Steven Rosen

MARCH 12, 2024

Ryan Thomas , the sales VP of Elastic, Americas, shares his insights on effective leadership, team motivation, and driving business growth. Ryan also discusses the challenges of leading sales teams in a complex and fast-paced industry and provides valuable advice for sales leaders.

Leads 227

Leads Marketing Qualified Lead Motivation Sales Leadership 227

Understanding the Sales Force

APRIL 22, 2024

Over the past thirty-nine years, I have seen this at so many companies and with executives who believed they could apply DIY to any or all of the following ten functions: Evaluating their sales team – it is usually biased and limited to what they recognize as good. Do you know where this is going?

Comparison 193

Comparison Construction Compensation Sales Leadership 193

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. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. It’s low hanging fruit.

Coaching 333

Coaching Guidelines Margin Incentives 333

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

APRIL 20, 2024

She underscores the pivotal role of a robust leadership team dedicated to nurturing employee growth and success. Strong leadership creates a positive work environment and fosters employee engagement. We’re all very clear about our purpose, why we’re here, and what we’re doing.”

Strategy 156

Strategy Lead Rank Lead Scoring Retention 156

Steven Rosen

APRIL 20, 2024

In this Sales Leadership Awakening podcast, Gerilyn Horan , Hilton’s VP of Group Sales, shares strategies to become the best place to work In the world. This awakening moment shaped her leadership style and set the foundation for Hilton’s coaching culture.

Lead Rank 177

Lead Rank Lead Scoring How To Retention 177

Steven Rosen

JULY 20, 2021

What is Leadership Coaching & How is it Beneficial. Leadership coaching empowers sales leaders to do exceptional work in times of struggle and change. Leadership coaches can establish a solid relationship that uncovers the strengths and weaknesses of sales executives like yourself.

Coaching 432

Coaching Face-to-face Analysis Sales Leadership 432

Bernadette McClelland

DECEMBER 30, 2023

Sales Leadership At A Crossroad? There is something special about doing what you love – especially when you know you make an impact. TOP LEVEL LEADERS – Remove your bias of what you believe a business/sales/sales leadership coach to be. It's your choice as to what you want that flow to be.

Sales Leadership 195

Sales Leadership Hiring Pivotal Loyalty 195

Understanding the Sales Force

MARCH 20, 2024

Although this is an article about sales process, the first two paragraphs have more to do with religion than sales. I’m sure by now you’re thinking, but Dave, what the heck does that have to do with sales process? Most of that group believes that a sales process is helpful. It will be worth it!

Sales Process 334

Sales Process Sales Methodology Decision Maker Pipeline 334

Steven Rosen

JANUARY 31, 2023

APR is a time-consuming process for the sales leadership team. What has happened in the past doesn’t make a difference. To supercharge your leaders, sales executives can leverage the annual performance review to focus on and invest in creating robust leadership development plans. Last year is past.

Sales Leadership 293

Sales Leadership Policies Coaching Consumer 293

Steven Rosen

JANUARY 15, 2024

David Hennessy , the VP of Sales at Kite Pharma, delves into his transformative moment as a sales leader, stressing the significance of active listening and strategic questioning. He underscores the necessity for a well-defined and compelling strategy that is effectively communicated to the sales team.

Sales Leadership 156

Sales Leadership Strategy Motivation Sales 156

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. You’re not so good.

Video 156

Video Sales Leadership Hiring Face-to-face 156

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. You’re not so good.

Video 156

Video Sales Leadership Hiring Face-to-face 156

Steven Rosen

FEBRUARY 7, 2024

Rika Cuff , Senior Vice President of Scholastic and Champ Sales at Herff Jones, discusses the importance of sales leadership in sales culture development. Rika’s insights provide valuable lessons for sales leaders looking to create a positive and motivating team environment. Recognition goes a long way.

Social Media 156

Social Media Sales Leadership Media Face-to-face 156

Steven Rosen

JANUARY 14, 2024

Colleen Stanley and Steven Rosen discuss the importance of assertiveness and emotion management in accountability conversations, emphasizing the need for managers to develop the skill of assertiveness, which involves stating what they need nicely. As a sales manager, effectively navigating these emotional triggers is crucial.

Sales Leadership 156

Sales Leadership Account Video Coaching 156

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. I asked him what they were doing to sustain their excellent training.

Survey 358

Survey Coaching Training Sales Management 358

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

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. Thinking through what you want to say and how you want to say it can lead to better outcomes.

