketing, companies employ various strategies to drive growth and expand their client base. Here, we’ll explore the role of BDRs, the pros and cons, and best practices to utilize them effectively: The Role of BDRs Typically, BDR is an entry-level position in larger, more complex sales organizations.

Outsourcing Services 118

Outsourcing Services B2B Lead Rank Sales Qualified Lead 118

Partners in Excellence

APRIL 25, 2024

It’s not wrong, but it’s not completely right. 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? It would never cause people to think about, “What if we changed our win rate?

Top of Funnel 77

Top of Funnel Funnel Sales Qualified Lead Leads 77

Partners in Excellence

MARCH 5, 2024

Everyone that’s responding is an extreme high performer. Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year. Some have run multi-billion sales organizations and companies, some are managing their own territories selling millions a year.

Sports 107

Sports Territories Maximizer Industry 107

Partners in Excellence

APRIL 17, 2024

It is impossible for us to grow our business. If we don’t understand change, how can we ever expect our customers to understand it and want to navigate the change process? But, I can count on one hand, the number of sales enablement programs that include any significant training and development on change.

Lead Rank 109

Lead Rank Analysis Incentives Incentive 109

Partners in Excellence

OCTOBER 12, 2023

One of the biggest mistakes I see sales managers, particularly new managers, make is the view, “I can do it better myself!” ” It’s easy to understand this. They were probably top performers as sellers. Many sales leaders behave as though they have a big “S” painted on their chests.

Maximizer 119

Maximizer Coaching Sales Management Closing 119

Partners in Excellence

APRIL 16, 2024

We spend 100’s of millions on SKO speakers, books, and training–all focused on doing the things that drive business, sales and marketing performance. For example, as sales people, we know–without a doubt that: We’ve got to prospect and fill our funnels. Far too few cross it, though most intend to.

Top of Funnel 103

Top of Funnel Funnel Pipeline Exercises 103

Partners in Excellence

MARCH 20, 2024

” I take these hacks, trying them out myself. I refine them, suggesting a certain industry or market. I’ve become relatively agile in prompt engineering, so I keep tweaking them, trying to find that “Aha” revelation. What are trends… ? How do I handle objections… ?”

Ideal Customer Profile 114

Ideal Customer Profile Revelation Decision Maker Face-to-face 114

Allego

APRIL 25, 2024

In sales, for example, surpassing targets largely depends on the quality of training provided. In fact, companies that have dynamic and adaptable sales training strategies see an average of 10% more salespeople meet their quotas compared to those with rigid approaches, according to CSO Insights.

Handbook 62

Handbook Analytics Retention Motivation 62

Allego

FEBRUARY 28, 2024

Companies have a wide selection of sales enablement platforms to choose from, but none deliver the unique blend of compliance focus and enablement support that Allego does for financial services firms. Drive for Performance: Simplify the sharing of best practices, market updates, and insights to enable efficient decision making.

Insurance 118

Insurance Insurance Face-to-face Banking 118

Partners in Excellence

DECEMBER 7, 2023

Top performers are already using these tools with tremendous advantage, and they always have because that’s what top performers have always done. How are they leveraging them to differentiate their engagement strategies? Sellers aren’t using them, or they use them minimally to keep managers off their backs.

Face-to-face 117

Face-to-face Revelation Tools CRM 117

SalesFuel

APRIL 10, 2024

Sellers who want to succeed must build sales credibility to stand out. Before salespeople can be thought of as 'trusted advisors,' they first must have a high level of sales credibility.” What is sales credibility? But how can you both gain credibility and demonstrate it? It takes effort to build credibility in sales.

Research 115

Research Hiring Social Media Trends 115

Partners in Excellence

NOVEMBER 2, 2023

I spend a lot of time with sales managers, at all levels. Endless discussion on “the numbers” and the challenges of achieving them. We see them leading team meetings, but usually these are fairly one way discussions, “You aren’t hitting the numbers, you need to do more!” I talk to them about it.

Coaching 104

Coaching Lead Rank Pipeline Data 104