Steven Rosen

MAY 15, 2021

Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. The STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. They really loved it!”.

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Survey Coaching Training Sales Talent 358

Understanding the Sales Force

JANUARY 17, 2019

In my last article I shared the t op 8 requirements for becoming a great salesperson. 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.

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Anthony Cole Training

MAY 19, 2023

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

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Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. By doing these basics well you will consistently crush your sales objectives. If you have had no training in the last 2 years on how to coach, I suggest you find a way to brush up on your coaching skills. That’s right.

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Coaching Hiring Sales Coaching Social Media 334

Understanding the Sales Force

FEBRUARY 25, 2024

According to the search results inside this blog, I have written on the topic of coaching salespeople more than 400 times or 25% of my articles. Because sales managers are not coaching – still – at least not consistently or effectively. And their bosses, CEOs, aren’t doing much better on this topic.

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Anthony Cole Training

NOVEMBER 1, 2024

This article is the 1st place winner of the 2022 Sales Pro Central MVP Awards on Sales Leadership! In our sales management training, we have developed 10 keys and a framework of activities that provide a new or tenured sales leader with a roadmap they need to put in place to help lead their team to greater sales success.

Leads 277

Leads Marketing Qualified Lead Sales Leadership Training 277

Anthony Cole Training

MARCH 12, 2020

In this blog article, we discuss the best advice sales managers can give their salespeople, and that is to "keep moving." If you want to increase sales within your organization, you must keep moving throughout the ups and downs, the missed opportunities, the clients who "ghost" you, and more.

Sales Management 209

Sales Management Hiring Sales Opportunity 209

Sales and Marketing Management

JANUARY 27, 2019

Author: Brad Wilsted Note: This is part 3 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. Hire the right sales managers. Establish a Company Way for sales management.

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Sales Management Hiring Compensation Incentive 166

Steven Rosen

JANUARY 10, 2021

Invest in your sales managers to unlock the potential in your sales organization and turn that performance into sustainable performance As the leader of your organization, the next 6 months will prove to be more pressure-filled than you may have experienced in years. Invest in your sales managers.

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Sales Management Hiring ROI Maximizer 194

Understanding the Sales Force

APRIL 4, 2024

Science Reveals the Actual Impact of Sales Coaching More Sales Assessment Imposters Exposed The Best Salespeople are 2733% More Likely to Have This Than the Worst Salespeople What Percentage of Sales Managers Have the Necessary Coaching Skills?

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Hiring Sales Leadership Sales Forecasts Forecasting 159

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. Evaluating sales managers’ success should exceed sales quotas and include turnover and team development metrics.

Sales Management 156

Sales Management Hiring Retention Coaching 156

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

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Hiring Sales Management Territories Outsourcing Services 224

Hubspot Sales

JULY 5, 2021

Exemplary sales managers don't just pop up out of nowhere. And very few — if any — reps can assume a management role and thrive, based strictly on intuition. No, it takes thorough, thoughtful training to get there, and that process is rarely self-explanatory. Train them to look for the "why" behind their numbers.

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Training Sales Management Lead Rank Lead Scoring 130

Understanding the Sales Force

FEBRUARY 26, 2018

I still conduct a limited amount of training with some of my personal clients. That brings us to the question to be answered in today's article: If most salespeople become eager learners and embrace good sales training, why don't all companies experience the same tremendous revenue growth as a result of sales training?

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Training Decision Maker Revenue Industry 191

Steven Rosen

DECEMBER 3, 2018

Earlier this year I published an article titled 5 Ways to Create a Successful Sales Coaching Program. The results from Sales Mastery sales executive survey showed that 1/3 of executives surveyed, said that “ sub-optimal sales manager coaching” is one of their top 3 barriers to achieving their objectives in 2018.

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Hiring Coaching Survey Sales Coaching 272

SBI Growth

DECEMBER 18, 2013

If you’ve read our blog lately, you’ve noticed sales execution is a popular subject. The Death of Event-Based Training. Each of these articles focuses on your sales reps. Effective ways to enable your sales reps to make the number. Today’s post focuses on the missing link: Enabling your front-line sales managers.

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Hiring Strategy Handbook Face-to-face 305

Janek Performance Group

FEBRUARY 13, 2024

For sales managers, look for qualities that build strong teams and motivate others to perform their best. Whether you seek a new hire or promotion, here are several essential qualities of sales managers. Someone in line for this position already possesses effective sales strategies. Asks questions.

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Sales Management Hiring Promotion Motivation 139

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

No More Cold Calling

DECEMBER 9, 2014

Read the rest of the article.) So what does this mean for sales organizations and sales managers ? Articulate that to your millennial sales team and watch them soar. Read the rest of the article.) But does that mean sales reps over age 30 are becoming obsolete? What About the Rest of Us?

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Hiring Fashion Small Business Small Business 285

Understanding the Sales Force

APRIL 23, 2014

Consider the length of time that a runner must train to prepare for running a 26.2-mile Someone training for a marathon should run up to 50 miles per week. If you’ve been reading my Blog for the past 8 years and 1,150 articles, then you have no doubt read that salespeople can be categorized into 3 groups. Why not everyone else?

Airlines 285

Airlines Groups Forecasting Engineering 285

Steven Rosen

MAY 9, 2018

*Source: Objective Management Group , Dave Kurlan. Based on these statistics the answer is: Sales managers are not sales coaching! Alarm bells should be going off in every sales organization. In my article I want to share my thoughts on the following: Why are sales managers not coaching ?