Conversion 120

Conversion Construction Sales Leadership Intent 120

Steven Rosen

JULY 25, 2022

Are You a Great Sales Leader? Sales leaders are running so fast that they don’t have a chance to breathe, and they certainly don’t have time to self-evaluate. Many sales leaders find themselves: Feeling overwhelmed, overly stressed, or frustrated because of the pace of change. The FOCUSED SALES LEADERSHIP FRAMEWORK.

Face-to-face 317

Face-to-face Sales Leadership Energy Sales 317

Steven Rosen

JANUARY 28, 2024

Helen Fanucci , a sales leader with 25+ years in the high-tech industry and author of “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.” discusses the importance of trust in sales, effective targeting strategies, and the role of collaboration in team selling. Collaboration is key to success in sales.

Intent 156

Intent Sales Leadership Account ACT 156

Steven Rosen

NOVEMBER 7, 2022

Global leadership must anoint your plans. Global leadership goes back and forth with country management. Global leadership forces you to increase your sales numbers and reduce expenses, and you have to dance. Sales Results = (Quality of the plan) X (Effectiveness of strategy execution). Here’s the rub.

Strategy 380

Strategy Call-back Objections Forecasting 380

Steven Rosen

JANUARY 15, 2024

He also talks about transitioning to a strategic selling approach, highlighting the importance of coaching, leadership development, reflection, and setting expectations for coaching time to optimize sales team performance and prioritize high-value activities. Equipping leaders to coach and support their teams is crucial for success.

Video 156

Video Coaching Sales Qualified Lead Trends 156

Steven Rosen

JANUARY 13, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Evaluating sales managers’ success should exceed sales quotas and include turnover and team development metrics.

Sales Management 156

Sales Management Hiring Retention Coaching 156

Steven Rosen

SEPTEMBER 26, 2021

this is an important one because sometimes we get frustrated as sales managers and tip #27 says to manage your own motivation. You can read a leadership book or take a leadership course. Are you clear on what you need to do to be successful going forward? Manage Your Own Motivation. Welcome to management.

Motivation 392

Motivation Sales Management Exercises Energy 392

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.

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177

The Sales Hunter

MARCH 18, 2016

Welcome to the Executive Sales Leader Briefing, a new blog series I am doing every Friday. If you want to receive the Executive Sales Leader Briefing in text form in an email early Friday morning before it is published on the website, go to this page to sign up or complete the below information: Think […].

Sales 100

Sales Selling Skills Motivation Sales Leadership 100

Mr. Inside Sales

APRIL 14, 2024

Several of his books include: “The Power of Positive Leadership,” “The Energy Bus,” etc. What this means is that rather than let that random, negative self-talk just pour into you, you should instead talk back to yourself in advance and feed the positive self-talk you need to succeed. ON DEMAND SALES TRAINING THAT GETS RESULTS!

Face-to-face 224

Face-to-face Gatekeeper Decision Maker Licensing 224

Understanding the Sales Force

SEPTEMBER 20, 2023

I’ve written more than 2,000 articles on my Understanding the Sales Force Blog and there are hundreds of other sales blogs. Some are written by sales experts. I am concerned about the subjects being curated for sales and sales leadership professionals. One or two are sales enablement topics.

Sales Leadership 203

Sales Leadership Hiring How To Account Based Marketing 203

No More Cold Calling

JULY 27, 2020

When will sales leadership wake up? They still measure the number of dials and emails sent in a day, when the return on these sales activities is dismal. Then they launch into their tried-and-true (and oh-so-boring) sales pitch. It’s not the reps’ fault; it’s what sales leadership expects from them.

Sales Leadership 366

Sales Leadership Cold Calling Referrals Lead Qualification 366

Understanding the Sales Force

NOVEMBER 10, 2023

We didn’t know what we didn’t know. And “We don’t know what we don’t know about sales” is a true statement in most companies. Sales Managers (salespeople report to them) are not only unaware of their own shortcomings, but have no clue about the sales-specific weaknesses of their salespeople.

Company 212

Company Hiring Scale Forecasting 212

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

Steven Rosen

FEBRUARY 11, 2024

Steven Rosen and Colleen Stanley discuss the strategy of simultaneously setting learning and sales goals. They explore the intricate relationship between continuous learning and improving skills for sales leaders, stressing the need for a balance. In this article, we’ll look at the connection between sales and learning goals.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

Bernadette McClelland

AUGUST 1, 2022

but outside the chocolate, where do emotions come into what I buy? And he also shared how he had a long drive ahead of him the next day and it could be really risky without the tyre change. – Buy vegetables in our home and watch a husband win over his wife, no matter what he wants ??. More about that in a minute.

Margin 397

Margin Travel Outbound Sales Leadership 397