Steven Rosen

MARCH 1, 2024

Yet, this reluctance can be transformed into proactive engagement with a focused coaching approach. In this article, we reveal how targeted coaching can mitigate the common aversion to prospecting and elevate it to a key strength within the sales arsenal, thereby bolstering the sales pipeline significantly.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

Steven Rosen

APRIL 19, 2023

Most sales executives realize the impact of managers, not 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? Source: Selling Signals Based on these statistics the answer is: Sales managers are not sales coaching!

Sales Coaching 177

Sales Coaching Coaching Objections Sales Management 177

Understanding the Sales Force

NOVEMBER 16, 2020

My article about Crappy Sales Managers discussed the low recommendation rates for sales management candidates, why they are so low, and the bigger repercussions of the problem. Speaking of deeper dives, today's article takes a deeper dive into one of the problems identified in the prior article; crappy sales coaching skills.

Coaching 319

Coaching Sales Management Data Sales Coaching 319

Understanding the Sales Force

DECEMBER 11, 2012

There are probably topics that I have written about more often than coaching salespeople, but none that are more important or have a great impact than coaching salespeople. I present my Top 20 Articles on Coaching Salespeople. Coaching – 1 st of the 10 Kurlan Sales Management Competencies.

Sales Coaching 214

Sales Coaching Coaching Sales Management Sales 214

Anthony Cole Training

JULY 8, 2019

In this article, we focus on Sales Coaching for Sales Coaches. Often, in sales, the sales manager is not held to the same standards as those on the sales force. While sales people are monitored on their calls, emails, CRM activity, and follow-up methodologies, the same cannot always be said for sales management.

Sales Coaching 182

Sales Coaching Coaching Hiring Follow-up 182

Understanding the Sales Force

JANUARY 14, 2021

But how are sales managers doing at adapting to coaching their sales force over video? The data in that November article was for the last 10 years. Nearly a year into the Pandemic, most salespeople have adapted to selling over video. Inquiring minds want to know. We know how sales managers were doing before the pandemic.

Coaching 275

Coaching Sales Management Video Data 275

Anthony Cole Training

JANUARY 16, 2020

In this article, we discuss the "5 Keys to Sales Coaching", or 5 critical steps you must know and execute in order to get the best effort and results out of your salespeople, to help increase sales in 2020 and beyond.

Sales Coaching 181

Sales Coaching Coaching Hiring Sales 181

Steven Rosen

APRIL 10, 2024

The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode. This article will delve into the key insights from the podcast and explore the themes of ideal hiring profiles, non-negotiables, and the importance of a systematic hiring process.

Hiring 296

Hiring Strategy Negotiation Ideal Customer Profile 296

Hubspot Sales

SEPTEMBER 14, 2023

In the past, sales managers often saw sales coaching as a means of correcting negative behaviors by providing real-time performance feedback. The problem lies in treating feedback and coaching as interchangeable, because they certainly aren‘t. Feedback Benefits What is coaching? Sales Coaching Benefits 1.

Sales Coaching 100

Sales Coaching Coaching Benefit Construction 100

Understanding the Sales Force

DECEMBER 11, 2012

Understanding the Sales Force by Dave Kurlan There are probably topics which I've written about more often than coaching salespeople, but none that are more important nor have greater impact than coaching salespeople. I present my Top Articles on Coaching Salespeople: Why Accidental Sales Training Works More Effectively.

Sales Coaching 120

Sales Coaching Coaching Airlines Cold Calling 120

Understanding the Sales Force

JUNE 27, 2023

Even though this article begins as a baseball article, in the fourth paragraph it quickly morphs into a sales article. As my regular readers know, my son is a baseball player - a rising college senior (as of the summer of 2023) - and I still coach him in the batting cage when he's home for the summer.

Hiring 300

Hiring Coaching Sales Consultative Selling 300

Understanding the Sales Force

DECEMBER 20, 2022

The lessons from my annual Nutcracker post have not changed at all in 12 years but my perspective changes. This year three new thoughts come to mind.

Consultative Selling 296

Consultative Selling Sales Coaching Coaching Training 296

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? Here is what the data shows: Only 14% are spending enough time sales coaching. That Is The Question. .

