Steven Rosen

APRIL 4, 2022

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. The most likely scenario is that your reps will be doing a combination of face-to-face and virtual selling calls.

Coaching 290

Coaching Face-to-face Selling Skills Sales Coaching 290

Steven Rosen

OCTOBER 2, 2020

Many salespeople have found the entire shift very frustrating and are still uncomfortable selling virtually. Salespeople who had poor selling skills before COVID are now extremely challenged in hitting their quotas. The sales manager coach/must observe each of their sales reps sell every month. . Conclusion.

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Steven Rosen

MARCH 25, 2024

Yet, it fails to recognize or nurture the proactive elements—selling skills and the subtle cues that build rapport or understanding of the client’s concerns—that can only be gleaned through direct observation. ’ Such an approach may direct attention to lagging indicators like sales volumes.

Coaching 156

Coaching Pivotal Lead Rank Report 156

Steven Rosen

MARCH 12, 2024

Leaders can provide real-time coaching and observe selling skills in action by getting out in the field and accompanying their reps on client visits. Customers are more likely to make time for meetings that they perceive as useful and relevant. Sales leaders should also model the behavior they expect from their salespeople.

Face-to-face 156

Face-to-face Lead Rank Sales Leadership Benefit 156

Steven Rosen

FEBRUARY 11, 2020

You may be considering implementing a technology or selling skills initiative. Unfortunately, as you know, this won’t maximize your sales nor improve the competencies of your sales team. As head of sales, there are several levers you can pull to significantly improve sales performance.

Sales Coaching 322

Sales Coaching Coaching Maximizer Selling Skills 322

Steven Rosen

JANUARY 14, 2024

Self-awareness and assertiveness are key skills for holding salespeople accountable. Journaling and self-reflection can help salespeople improve their own selling skills. Pre-call planning and post-call debriefing are essential for coaching and development.

Revenue 156

Revenue Journal Coaching Sales Leadership 156

Steven Rosen

JANUARY 14, 2024

An example of addressing these themes is a company that identified messaging, planning, and selling skills as its top three critical success factors. It is essential to define critical success factors and identify the specific actions required to achieve them. This clarity helps salespeople stay focused and motivated.

Strategy 156

Strategy Sales Leadership Competition Coaching 156