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Coaching Sales Coaching Objections Sales Management 251

No More Cold Calling

APRIL 17, 2014

But most sales reps enter the field without any formal training. Some of us get lucky and thrive under a brilliant sales manager. In fact, three out of four salespeople aren’t performing up to par, according to research from sales training consulting firm, Kurlan & Associates. You’ll be dead on.”.

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Face-to-face Social Media Oracle eBook 278

DiscoverOrg Sales

DECEMBER 4, 2017

In this article, we take a closer look at the ways you can focus your enablement efforts, to achieve the best possible sales performance. One of the most important aspects of any sales enablement strategy is alignment to the customer journey. Training, training, training. Looking to Achieve High Growth?

Sales Enablement 295

Sales Enablement Collateral Decision Maker Study 295

No More Cold Calling

JULY 29, 2021

Do sales reps demonstrate product features, or do they discuss the benefits for buyers? What is their sales plan for following up? Don’t even think about training your sales team on closing the deal. They’re not closing sales because your prospecting system is broken. The post Sales Reps Not Closing Sales?

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Closing Sales Qualified Lead Lead Rank Lead Scoring 409

SBI Growth

SEPTEMBER 19, 2013

Perhaps you: Rolled out a new sales process. Changed your sales compensation plan. This article will give you the best practices to implement impactful sales initiatives. To assist you further, sign-up for SBI’s Sales & Marketing Research Review here. Launch – train the team. Information overload ensues.

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Lead Rank Lead Scoring Hiring Airlines 321

Steven Rosen

APRIL 10, 2024

Listening helps, and making notes is integral to a good process.” – Steven Rosen Key Takeaways: Making a bad hire can have significant costs, including opportunity costs, training expenses, and lost sales to competitors. Best practices in sales, such as defining an ideal client profile, can also be applied in the hiring process.

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Hiring Strategy Negotiation Ideal Customer Profile 296

No More Cold Calling

JULY 14, 2015

The problem was that sales management had their heads in the sand. So, they neglected the strategies, sales metrics , and processes that could have kept their businesses strong, or at least afloat, when the going got rough. How about a general session keynote at a conference on management excellence? We need both.

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Sales Management Hiring Referrals Conference 120

Steven Rosen

MAY 1, 2024

He shares insights on managing high-performing sales reps, emphasizing the need to understand their drivers and view their challenges as positive. Emotional intelligence and maturity are crucial for sales managers to lead and communicate with diverse teams effectively. They have different drivers and motivations.

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Video Face-to-face Coaching Sales Management 296

Understanding the Sales Force

OCTOBER 10, 2017

I always enjoy reading articles that expose things I don't know about topics I enjoy, like 7 Unsung Built-in Gems in Mac OS X. We also discussed which of the 21 Sales Core Competencies that we measure were pertinent to their different sales roles and why. Image Copyright iStock Photos.

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Hiring Groups Objections Sales Management 200

SBI Growth

DECEMBER 24, 2012

Think of this article as a holiday gift. Below are six of the worst decisions we’ve seen senior sales leaders make. Accompanying each is a link to an article where you can learn more. Jim is a highly successful Chief Sales Officer. However, Jim has not trained his team to follow a hiring process. Bad decision.

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Hiring Lead Rank Collateral Case Study 326

Steven Rosen

AUGUST 29, 2013

Most leadership articles refer to the top qualities of successful leaders. Yet some new sales leaders start new leadership roles and everything wrong! Walter Hasn’t Reached Out to His Front Line Sales Managers. The front line sales managers are the backbone of Walter’s sales organization. By Steven A.

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Salary Decision Maker Report Sales Leadership 286

Gong.io

JANUARY 31, 2022

While the exact list depends on who you ask, the following (alphabetized) traits are all critical for a sales manager: Able to coach, analytical, available, confident, empathetic, good listener, innovative, leads by example, loyal, motivating, passionate, positive attitude, serves vs. dictates, strategic vision, strong communicator, and thoughtful.

Software 118

Software Software Sales Management Sales Forecasts 118

Hubspot Sales

APRIL 12, 2021

As a sales manager, ensuring that your team's communication with prospects is tight and effective is in your best interest. That process — making sure your team's communications aren't erratic — is most commonly referred to as implementing consistent sales messaging. It can be guided by example.

Sales Management 134

Sales Management Hubspot How To Scale 134

Steven Rosen

MAY 24, 2024

Change management is essential when introducing AI into sales organizations. By addressing objections, providing training and support, and showcasing success stories, sales leaders can help their teams embrace AI and leverage its benefits.

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Company Sales Leadership Retention Loyalty 296

Understanding the Sales Force

NOVEMBER 17, 2016

I get asked this question a lot: "We've tried sales training before and it didn't really change anything. There are three powerful reasons why sales training won't work, and what you can do that will make it work everytime. Why didn't it work?".

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Training Video Sales Company 120

Understanding the Sales Force

JANUARY 14, 2014

I''ve written about Sales Methodology before. One of my favorites (at least the title) was Sales Process is to Religion as Sales Methodology is to Prayer. Another Sales Methodology article that I wrote was, Baseball''s Huge Impact on Sales Performance. In my opinion, it''s an educational problem.

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Bernadette McClelland

MARCH 24, 2018

In my case it was a sales manager who would use the phrase, ‘Attention to Detail’ quite regularly. Here are a few examples that have come up in my discussions and/or coaching that might give you some food for thought: Funnily enough, writing this article transported me back in time to when my husband and I were renovating an old house.

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Leads Marketing Qualified Lead Transportation Sales Leadership 339