Coaching 251

Coaching Sales Coaching Objections Sales Management 251

Selling Essentials RapidLearning Center

MARCH 19, 2024

When coaching employees, was there ever a time when you feel you did most of the talking? And if so, this may have been the result of deep psychological impulses within you — and every human being — that can sabotage you in situations where you really need the other person to participate, like coaching sessions.

Coaching 52

Coaching Journal Face-to-face Education 52

Selling Essentials RapidLearning Center

MARCH 19, 2024

When coaching employees, was there ever a time when you feel you did most of the talking? And if so, this may have been the result of deep psychological impulses within you — and every human being — that can sabotage you in situations where you really need the other person to participate, like coaching sessions.

Coaching 52

Coaching Journal Face-to-face Education 52

Steven Rosen

APRIL 20, 2024

She shares insights on creating a supportive environment and the importance of feedback, coaching, and company culture for employee engagement and retention. They also touch on Hilton’s top global workplace ranking and successful coaching programs for high employee retention and satisfaction. “I

Lead Rank 177

Lead Rank Lead Scoring How To Retention 177

Understanding the Sales Force

MAY 19, 2017

The focus is on coaching salespeople for impact and everyone learns what it takes to become so effective at coaching salespeople that they ask for more. It's been a long time since I have written an article that mentioned our son, the baseball player.

Study 262

Study Coaching Video Sales Leadership 262

criteria for success

MARCH 30, 2022

As a sales coach, you have an opportunity to give and receive support and grow as an individual. Use this outline to help you get good coaching training. The outline defines both roles of coach and “coachee.”. I believe that a peer-to-peer coaching model more positively impacts sales growth than a top-down management structure.

Coaching 95

Coaching Sales Coaching Training Journal 95

Partners in Excellence

JUNE 15, 2022

For years, there has been little attention paid to the topic of coaching. Sure, there was lip service, but when one looked deeply into organizations, either coaching wasn’t done, or the coaching that was done was horrible. It’s our job as managers to coach and develop those people that report to us.

Outsourcing Services 73

Outsourcing Services Coaching Face-to-face Maximizer 73

Highspot

MARCH 26, 2024

Whether you’re launching a new product, implementing new sales strategies, or upskilling your team, sales training and coaching will always be of utmost importance. However, traditional coaching and training methods tend to fall flat because they take a one-size fits all approach that doesn’t fit the needs of each individual rep.

Sales Coaching 52

Sales Coaching Coaching Training Exercises 52

Steven Rosen

JANUARY 15, 2024

Keith shares the importance of patience and reflection in driving behavior change and advises sales leaders on coaching and change management. “I I think framing it up in a manner that would resonate with them was the critical piece.” – Keith Rzucidlo on implementing change and effective coaching across existing sales leaders.

Sales Leadership 268

Sales Leadership Coaching Resources Pivotal 268

Understanding the Sales Force

DECEMBER 18, 2013

I wrote and posted exactly 100 new articles since my final article of 2012 when I announced your favorite all-time Kurlan article. I''ve chosen 10 from this year''s articles that were either very popular, contained many comments, or thought-provoking. Actual Coaching Call - Use it to Coach Your Salespeople to Success.

Decision Maker 204

Decision Maker Compensation Consultative Selling Call-back 204

The Center for Sales Strategy

JANUARY 26, 2021

Coaching a remote sales team has its perks, you have less overhead because there is no brick and mortar location, plus, everyone has a bit more freedom and flexibility. That being said, there are also many challenges of coaching a remote sales team, including the lack of connection and distance.

Coaching 140

Coaching ROI Training Research 140

Anthony Cole Training

JULY 19, 2019

In this article, we discuss the "5 Keys to Sales Coaching", or the five critical steps you must know and execute in order to get the best effort and results out of your salespeople. Coaching salespeople is hard work and it helps to have a consistent and effective process to help keep you on course. 5 Keys to Coaching - Insight.

Sales Coaching 132

Sales Coaching Coaching Ideal Customer Profile Construction 132

Understanding the Sales Force

FEBRUARY 20, 2024

Another “baseball is to sales” analogy shouldn’t surprise readers because I’ve already published more than 100 different articles over the past 19 years showing how selling is just like baseball. However, unlike the previous 100 plus efforts , this article will discuss how selling is different from baseball.

