Expert insights. Personalized for you.
Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Your goal is to build a high-performance sales organization that consistently deliver outstanding results. Given limited budgets, you need to figure out how to maximize your ROI? Annually spending by companies: Sales training $20 billion on sales training. MORE
Success Starts with Mastering Focus. Are you determined to make 2017 the year you will have breakthrough results? In my previous video, I talked about FOCUS being the key factor for success. I don’t care if you are the CEO, an executive, manager or sales rep, you are inundated with back to back meetings, phone calls, and voice messages, literally hundreds of emails, and numerous texts. If you work in an office, people may be standing at your door to speak with you. MORE
Are you a sales manager? Congratulations! You are the key to unlocking the potential of your team. You are the #1 factor that drives your team’s performance. One of my favorite quotes is from Peter Drucker which nicely sums up your role. Effective leadership is not about making speeches or being liked; leadership is defined by results, not attributes.”. In a world where you are measured by results, where do you go to get insights, gems, pearls, and ideas to help you improve your results? MORE
The Not So Secret Way to Crush Your Numbers. Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program. The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018. The studies below clearly shows that sales manager coaching has a significant impact on performance. MORE
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. The business impact of a successful integration of a new sales or marketing leader can catapult a commercial business unit to new levels. It is well known that the first 90 days are critical for the success of any new leader. MORE
I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be. Here is the question you need to ask yourself. Where does your region fall in terms of sales to quota this year? MORE
Sales Leadership Roundtable – Part II. This is the second post from the sales leadership roundtable. Click here to read part one. The awesome leaders shared over 30 great tips on how they are communicating during this crisis. The best section was how they are communicating with their boss. We all realized that we are all in unchartered waters. There is no playbook we can refer too, most of us are making it up as we go along. MORE
If you want to crush your sales numbers Sales Strategy #2: Execute with Excellence is guaranteed to help. Number one, your marketing team is ready to go, they have their strategies, their plans in place and their budgets. As the Head of Sales, you are still in 2017 my friend but you really need to have your head in 2018 deciding what you are going to do. The key now is to get prepared for 2018 which means ensuring that you have your sales execution plan ready to go come January. MORE
Sales Leadership Roundtable Discussion. I really enjoyed a round table discussion that I facilitated a couple of weeks ago. I had 8 senior sales executives join me for an open discussion. In part 1 of this two-part series, they shared how they have kept their salespeople productive and motivated over the last couple of weeks. We all realized that we are all in unchartered waters. There is no playbook we can refer too, most of us are making it up as we go along. MORE
Most sales executives realize the value and importance of sales coaching. They know that sales coaching is one of the most significant levers to drive superior sales performance. To Coach Or Not To Coach? That Is The Question. . Here is what the data shows: Only 14% are spending enough time sales coaching. Only 7% are effectively sales coaching. Less than 1% are doing the right kind of coaching and debriefing. Source: Objective Management Group , Dave Kurlan. MORE
What’s Holding You Back? It’s a new year and a new decade. It is time to reflect on where you are, where you would like to be and commit yourself to get there. Like most sales leaders, you want to achieve your sales objectives. You may want to be the top region, and you may even want to take your career to the next level. Is there something holding you back? What’s Holding You Back? MORE
The What, Why, How, and When of Executive Sales Coaching. Executive coaching is estimated to be a $2-3 billion/year global industry. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs. MORE
What is Leadership Coaching? Leadership coaching is the fastest growing phenomenon today! Leadership coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Leadership coaches lead their clients towards the fulfillment of specific professional goals. Today’s executives are experiencing unprecedented change. MORE
Awesome Virtual Coaching Creates Master Virtual Sellers. COVID has impacted everyone. Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . Companies that have been quick to adapt have been able to mitigate the impact of COVID. MORE
Hello Steven Rosen here for my weekly sales management tip where each week I share one tip from my book 52 Sales Management Tips, The Sales Managers’ Success Guide. Today’s tip #26 is listen, learn and laugh a lot. Following the three L’s will win you more friends, help you gain knowledge and ultimately help you be happier. Take the time to live in the moment by listening more, read a book, read an article, keep learning. Learning is a constant factor in all of our lives. MORE
During a cycle of change, you need to clearly and concisely communicate where the organization is heading to help your salespeople understand the future. What does the new structure look like? What are the new roles and responsibilities of the team members? Discuss the rationale for the change. In times of change do 3 things: Communicate, communicate and communicate! The post Weekly Sales Management Tip #15: You Can Never Over-Communicate appeared first on STAR Results. Video MORE
You have just gone through the first week of the COVID-19 crisis. Pat yourself on the back because no one else will with social distancing rules in effect. Have you: Successfully transitioned your sales team to WFH status? Held at least one online team meeting? Connected with a least one of your customers online? Done any training for your sales team? Have you shared success stories? If you answered “yes” to all 5 questions, you have passed the week 1 COVID-19 crisis plan! MORE
