Keith Rosen

SEPTEMBER 8, 2013

For any coaching initiative to be effective and long-lasting within your organization, there are important obstacles that managers and internal sales coaches need to overcome. Here are five specific strategies to help ensure coaching success. I’ve tried coaching my team. Coach Your Salespeople as Individuals.

Coaching 128

Coaching Strategy Hiring Travel 128

Sales and Marketing Management

JUNE 29, 2020

The comfortable confines of the corporate office are off limits; customer calls are virtual-only; and plans for sales kickoffs, trade shows and other in-person events have shifted to a virtual model (or been cancelled altogether). Learning and coaching for the new world.

Face-to-face 228

Face-to-face Conference Trade Show Video 228

Pipeliner

OCTOBER 24, 2023

We had an enlightening discussion about the importance of sales leadership, the role of emotions in sales, and the impact of effective coaching on sales teams and organizations. We also touched on the fact that many sales leaders are promoted based on their sales performance without receiving any leadership or coaching training.

Sales Leadership 59

Sales Leadership Video Cancellation Coaching 59

Allego

MARCH 4, 2020

Business travelers are facing new restrictions and cancellations as health concerns grow in the wake of the coronavirus. As companies begin to cancel trips to events and tradeshows, reps have fewer opportunities to connect with prospects and peers. In some cases, events where sales people were hoping to meet up have been cancelled.

Hiring 100

Hiring Face-to-face Cancellation Travel 100

Understanding the Sales Force

MAY 10, 2023

Order cancellations. Massive layoffs. Stock Market down. Cost-cutting. We are now seeing these events in sales organizations: Missed forecasts. Closing delays. Failure to hit quotas. We know what doesn’t work in a recession.

Revenue 156

Revenue Hiring Decision Maker Cancellation 156

Partners in Excellence

OCTOBER 30, 2018

I’d been asked to sit in on some of the reviews, helping the management team improve the results from these, as well as to help improve their coaching abilities. Roughly, 80% of the scheduled reviews were cancelled. Inevitably, something came up forcing the managers (mostly) and the sales people to cancel the reviews.

Cancellation 86

Cancellation Coaching Relationals Pipeline 86

Sales Training Connection

DECEMBER 11, 2013

Knowing what successful people do provides a sales coach with information that can be used to help high potential reps achieve the success they are capable of obtaining. Plus, coaching can help them get there quicker with fewer mishaps along the way. Here a sales coach can be a great help. This is where a coach can help.

Sales Coaching 114

Sales Coaching Coaching Hiring Cancellation 114

Steven Rosen

OCTOBER 11, 2012

I stated that I was concerned about sales and I decide that I was going to do the following: Cancel all training for the next 3 months. Steven Rosen, MBA Executive Coach, Mentor and Advisor Steven helps companies transform sales managers into great sales coaches. I knew I had to do something. Details to follow.

Cancellation 274

Cancellation Face-to-face Coaching Follow-up 274

Sales 2.0

JULY 8, 2022

They could be what Miller Heiman call a “ coach ”, someone that will give you information on what is going on in the account– the kind of information that can massively increase your chances of winning a deal. When you’re job hunting, career coaches tell you to set up “informational interviews”.

Prospecting 370

Prospecting Outsourcing Services Cold Calling Hiring 370

Janek Performance Group

SEPTEMBER 13, 2022

Discounting the value of training, coaching, and developing your sales hires is what perpetuates the myth of finding a superstar. They have mentors and coaches and access to diverse information. When a sales rep sees the big picture, they are willing to coach other sales reps. When clients complain, they may cancel.

Hiring 62

Hiring Sales Talent Cancellation Maximizer 62

MEDDIC

MARCH 10, 2020

Conferences, Meetings, Sales Kickoffs and even QBRs are cancelled. At MEDDIC Academy we are seeing scheduled SKOs and in-person trainings cancelled while significantly more users take online courses. Our clients, mostly larger tech companies, have largely recommended to their employees to work from home as much as possible.

Cancellation 75

Cancellation Licensing Face-to-face Enterprise 75

Keith Rosen

JULY 30, 2020

“Maybe we should stop coaching and be more directive so we can accelerate results now.” It was day two of delivering my sales leadership coach training course for the talented leaders at Microsoft in São Paulo, Brazil. flights canceled and hundreds of others delayed, about 800 traffic accidents were reported in the city.