Revenue 193

Revenue Margin Sports Quota 193

Topline Leadership

JUNE 28, 2023

This article provides five sales coaching strategies designed to maximize your team’s sales results. Good, structured sales coaching has been found to increase your team’s win-rate by as much as 30%! Read full article The post 5 Sales Coaching Strategies for Maximizing Sales Results appeared first on TopLine Leadership.

Maximizer 59

Maximizer Sales Coaching Coaching Strategy 59

Steven Rosen

SEPTEMBER 13, 2014

Benchmarking Coaching Effectiveness. As you know, sales manager coaching is the #1 activity that drives sales performance and develops great sales reps. Sign up for the Sales Management Newsletter and enter a Draw to Win a FREE Sales Manager Coaching Effectiveness Snapshot $500. But You Have Highly Effective Sales Coaches.

Coaching 310

Coaching Sales Management How To Sales Coaching 310

Steven Rosen

FEBRUARY 11, 2024

The episode highlights the importance of regular coaching, the role of belief systems in prioritizing learning, and the significance of skill mastery. “If Coaching plays a vital role in bridging the gap between knowledge and action, and managers should actively observe and guide sales reps’ behaviors and actions.

Sales Goal 156

Sales Goal Top of Funnel Social Media Coaching 156

The Center for Sales Strategy

MARCH 2, 2021

If you answered yes to one, or either, of these questions then take a closer look at this article as we help you coach and develop the people with strengths of Discipline and Positivity. Do you have salespeople on your team that enjoy routine and structure? What about reps who have contagious enthusiasm?

Positioning 81

Positioning Coaching Sales Talent Customer 81

Janek Performance Group

NOVEMBER 15, 2023

For sales leaders, the challenge is twofold: finding top sales talent and coaching high performers to expand their capabilities. If you have ever experienced this double-edged sword, this article is for you. And these three attributes definitely can be improved with coaching. We can coach ourselves. We already know this.

Coaching 62

Coaching Hiring Strategy Construction 62

Janek Performance Group

JANUARY 19, 2022

If you’re new to the role of sales manager, you might not realize the power of providing coaching and skill development to your sales team. In this article, we outline six tips to motivate your sales team and increase performance, today and in the future. Find Real-Deal Coaching Examples. Group Coaching Sessions.

Motivation 117

Motivation Sales Coaching Coaching Call-back 117

Steven Rosen

JUNE 26, 2012

What do the best sales coaches do? In this article we want to further explore what effective sales coaching looks like. As I previously discussed in Part 1 of Effective Sales Coaching Practices , the goal of coaching is to help the individual improve their performance and reach their true potential. Conclusion.

Sales Coaching 315

Sales Coaching Coaching Face-to-face Account 315

Topline Leadership

DECEMBER 21, 2023

Read full article The post 5 Best Sales Coaching Questions appeared first on TopLine Leadership. If you want your salespeople to ask better questions of customers – you the sales manager need to ask better questions of your salespeople! Here are my five favorite questions to ask of a B2B salesperson.

Sales Coaching 40

Sales Coaching Coaching B2B Sales 40

Topline Leadership

MAY 18, 2022

Read full article. The post 3 Obstacles to Installing a Sales Coaching Culture appeared first on TopLine Leadership. New salespeople, especially those with only a year or two of experience, need.

Sales Coaching 93

Sales Coaching Hiring Coaching Sales 93

Steven Rosen

JANUARY 9, 2024

Evaluating the skills needed for future success and providing ongoing coaching and training are essential for building a high-performing sales team. Full Episode Article Welcome to the Sales Leadership Awakening Podcast, where we tackle the challenge of bridging the knowing and doing gap in sales leadership.

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177

Smooth Sale

OCTOBER 19, 2022

Attract the Right Job Or Clientele: Are You Leading Like A Coach? Today’s sports news is the perfect tie-in for business, asking, ‘Are you leading like a coach?’ Today’s valuable lesson is from the sports section (admittedly, I do not read it) and the 180-degree approach between two coaches and their players.

Lead Rank 78

Lead Rank Lead Scoring Coaching Leads 78

Steven Rosen

MARCH 24, 2012

The new trend in executive development is coaching. “ Executive Coaching is the fastest growing phenomenon today” So what is Executive Coaching? Executive coaching is a detailed process designed to help facilitate leadership development and personal growth resulting in improved performance of executives.

Coaching 271

Coaching Face-to-face Sports Lead Rank 271