Develop a Coaching Culture. 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. Sales Strategy #2 Execute with Excellence because most companies do not execute with excellence. Sales Strategy #3: Invest in Yourself. MORE
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. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance. Time in field: 17% increase in performance. MORE
Are You Focused on Results Generating Activities? Not another virtual meeting! How many times a day do you think that? How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails? MORE
Invest in Yourself . 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. Reality is, the higher we go in organizations the fewer opportunities there are for networking and fewer people to actually network with. MORE
Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well. Here is a more challenging question: How well are you doing when it comes to strategy execution ? This is a much more challenging question and there is no easy answer. Business success is a function of brilliant strategies and excellent execution. MORE
Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing. You are still responsible for generating your company’s revenue, and your colleagues are counting on your efforts and that of your entire team. Now is the time to get sales on track. MORE
Awesome Sales Leaders. It would be great to understand what awesome sales leaders are doing to lead their team to succeed? As a sales leader, there are only so many levers you have at your disposal to impact team success. However, you know that where you put your emphasis can have a dramatic impact on sales outcomes. Here are the top five areas that I have seen successful sales leaders focus on, to outperform their competitors. Engaging the Entire Sales Organization. MORE
For most businesses, the first half of 2020 is a write-off! COVID-19 has hurt the economy, and many companies have suffered. If you want to close the gap you need to act now! Sales leaders I speak with have done a fabulous job keeping their sales teams motivated, helping them transition to virtual selling and whatever else they needed to do to adapt to the new normal. They have survived phase 1 of this pandemic. No one has a crystal ball as to what to expect in the next 6 months. MORE
Developing Master Sales Coaches. Do you have a team of master sales coaches? Are your sales managers ready to crush it in 2020 or will it be another frustrating, mediocre 12-months? Most sales managers lack the skills, tools and methodology to effectively coach their team so the reps just try to ‘wing it’ as best they can. Unfortunately, as you know, this won’t maximize your sales nor improve the competencies of your sales team. MORE
Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. That’s right. Second line sales managers (SLM) don’t coach their FLMs on their coaching. The reality is, they have one-on-ones, but their meetings tend to focus on business issues, follow up items and people issues. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers. MORE
Wouldn’t you love to have a team of awesome sales coaches? Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven’t been taught how to properly coach their staff. If a sales manager could transform into an elite, top-level sales coach overnight, the impact on sales results would be outright amazing! You’d be known as a great sales leader and the envy of colleagues. MORE
How would you like to crush your sales numbers in 2018? In this Executive Briefing, executing with excellence , I am going to share three steps to doing so. Sales managers, sales executives, sales and marketing executives, this message is for you. Do you spend hours, days and months building your marketing plans , getting approval and doing what you need to do to get your plans and budgets secured for the next year? How much time do you actually spend working on executing with excellence? MORE
I love sales managers. They are great people who are dedicated to helping salespeople succeed and drive sales performance/sales in organizations. One thing that drives me crazy is when I work with a sales managers who are reluctant to fire reps who are not performing and will never be good at sales because they a good at admin and responsive to their manager. MORE
Why Companies Fail to Execute. I find it shocking that statistics show that 60%-90% of companies fail to execute their strategies. HBR quotes a survey where more than 400 global CEO’s found that business execution excellence was the number one challenge facing corporate leaders. The CEO’s were from Asia, Europe, and the United States. Execution headed the list which included 80 issues which included innovation, geopolitical instability, and top-line growth. MORE
That could crush your sales organization. Let’s face it, being a sales executive has become increasingly more difficult. Chances are next year’s sales objective is going up and your budget is being reduced. You are facing challenges of do more with less, increased competition, pricing pressures, staff turnover, and increased expectations from customers. I have spoken to a number of sales executives trying to understand their most perplexing challenges. MORE
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. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance. Time in field: 17% increase in performance. MORE
January is a crazy month, with national sales meetings, new comp plans, new marketing programs and the annual performance review process. The rest you had over the holidays is long forgotten. You are very busy. What if there was one thing that you could do now that would help your salespeople succeed this year? The good news is that you don’t have to drop anything. In fact, I will show you how to integrate my one thing into what you are already doing and show you a simple way to make it happen. MORE
Steven Rosen
JANUARY 18, 2021
Are You Focused on Results Generating Activities? Not another virtual meeting! How many times a day do you think that? How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails?