Coaching 157

Coaching Scale Call-back Collateral 157

SBI

JUNE 23, 2020

Travel restrictions and meeting cancellations have put quotas at risk. How can your managers improve coaching? Insufficient coaching interactions between managers and reps is one of the greatest obstacles to productivity. Is your Team Ready for Virtual Selling Success in Q3: 5 Key Questions to Ask.

Hiring 143

Hiring Scale Face-to-face Collateral 143

Lessonly

OCTOBER 14, 2020

My bright eyed, excited, recent college grad self was quickly let down when I learned the training program I was promised to attend for two weeks was canceled and replaced with two weeks of studying alone with a 5-inch thick, 3-ring binder. . I felt left in the dark and without a coach. Here’s what I learned from that experience.

Sales Coaching 26

Sales Coaching Coaching Cancellation Sports 26

Allego

APRIL 30, 2020

Companies around the globe have canceled sales meetings and training sessions and are enacting work from home policies to help prevent the spread of COVID-19. Your National Sales Meeting has been canceled and you need to train the entire sales force remotely. Look for ways to improve coaching skills.

Training 83

Training Hiring Face-to-face Cancellation 83

Sales 2.0

AUGUST 11, 2018

These unobservable trigger events are items like: which projects are getting funded, which projects are not getting funded or are getting cancelled. When you’re job hunting, career coaches tell you to set up “informational interviews”. You need a coach. It won’t come to you in one neat dashboard or email every morning.

InsideView 150

InsideView Hiring Cancellation Account 150

Allego

JUNE 19, 2020

Our “new normal” of canceled meetings and travel restrictions means face-to-face sales are impossible. Join Tim Hagen, founder of Progress Coaching, to learn how to successfully train and coach employees virtually. You Had to Cancel In-Person Training…Now What? How to Drive Performance for Remote Sales Teams.

Webinar Metrics 98

Webinar Metrics Training Hiring Face-to-face 98

Sales Training Connection

FEBRUARY 26, 2012

Sales Coaching. Knowing what successful people do provides a sales coach with information that can be used to help high potential reps achieve the success they are capable of obtaining. Plus, coaching can help them get there quicker with fewer mishaps along the way. Here a sales coach can be a great help.

Sales Coaching 100

Sales Coaching Coaching Hiring Cancellation 100

Sales 2.0

JULY 7, 2014

These unobservable trigger events are items like: which projects are getting funded, which projects are not getting funded or are getting cancelled. When you’re job hunting career coaches tell you to set up “informational interviews”. You need a coach. It won’t come to you in one neat dashboard or email every morning.

InsideView 301

InsideView Hiring Cancellation Account 301

Understanding the Sales Force

SEPTEMBER 16, 2015

In other words, the good eating I manage during the week is all for nothing as my bad eating over the weekends cancels it out. We have been attempting to bring the selling profession to the next level, getting companies and their salespeople to take a more consultative approach and training and coaching them to do it more effectively.

Data 120

Data Cancellation Follow-up Groups 120

The Brooks Group

MAY 4, 2016

It’s widely accepted by this point that sales coaching is the activity with the greatest impact on sales effectiveness. An overwhelming 77% of firms said they don’t provide enough coaching to their salespeople. This is a fact that needs to change, since implementing an effective coaching program can help grow revenue up to 16.7%

Sales Coaching 53

Sales Coaching Meeting Coaching Scale 53

Allego

MARCH 24, 2020

As companies cancel events and trade shows, reps have fewer opportunities to connect with prospects and peers. Managers have fewer chances to do ride-alongs with reps, leading to significantly reduced opportunity for learning, reinforcement, and coaching. Prospecting. Be aware of language and localize key messages whenever possible.

Hiring 79

Hiring Face-to-face Cancellation Travel 79

Shari Levitin

JUNE 29, 2020

Within the first weeks of the pandemic, a year’s worth of live keynote speeches and seminars were suddenly canceled. Just as many around the world were feeling the impacts of impending shutdowns, my business was rocked with a major shift.

Hiring 165

Hiring How To Cancellation Case Study 165

Sales Hacker

NOVEMBER 3, 2022

Take Drift , for example, whose executive chairman David Cancel said, “One of the reasons we founded Drift in the first place was to build a new type of corporate America – one that values diversity and creates equity. Sales coaching in the hybrid world. This makes coaching tougher. Consider the correct channel for coaching.

Examples 85

Examples Strategy Face-to-face Lead Rank 85

Allego

MARCH 19, 2020

These long-time customers are experienced at using mobile and video to onboard, collaborate and coach. Don’t let meeting cancelations and geographically dispersed teams slow your momentum. Allego works with many global customers who are actively dealing with the threat of coronavirus.

