Who’s Coaching the Coaches on Coaching?

Steven Rosen

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. Second line sales managers (SLM) don’t coach their FLMs on their coaching.

Sales Coaching for the Sales Coaches

Anthony Cole Training

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.

Why Coaching Causes Some Sales Managers to Hold On for Dear Life

Understanding the Sales Force

Over the past few months I've been coaching 30 sales leaders from 3 companies and while most are trying their hardest to do everything I recommend, apply everything they learn, and coach as instructed, there are enough that don't follow through and fail to move the needle for their teams.

3 Ways Sales Management Can Coach and Develop Sales Reps

Sales Benchmark Index

SBI conducts hundreds of field observations and interviews with sales reps and managers every quarter. There is a major theme consistent across most sales forces: The Coaching and Developing of front.

What Awesome Sales Managers are Doing to Crush It!

Speaker: Steven Rosen, MBA, Author, Executive Coach, Speaker, and Top 50 Sales Influencer

Coaching Versus Feedback: A Guide For Sales Managers

LevelEleven

If you ask sales managers their thoughts on the purpose of coaching , many will say they use it to correct negative behaviors via real-time feedback. This results in these types of situations: A sales rep just finished a rather tough call.

What Percentage of Sales Managers Have the Necessary Coaching Skills?

Understanding the Sales Force

I am often asked to explain what we look for when we evaluate Sales Managers. At this point, most experts agree that a good Sales Manager will spend half of their time coaching up the salespeople.

Sales Manager Coaching Blunders Revisited

Steven Rosen

Sales coaching is the management No. 1 activity that drives sales performance. The only problem is that managers have not been taught how to effectively coach. Do You Want To Increase Sales Performance? In fact, sales coaching is the management No.

Your Salespeople Hate Being Coached and Why Sales Managers Resist Coaching Them

Keith Rosen

There are many shared, best practices between sales coaching and selling. If the evolution of selling is coaching vs. closing customers, this also applies to how you manage and develop your team. The Manager’s Viewpoint. Manipulative Management Tactics.

SALES MANAGERS ARE STRUGGLING

Steven Rosen

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. Where does your region fall in terms of sales to quota this year?

The Best Learning Methodologies for Developing Elite Sales Leaders

Speaker: Steven Rosen MBA, Author, Executive Coach, Speaker and Top 50 Sales Influencer

It is well recognised that the frontline sales managers are the key to driving performance in sales organizations. If you had to choose between investing in sales manager training vs sales rep training what would you do?

New Data - Are Experienced Sales Managers Better Sales Managers?

Understanding the Sales Force

Last week I wrote a revealing article which showed that Sales Managers are even worse than I thought when it comes to coaching their salespeople. Following that article I dug further into the same 9,000 rows of data to look at the role that tenure and experience have on sales management effectiveness. Who do you think are more effective - newer or more experienced sales managers?

3 Ways to Boost Sales Manager Productivity with Video Coaching

BrainShark

Sales managers don't always have the time or skills to coach their teams effectively; here are 3 ways video coaching technology can help

Are Your Sales Managers out Coaching?

Steven Rosen

As the head of sales you know that the primary role of the sales managers is to coach and develop their sales team. In fact you believe that great coaching will be a key driver in helping you achieve your sales goals.

Sales Management Tip – Shift your Coaching Style

Steven Rosen

Welcome back to another episode of Sale Management TV. Last week I have had a number of coaching sessions with sales managers and came across a reoccurring theme. What I have seen is that managers do a really good job identifying or diagnosing areas for improvement.

Build a Successful and Results-Driven Sales Culture

Speaker: Gary Galvin, CEO, Galvin Technologies

As a sales manager, you’re tasked with not only answering this question, but directing your sales team to achieve goals and deliver results. Likewise, it’s even more important to shape your sales culture into one that is positive, accountable, and metric-driven.

8 Activities Outstanding Sales Managers Prioritize

Sales Benchmark Index

Article Sales Strategy coaching head of sales mentoring sales leadership sales management sales manager svp of sales

How Many Days Should a Sales Manager Spend in the Field Sales Coaching?

Steven Rosen

Sales managers who spend more time in the field sales coaching outperform those that don’t! Sales coaching is the number one activity that drives sales rep performance and engagement. How many days do your sales managers spend in the field?

Sales Coach or Sales Manager?

Sandler Training

It's common for people to mistake sales management for sales coaching. Management & LeadershipIn fact, these are two very different roles. The table highlights some of the most notable differences. Read Time: 5 Minutes.

Enabling Sales Managers to Become Better Coaches

Allego

In a recent post , we examined several disconnects between sales managers and reps regarding the quality and impact of managerscoaching. Coaching Substance and Style. Enabling the Coaches. Barriers to Effective Coaching. Coaching & Feedback

Your Next Sales Coach is a Machine

Speaker: Matt McDarby & Dan Smaida, Managing Directors, Specialized Sales Systems

The pace of change in most sales organizations means sellers must constantly update and refine their skills to survive. World-class sales managers have long used creative means to solve for time and distance.