Steven Rosen
OCTOBER 2, 2020
Awesome Virtual Coaching Creates Master Virtual Sellers. COVID has impacted everyone. Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . Companies that have been quick to adapt have been able to mitigate the impact of COVID.
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Steven Rosen
JUNE 3, 2020
Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing. You are still responsible for generating your company’s revenue, and your colleagues are counting on your efforts and that of your entire team. Now is the time to get sales on track.
Steven Rosen
JULY 15, 2020
For most businesses, the first half of 2020 is a write-off! COVID-19 has hurt the economy, and many companies have suffered. If you want to close the gap you need to act now! Sales leaders I speak with have done a fabulous job keeping their sales teams motivated, helping them transition to virtual selling and whatever else they needed to do to adapt to the new normal. They have survived phase 1 of this pandemic. No one has a crystal ball as to what to expect in the next 6 months.
Speaker: Matthew Hawk, President of B2bTrainers
The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.
Steven Rosen
APRIL 6, 2020
Sales Leadership Roundtable Discussion. I really enjoyed a round table discussion that I facilitated a couple of weeks ago. I had 8 senior sales executives join me for an open discussion. In part 1 of this two-part series, they shared how they have kept their salespeople productive and motivated over the last couple of weeks. We all realized that we are all in unchartered waters. There is no playbook we can refer too, most of us are making it up as we go along.
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Steven Rosen
JUNE 20, 2019
Coaching the Coaches The question of the day is, who’s coaching the coaches on coaching? The reality is, there is no one coaching the coaches. That’s right. Second line sales managers (SLM) don’t coach their FLMs on their coaching. The reality is, they have one-on-ones, but their meetings tend to focus on business issues, follow up items and people issues. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers.
Steven Rosen
APRIL 13, 2020
Sales Leadership Roundtable – Part II. This is the second post from the sales leadership roundtable. Click here to read part one. The awesome leaders shared over 30 great tips on how they are communicating during this crisis. The best section was how they are communicating with their boss. We all realized that we are all in unchartered waters. There is no playbook we can refer too, most of us are making it up as we go along.
Steven Rosen
OCTOBER 25, 2018
Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well. Here is a more challenging question: How well are you doing when it comes to strategy execution ? This is a much more challenging question and there is no easy answer. Business success is a function of brilliant strategies and excellent execution.
Steven Rosen
MARCH 2, 2020
What’s Holding You Back? It’s a new year and a new decade. It is time to reflect on where you are, where you would like to be and commit yourself to get there. Like most sales leaders, you want to achieve your sales objectives. You may want to be the top region, and you may even want to take your career to the next level. Is there something holding you back? What’s Holding You Back?
Advertiser: ZoomInfo
Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!
