Steven Rosen

AUGUST 7, 2023

Breaking Through Resistance: Coaching Tenured Salespeople One of the most frequent challenges I hear from sales leaders is coaching tenured salespeople who consistently deliver their sales numbers but are resistant to coaching. The question becomes what to do with them.

Coaching 156

Coaching Maximizer Lead Rank Lead Scoring 156

Steven Rosen

FEBRUARY 23, 2022

5 Ways top sales managers become a sales coach! 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. The problem is, coaching is a skill that takes time and practice to perfect.

Sales Coaching 433

Sales Coaching Coaching Hiring Face-to-face 433

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back on our sales training and coaching when it comes to dealing with RFPs. But if option 2 is so brilliant and obvious, then why do so many salespeople become so defensive and dug in to option 1?

Decision Maker 170

Decision Maker Proposal Distribution Territories 170

Steven Rosen

JANUARY 14, 2024

In this 3:35 video , Colleen and Steven stress the significance of assertiveness, self-awareness, and emotional management in coaching discussions, advising against defensive or aggressive reactions to feedback. Emotional reactions from salespeople can trigger passive-aggressive or aggressive behavior in managers.

Sales Leadership 156

Sales Leadership Account Video Coaching 156

Understanding the Sales Force

MARCH 13, 2024

But lately, when I talk with the Kurlan & Associates team, the topic is consistently about salespeople who push back when our sales training and coaching is specific to RFPs. But if option 2 is so brilliant and obvious, then why do so many salespeople become so defensive and remain dug in to option 1?

Decision Maker 193

Decision Maker Data Hiring Proposal 193

Anthony Cole Training

NOVEMBER 3, 2023

We know that salespeople reporting to a manager with strong coaching skills tend to have 28% more close-able late-stage opportunities. Unfortunately, we also know that less than 10% of sales managers are considered highly effective at this critical role of coaching.

Coaching 177

Coaching Report Groups Objections 177

Steven Rosen

FEBRUARY 11, 2024

They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople. They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople.

Social Media 156

Social Media Sales Goal Territories Lead Rank 156

Steven Rosen

DECEMBER 5, 2022

Coaching is the number one sales management activity that drives sales performance. However, most sales managers struggle to become highly effective coaches and fail to spend enough time coaching their salespeople. Take the Q9 Sales Leadership Assessment and see how your leadership stacks up.

Coaching 194

Coaching Sales Coaching eBook Account 194

Steven Rosen

APRIL 4, 2022

Part 2: Coaching Your Team Post-Covid Recovery. The most significant impact of COVID on salespeople was the shift from face-to-face to virtual sales calls. The most significant impact of COVID on salespeople was the shift from face-to-face to virtual sales calls. Adapting Focused Sales Coaching in Hybrid Sales Model.

Coaching 290

Coaching Face-to-face Selling Skills Sales Coaching 290

Understanding the Sales Force

JUNE 27, 2023

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. I started coaching him when he was old enough to hold a wiffle bat. ” Most simply don’t know how to sell!

Hiring 156

Hiring Consultative Selling Coaching Report 156

Steven Rosen

NOVEMBER 7, 2023

Message: Get your head out of the sand and start coaching. And Here is How to Change That! Top sales coaches have the power to supercharge a team’s performance. Research suggests that the best sales coaches can drive 19% more sales than those who are less effective coaches. That’s your job!

Coaching 156

Coaching Sales Management Sales Coaching Motivation 156

Understanding the Sales Force

DECEMBER 21, 2023

I’ll explain how to always respond appropriately to Your Prospect. This is exactly what salespeople go through when a prospect pushes back, objects, displays lack of interest, or attempts to end the call. Consider how different your words and tonality might be when it’s your reaction versus your purposeful response.

Prospecting 170

Prospecting How To Call-back Objections 170

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. ” – Steve Rosen “If you don’t have a sales playbook, some type of methodology, I don’t even care how simple it is.