Travel 114

Travel Training Face-to-face Skype 114

Pipeliner

JANUARY 12, 2021

which sales reps need mentoring and coaching, and in what areas. In SaaS, most people cancel contracts because they don’t have any kind of relationship with the company, so they don’t care about renewing. It’s much harder to cancel a contract when you have a real relationship with a company and think highly of them.

Opportunity 81

Opportunity Cancellation Lead Rank Lead Scoring 81

Score More Sales

SEPTEMBER 5, 2013

Top sellers and sales leaders have always appreciated predictability such as specific dates on the calendar for annual planning, quarterly planning, coaching sessions, and reviews. Don’t cancel them. We will have more on coaching in a future post. How can sales grow based on these ideas?

Lead Rank 233

Lead Rank Lead Scoring Webinar Metrics Referrals 233

Keith Rosen

JULY 6, 2010

In my last blog post, I shared a story about a management team that reinforced the fact that trust is the backbone of coaching. Canceling (coaching) appointments. Not showing patience (in a conversation or when coaching them). Not making the conversation/coaching safe. Not making the conversation/coaching safe.

Coaching 59

Coaching Loyalty Cancellation Intent 59

Alice Heiman

MARCH 12, 2020

As an example, look at the impact coronavirus has had on the tech industry : Dell, Amazon, Twitter, and Google have all announced some major actions (including work-from-home mandates and canceled events) in response to the outbreak. Coach your salespeople on how to handle sales objections. We are here to help.

Customer 150

Customer How To Objections Cancellation 150

Increase Sales

JANUARY 15, 2014

Yesterday my in-box had an email from someone I did not know from some company I did not know selling coaching certification with this so called urgency signal of there are “just 3 seats left.” I might add the original email had an electronic brochure and the price for this coaching certification was $4,000.

Sales Qualified Lead 129

Sales Qualified Lead Cancellation Small Business Small Business 129

Jeff Shore

JULY 24, 2018

It was an honor to be able to teach how great coaches get the best out of their teams. First, let’s all agree that no matter what your title is, you are a coach. That being the case I first want to share with you the biggest mistake managers make when coaching their teams. I want to share part of that process with you now.

Cancellation 88

Cancellation Retention Coaching Sales Leadership 88

Alice Heiman

JUNE 17, 2020

If you’re like most CEOs, in March you watched with growing alarm as massive global companies like Dell, Amazon, Twitter, and Google issued work-from-home mandates, and all trade shows and big events were canceled in response to the outbreak. Great coaching can help your team win. Most people don’t know how to coach.

Sales Qualified Lead 134

Sales Qualified Lead Lead Rank Ideal Customer Profile Leads 134

Keith Rosen

JUNE 2, 2010

“I’ve tried coaching my team. Was it the coaching that didn’t work, the manager’s coaching that didn’t work or was it more about how the coaching was delivered that didn’t work? delivering my management coach training programs for both domestic and global organizations.

Coaching 59

Coaching Epiphany Lead Rank Remedy 59

Carew International

APRIL 29, 2021

Networking in-person is almost impossible with trade shows and conferences still postponed or canceled. As you add or backfill positions on your teams (or when coaching and developing your current reps), consider these four skillsets. This means our hiring model should be changing as well.

Hiring 95

Hiring Social Media Trade Show Cancellation 95

Gong.io

DECEMBER 5, 2018

Overachievement by your best reps is canceled out by underachievement from everyone else who hasn’t cracked the code. Armed with an x-ray of each rep’s conversations, you’ll essentially have an individual coaching plan for each rep on your team. You’ve got a handful of top producers who are killing it , far exceeding quota.

Lead Rank 87

Lead Rank Lead Scoring Cancellation Quota 87

Partners in Excellence

APRIL 30, 2021

Let me share a “secret” from my consulting/coaching practice. Recently, I coached an executive whose calendar was filled with meetings. If you are a manager, make sure you are spending at least 50% of your time coaching and developing your people. I ask to look at people’s calendars. S**t happens!

Maximizer 99

Maximizer Coaching Meeting Cancellation 99

Pipeliner

JUNE 13, 2018

Bottom line, professional selling keeps me sharp and competitive, and I still love studying sales methodologies, reading how others have succeeded, teaching and coaching others to succeed in their particular sale. A great deal of your career has focused on sales coaching. Make the coaching program voluntary at first.

Lead Rank 58

Lead Rank Cancellation Sports Coaching 58