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Steven Rosen
MARCH 23, 2020
You have just gone through the first week of the COVID-19 crisis. Pat yourself on the back because no one else will with social distancing rules in effect. Have you: Successfully transitioned your sales team to WFH status? Held at least one online team meeting? Connected with a least one of your customers online? Done any training for your sales team? Have you shared success stories? If you answered “yes” to all 5 questions, you have passed the week 1 COVID-19 crisis plan!
Steven Rosen
APRIL 3, 2018
The What, Why, How, and When of Executive Sales Coaching. Executive coaching is estimated to be a $2-3 billion/year global industry. There has been dramatic growth in the number of people who are becoming coaches and leaders who are hiring coaches. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs.
Steven Rosen
DECEMBER 3, 2018
The Not So Secret Way to Crush Your Numbers. Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program. The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018. The studies below clearly shows that sales manager coaching has a significant impact on performance.
Steven Rosen
SEPTEMBER 5, 2019
Hello Steven Rosen here for my weekly sales management tip where each week I share one tip from my book 52 Sales Management Tips, The Sales Managers’ Success Guide. Today’s tip #26 is listen, learn and laugh a lot. Following the three L’s will win you more friends, help you gain knowledge and ultimately help you be happier. Take the time to live in the moment by listening more, read a book, read an article, keep learning. Learning is a constant factor in all of our lives.
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Steven Rosen
SEPTEMBER 19, 2019
Are you a sales manager? Congratulations! You are the key to unlocking the potential of your team. You are the #1 factor that drives your team’s performance. One of my favorite quotes is from Peter Drucker which nicely sums up your role. Effective leadership is not about making speeches or being liked; leadership is defined by results, not attributes.”. In a world where you are measured by results, where do you go to get insights, gems, pearls, and ideas to help you improve your results?
Steven Rosen
JANUARY 6, 2018
Develop a Coaching Culture. 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. Sales Strategy #2 Execute with Excellence because most companies do not execute with excellence. Sales Strategy #3: Invest in Yourself.
Steven Rosen
APRIL 24, 2019
During a cycle of change, you need to clearly and concisely communicate where the organization is heading to help your salespeople understand the future. What does the new structure look like? What are the new roles and responsibilities of the team members? Discuss the rationale for the change. In times of change do 3 things: Communicate, communicate and communicate! The post Weekly Sales Management Tip #15: You Can Never Over-Communicate appeared first on STAR Results. Video
Steven Rosen
JANUARY 19, 2017
Success Starts with Mastering Focus. Are you determined to make 2017 the year you will have breakthrough results? In my previous video, I talked about FOCUS being the key factor for success. I don’t care if you are the CEO, an executive, manager or sales rep, you are inundated with back to back meetings, phone calls, and voice messages, literally hundreds of emails, and numerous texts. If you work in an office, people may be standing at your door to speak with you.
Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners
Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.
Steven Rosen
JANUARY 3, 2018
If you want to crush your sales numbers Sales Strategy #2: Execute with Excellence is guaranteed to help. Number one, your marketing team is ready to go, they have their strategies, their plans in place and their budgets. As the Head of Sales, you are still in 2017 my friend but you really need to have your head in 2018 deciding what you are going to do. The key now is to get prepared for 2018 which means ensuring that you have your sales execution plan ready to go come January.
Steven Rosen
MAY 9, 2018
Most sales executives realize the value and importance of sales coaching. They know that sales coaching is one of the most significant levers to drive superior sales performance. To Coach Or Not To Coach? That Is The Question. . Here is what the data shows: Only 14% are spending enough time sales coaching. Only 7% are effectively sales coaching. Less than 1% are doing the right kind of coaching and debriefing. Source: Objective Management Group , Dave Kurlan.
Steven Rosen
JANUARY 4, 2018
Invest in Yourself . 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. Reality is, the higher we go in organizations the fewer opportunities there are for networking and fewer people to actually network with.
Steven Rosen
FEBRUARY 2, 2017
Why Companies Fail to Execute. I find it shocking that statistics show that 60%-90% of companies fail to execute their strategies. HBR quotes a survey where more than 400 global CEO’s found that business execution excellence was the number one challenge facing corporate leaders. The CEO’s were from Asia, Europe, and the United States. Execution headed the list which included 80 issues which included innovation, geopolitical instability, and top-line growth.
Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab
Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.
Steven Rosen
DECEMBER 10, 2018
I have said it before and I will say it again – SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be. Here is the question you need to ask yourself. Where does your region fall in terms of sales to quota this year?
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. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance. Time in field: 17% increase in performance.
Steven Rosen
OCTOBER 31, 2017
How would you like to crush your sales numbers in 2018? In this Executive Briefing, executing with excellence , I am going to share three steps to doing so. Sales managers, sales executives, sales and marketing executives, this message is for you. Do you spend hours, days and months building your marketing plans , getting approval and doing what you need to do to get your plans and budgets secured for the next year? How much time do you actually spend working on executing with excellence?
Steven Rosen
SEPTEMBER 21, 2015
That could crush your sales organization. Let’s face it, being a sales executive has become increasingly more difficult. Chances are next year’s sales objective is going up and your budget is being reduced. You are facing challenges of do more with less, increased competition, pricing pressures, staff turnover, and increased expectations from customers. I have spoken to a number of sales executives trying to understand their most perplexing challenges.
Speaker: Sandi Lin & Linda Schwaber-Cohen
In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.
Steven Rosen
JANUARY 24, 2017
January is a crazy month, with national sales meetings, new comp plans, new marketing programs and the annual performance review process. The rest you had over the holidays is long forgotten. You are very busy. What if there was one thing that you could do now that would help your salespeople succeed this year? The good news is that you don’t have to drop anything. In fact, I will show you how to integrate my one thing into what you are already doing and show you a simple way to make it happen.
Steven Rosen
JUNE 20, 2018
What is Leadership Coaching? Leadership coaching is the fastest growing phenomenon today! Leadership coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives. Leadership coaches lead their clients towards the fulfillment of specific professional goals. Today’s executives are experiencing unprecedented change.
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. The business impact of a successful integration of a new sales or marketing leader can catapult a commercial business unit to new levels. It is well known that the first 90 days are critical for the success of any new leader.
Steven Rosen
AUGUST 31, 2015
I love sales managers. They are great people who are dedicated to helping salespeople succeed and drive sales performance/sales in organizations. One thing that drives me crazy is when I work with a sales managers who are reluctant to fire reps who are not performing and will never be good at sales because they a good at admin and responsive to their manager.
Speaker: Jay McBain, Principal Analyst – Channels, Partnerships & Ecosystems
We are in the middle of a major transformation of how companies go to market – in fact, 76% of global CEOs feel that their current business models will be unrecognizable in the next 3 years. Join Jay McBain from Forrester as he unpacks these future trends.
Steven Rosen
FEBRUARY 21, 2017
Wouldn’t you love to have a team of awesome sales coaches? Sales coaching is the most important sales management activity for driving sales performance. Unfortunately, most managers haven’t been taught how to properly coach their staff. If a sales manager could transform into an elite, top-level sales coach overnight, the impact on sales results would be outright amazing! You’d be known as a great sales leader and the envy of colleagues.
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. Here are a couple of my favorites: CEB Coaching Effectiveness Survey Findings: Coaching effectiveness: 19% improvement in performance. Time in field: 17% increase in performance.
Steven Rosen
MARCH 30, 2017
Awesome Sales Leaders. It would be great to understand what awesome sales leaders are doing to lead their team to succeed? As a sales leader, there are only so many levers you have at your disposal to impact team success. However, you know that where you put your emphasis can have a dramatic impact on sales outcomes. Here are the top five areas that I have seen successful sales leaders focus on, to outperform their competitors. Engaging the Entire Sales Organization.
Steven Rosen
MAY 4, 2017
Sales Leaders’ Guide to Developing an Awesome Sales Management Team. Do you want to develop an awesome sales management team? Sales leaders have several options to achieve and exceed their sales numbers. Your goal is to build a high-performance sales organization that consistently deliver outstanding results. Given limited budgets, you need to figure out how to maximize your ROI? Annually spending by companies: Sales training $20 billion on sales training.
Advertiser: ZoomInfo
Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.
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