Sales Management 156

Sales Management Hiring Retention Coaching 156

Steven Rosen

MARCH 1, 2024

In the competitive world of SaaS sales, 40% of salespeople cite prospecting as the most challenging part of the sales process, ranking it more daunting than closing or qualifying stages. Yet, this reluctance can be transformed into proactive engagement with a focused coaching approach.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

Steven Rosen

FEBRUARY 11, 2020

Developing Master Sales Coaches. Do you have a team of master sales coaches? 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. Picture the transformation that a team of master sales coaches can have.

Sales Coaching 322

Sales Coaching Coaching Maximizer Selling Skills 322

Understanding the Sales Force

MARCH 15, 2022

Speaking of baseball and bringing sales into the discussion, let's talk about coaching. When my son was home for winter break, I asked him to rank all of his baseball coaches, an exercise that he found quite interesting. He played 4 years for his #1 ranked coach. He played 4 years for his #1 ranked coach.

Coaching 308

Coaching Sales Management Pivotal Exercises 308

Steven Rosen

OCTOBER 2, 2020

Awesome Virtual Coaching Creates Master Virtual Sellers. Sales organizations have had to adjust how they prospect, sell, and interact with customers and each other. . The two critical activities are selling and coaching. . Even some top sellers are struggling to be as effective as they can be. You need to coach them !

Coaching 282

Coaching Face-to-face Selling Skills Call-back 282

Steven Rosen

JANUARY 28, 2024

In this 3:47 video , Helen Fanucci discusses how salespeople often struggle to be team players, despite excelling individually. She delves into the significance of collaboration with both customers and internal teams, emphasizing the need for trust and effective communication. She states, “Selling is a team sport.

Video 156

Video Sports Decision Maker Quota 156

Steven Rosen

SEPTEMBER 19, 2023

I want to share this straightforward yet potent formula and explore how it can lead sales reps and leaders to unparalleled sales success. For Sales Reps: The equation is straightforward— the more highly effective sales calls you make, the better your results will be. For Sales Leaders: Your role in this formula is equally critical.

Construction 156

Construction Coaching Sales Conversion 156

Steven Rosen

APRIL 18, 2022

The 3 most important questions that we need to address when making hiring decisions for a sales position are: Can the candidate effectively sell virtually? Most salespeople are good at selling themselves, and top performers don’t always stand out in interviews. Settling for mediocrity to fill the vacancy. Fit Interview.

Hiring 367

Hiring Lead Rank Retention Face-to-face 367

Steven Rosen

MARCH 18, 2023

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. The Problem: Coaching isn’t Easy Maybe you’re lucky.

Coaching 156

Coaching Hiring Sales Coaching Sales Management 156

Steven Rosen

MARCH 23, 2022

Sales coaching is the No. The only problem is that managers have not been taught how to coach effectively. Coaching is a skill that takes time to perfect, and unless expertly coached or trained, managers can make all types of blunders. Coaching Blunder #1 – “Telling vs. Asking Coaching.”

Coaching 292

Coaching Sales Management Face-to-face Sports 292

Steven Rosen

FEBRUARY 22, 2022

Sales is a team sport and like in any sport, a sales team without a great coach is a team that will never win, regardless of the talent and skill of its individual members. Effective sales coaching is about helping your salespeople get better at what they do. Who, exactly, seeks out a coach? Give your most to them.

Sales Coaching 177

Sales Coaching Coaching Sports Motivation 177

Steven Rosen

JANUARY 9, 2024

Steven and Colleen explain how shifting accountability to the individual is crucial. Managers can support, coach, and provide resources, but ultimately, it’s up to the individual to perform. Managers can support, coach, and provide resources, but ultimately, it’s up to the individual to perform.

