Coaching Pipeline Sales Management Tools 
Force Management
FEBRUARY 22, 2024
Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations.
Steven Rosen
MARCH 1, 2024
This crucial yet arduous task is often met with the same enthusiasm as a dreaded dental appointment, leading to avoidance behaviours that undermine pipeline health. Yet, this reluctance can be transformed into proactive engagement with a focused coaching approach.
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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. They leave because of their manager.” It’s about getting the sales managers up to speed.”
Partners in Excellence
NOVEMBER 2, 2023
I spend a lot of time with sales managers, at all levels. Too often, I hear the lament, “I don’t have the time to coach!” Endless forecast and pipeline discussions–usually between managers and not with people. We talk about pipelines. They see pipelines are anemic.
criteria for success
JULY 15, 2021
As sales managers, we’ve all been told we need to coach our teams. But what value are you adding if you’re consistently coaching someone who’s not showing improvement? Is there any value to add through coaching? Here are 5 places you might find your salespeople, and tips for coaching them at each level.
Anthony Cole Training
DECEMBER 5, 2014
When growing up on a farm, it is beneficial to learn how to use certain tools. Learning what the tools are at an early age was extremely helpful especially when dad (Ray) was working underneath a pickup truck or in the middle of a tractor engine and he said to his son (me), "Antny (Anthony), hand me the flat head screw driver."
Nutshell
SEPTEMBER 9, 2020
Sales managers are responsible for growing revenue. That means 1) providing sales reps with the guidance they need to continuously improve, 2) building a sales process that gives reps the best chance at closing each lead, and 3) understanding which efforts are moving the needle and which are a waste of energy.
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