Sales Management Training Webinars

Steven Rosen

6 FREE Sales Management Training Webinars . The #1 driver of performance in sales organizations are front-line sales managers. In 2016 only 1/3 of sales managers received any training on hiring vs 49% in 2015. Sales Management Challenges.

Sales management coaching – the power of questions

Sales Training Connection

Sales Coaching. Asking questions is also an underpinning of successful interactions between salespeople and their sales managers. Effective coaching is not so much about teaching people, as it is about helping them to learn – that’s why top coaches ask more than tell.

Top 13 Requirements to Help You Soar as a Sales Manager

Understanding the Sales Force

In addition to that, I received a number of emails asking, what are the requirements for becoming a great sales manager? Now for sales management. Do you remember the first time you coached a salesperson and they told you how helpful your coaching was?

The Ultimate Coaching Guide

Sales Benchmark Index

Article Sales Strategy "A-Player" 'A' Player coaching coaching guide people plan sales coaching sales manager

Sales Coaching Strategies to Increase Your Team's Revenue

Speaker: Steve Benson, Founder and CEO, Badger Maps

Sales Management Coaching Tip #2 – Start Asking

Steven Rosen

Great Sales Coaches Ask Effective Questions. Do you want your boss to be a micro manager? Why are you constantly telling your sales people what to do? Great sales coaches ask effective questions. Effective questioning creates self-awareness and self-managing salespeople. Warning: It is not your job to solve your sales reps issues! The first step in great coaching is to STOP tell and start asking.

Sales Executives Need to be Coaching their Sales Managers

Steven Rosen

The further you move in the sales organization you begin to realise that you have less impact on driving sales. Sales executive s become further removed from the customer and the day to day management of the business. Read “Get Out and Coach”.

4 Quick Tips For The Up & Coming Sales Manager

MTD Sales Training

Very often, we see top quality salespeople made up to be sales manager and expected to deliver immediate success, as if they already have the necessary skills to succeed in that role. Put together sales processes that unmistakeably and explicitly define expectations for your sales team.

The Driving Force to Hitting Your Annual Goal – Sales Management

Sales Benchmark Index

As March Madness comes to an end, one of the biggest takeaways from the tournament is the impact of high quality coaching. Top tier Basketball programs spend millions of dollars on their coaching. Are your Sales Managers setting you up.

How to Successfully Coach Your Sales Team to Drive Efficiency

Speaker: Steve Benson, Founder and CEO, Badger Maps

A great sales team starts with a manager who’s a great coach. You can manage activities and processes but people need to be guided to reach their full potential. This means coaching. Identify your reps’ key sales skills that drive revenue.

5 Secrets to Great Sales Coaching

Sales Benchmark Index

Article Sales Strategy SBI on Demand coaching sales coaching sales management sales manager

Friday Five - Sales Managers - Week 3

Score More Sales

sales coaching company success sales leadership

Effective Sales Coaching

Steven Rosen

Last time I spoke to you about coaching and the quantity of coaching. How many days should a manager spend in the field? Effective Sales Coaching – Asking Effective Questions. Coaching comes from the Socratic method of asking questions.

Sales management coaching training – necessary but not sufficient

Sales Training Connection

Sales coaching puzzle. A while ago we received a call from a company wanting to talk about coaching training for their front-line sales managers. Then they trained their sales managers in coaching techniques. Time management.

An Easier Way to Coach Salespeople - For a While

Understanding the Sales Force

One of the challenges that sales managers have is their trepidation around transitioning from very little coaching to daily coaching; and at the same time, moving from coaching light (ineffective coaching) to coaching pro (effective coaching).

The Ultimate Coaching Guide

Sales Benchmark Index

You just wrapped up your first quarter review of the sales teams results. As a Sales Manager, you have tried everything. ” Sales Training Sales Management sales coaching Sales Skills Sales Manager Sales Manager Resources

Sales management – coaching for the Lombardi trophy

Sales Training Connection

Lessons for Sales Coaching. So we thought it would be a good time to see if there were lessons to be learned for those of us in the world of sales. Sure enough there was an interesting point about coaching introduced by Tom Pelissero in the USA Today sport section last month.

From Player to Coach: Helping New Sales Managers Succeed

Miller Heiman Group

Sales managers influence what salespeople sell, where they sell, who they sell to and even how they sell. These factors make the sales manager role one of the most influential and demanding jobs in any company engaged in complex B2B sales. How many direct reports do sales managers have in your company? So why is the sales manager one of the most neglected roles when it comes to training? Sales coaching drives seller performance.

Don’t Assume Sales Managers Know How to Coach

Allego

Behind every good salesperson is an effective sales manager who mentors, coaches and supports – that’s the goal, anyway. The Challenge of Providing Good Coaching. It’s not just soft and hard skills sales managers might need help with. Coaching & Feedbac