Account 156

Account Coaching Sales Leadership Resources 156

Steven Rosen

JANUARY 9, 2024

Steven and Colleen explain how shifting accountability to the individual is crucial. Managers can support, coach, and provide resources, but ultimately, it’s up to the individual to perform. Managers can support, coach, and provide resources, but ultimately, it’s up to the individual to perform.

Account 156

Account Video Coaching Sales Leadership 156

Steven Rosen

AUGUST 20, 2023

Group Coaching Inside Sales Reps In sales leadership, fostering a culture of continuous learning and feedback is paramount. By group coaching inside sales reps, you can tap into the power of collective insights can pave the way for a more informed and cohesive sales team. Rotate reviewed calls from each rep in subsequent sessions.

Inside Sales 156

Inside Sales Groups Coaching Construction 156

Understanding the Sales Force

SEPTEMBER 18, 2023

Hurricane paths make a really useful analogy to effective selling. million salespeople and its effectiveness data is very compelling. Salespeople who reach THE decision maker are 341% more likely to close the business than those who fail to reach the decision maker. Objective Management Group (OMG) has assessed nearly 2.4

Decision Maker 193

Decision Maker Insurance Insurance Call-back 193

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. 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. Coaching improves sales rep engagement. What can you do? Do nothing.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

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. Second line sales managers (SLM) don’t coach their FLMs on their coaching. Your company has rolled out sales manager coaching training.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

Sales and Marketing Management

DECEMBER 1, 2020

Are your sales managers failing to hold their salespeople accountable for their commitments? Are your sales managers overwhelmed by distractions, moving from crisis to crisis with no time for coaching or developing salespeople? But how much time do you spend training sales managers to develop their teams?

Training 326

Training Hiring How To Coaching 326

Understanding the Sales Force

OCTOBER 25, 2023

On the bright side, I do know how to use the microwave oven! We know that 50% of all salespeople suck, but with one huge difference from my baking. Those salespeople aren’t aware that they suck and they don’t believe that they suck because they don’t know what great selling looks like, sounds like, or feels like.

Outsourcing Services 193

Outsourcing Services Territories Proposal Sales Methodology 193

Pipeliner

NOVEMBER 2, 2023

Vaughn shared his invaluable insights on the common mistake of promoting top salespeople to leadership positions without providing them with the necessary training and the critical role of coaching skills in sales leadership. This shift requires a profound understanding of the art of coaching.

Sales Leadership 111

Sales Leadership Hiring How To Promotion 111

Understanding the Sales Force

SEPTEMBER 27, 2023

In July, I wrote about Dinger tearing his ACL , and how well the doctor executed her sales process. And that is a great analogy for what happens when salespeople are uncomfortable with certain aspects of the sales process. million salespeople. It used to take five minutes and when it was raining, less than two minutes.

Sales Methodology 203

Sales Methodology Sales Process Proposal Objections 203

Steven Rosen

MAY 5, 2022

Sales Manager Coaching. 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. Coaching improves sales rep engagement. What can you do? Do nothing.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Steven Rosen

JANUARY 14, 2024

Full Episode Article: Title: “Strategy is Sexy, Execution Sucks” Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen Introduction Strategy can be perceived as sexy, while execution often falls short of expectations. This clarity helps salespeople stay focused and motivated.

Strategy 156

Strategy Sales Leadership Competition Coaching 156

Janek Performance Group

FEBRUARY 13, 2024

If they’re going to coach others, they must be receptive to feedback. Someone in line for this position already possesses effective sales strategies. And shifts in business require changing how sales processes are conducted. Research in Brainshark shows the importance of coaching. How they make decisions.

Sales Management 139

Sales Management Hiring Promotion Motivation 139

Zoominfo

APRIL 19, 2023

Coaching salespeople is not a new idea. This is the time-tested practice of sales coaching. This is the time-tested practice of sales coaching. Sales teams are also leveraging AI-driven tools, like conversation intelligence , in new ways to optimize the coaching process and improve performance.

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Sales Coaching Coaching Hiring Analysis 130