Steven Rosen

APRIL 6, 2024

In this episode of the Sales Leadership Awakening Podcast, host Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. Emotional regulation is an essential skill for sales managers to develop. Empathy is crucial in difficult conversations.

Conversion 120

Conversion Construction Sales Leadership Intent 120

Understanding the Sales Force

APRIL 3, 2024

Dennis Connelly, Derek Baer and I were sharing our experiences coaching salespeople, sales managers and sales leaders, and comparing those who were and weren’t coachable. The data from Objective Management Group’s (OMG) assessment of 2.5 It wasn’t personal.

Data 135

Data Construction Coaching Face-to-face 135

Mereo

APRIL 27, 2023

Whereas distress feeds on a blur of anxiety and fear of punishment that falls apart into disengagement, eustress motivates people toward a specific goal or opportunity with constructive, collaborative support. As one of my favorite sales managers used to tell me earlier in my career: “Do not expect what you do not inspect.”

Construction 41

Construction Motivation Promotion Account 41

No More Cold Calling

SEPTEMBER 4, 2014

The Sales Hunter tells you what it takes to lead a winning sales team. How often do sales managers generate opportunities and support their teams in customer conversations? Under constant pressure to deliver sales, they focus on reports and not on the critical sales activities that generate revenue.

Sales Management 281

Sales Management Construction Small Business Small Business 281

Steven Rosen

APRIL 1, 2024

These discussions, whether addressing underperformance, behavioural issues, or compensation adjustments, are crucial for maintaining a healthy sales environment and driving performance. A Look at the Stats Recent surveys and studies have revealed an uncomfortable truth: many sales managers regularly sidestep difficult conversations.

Conversion 227

Conversion Construction Survey Compensation 227

Highspot

OCTOBER 11, 2023

Effective sales management is the core of any successful business. Read on as we break down why strong sales management matters, along with proven strategies to achieve it. It involves planning, organizing, leading, and controlling the sales activities within an organization to achieve its revenue targets and close deals.

Sales Management 59

Sales Management Strategy Lead Rank Lead Scoring 59

Increase Sales

JANUARY 8, 2014

To start the construction of your own sales goal plan sheet begins with these three presumptions: You have invested the time to construct an overall strategic action plan even if you are just a professional salesperson. You employ a consistent sales process. Professional sales action plan. Passion Statement.

Construction 128

Construction Sales Goal Sales Talent Intent 128

Vengreso

JULY 30, 2024

Seeking to elevate your leadership capabilities and propel your sales team toward outstanding achievements? Sales management courses are equipped with the necessary strategies and tools for this purpose. Moreover, the benefits of investing in sales management training extend beyond individual growth.

Course 52

Course Sales Management Training Top of Funnel 52

Hubspot Sales

JUNE 16, 2022

The role of a sales team is to sell. The sales manager is responsible for creating, advancing, and managing the people, processes, and systems for their team to be successful. While this job routinely requires setting goals for the team, sales managers must set goals for themselves as well.

Sales Goal 90

Sales Goal Examples Sales Management Hiring 90

Janek Performance Group

DECEMBER 20, 2021

If you are a new sales manager, building trust with your sales team is your first challenge. Without trust, progress will be slowed and time is a luxury few new sales managers have. If you have ever worked for a sales manager you didn’t trust, you know how stressful that sales role can be.

Sales Management 118

Sales Management Hiring Lead Rank ACT 118

Understanding the Sales Force

SEPTEMBER 25, 2018

Invariably, each drive back home has taken twice the time it should have because of road construction. 4 traffic delays because of road construction delayed us for another 2 and 1/2 hours. Nearly every coaching call with a sales manager is about a salesperson with a delayed closing. Delays, delays, delays.

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Closing Construction Call-back Coaching 264

Steven Rosen

AUGUST 12, 2023

As a sales manager, you’re prepped to provide constructive feedback to your sales reps. Blaming others: Rashid frequently points fingers at his manager or marketing team. As a sales manager, it’s crucial to step in. In a metric-driven environment, the human aspect of sales is paramount.

Coaching 156

Coaching Construction Sales Management Account 156

Allego

AUGUST 21, 2023

Frontline sales managers are the powerhouse behind every high-performing sales team. However, many frontline sales managers struggle because they don’t receive proper enablement and coaching. In many cases, frontline sales managers get promoted to that role because they’re a top-performing sales rep.

Sales Management 62

Sales Management Strategy Face-to-face Coaching 62

Hubspot Sales

APRIL 3, 2020

It’s no secret that salespeople often fail as sales managers. Nonetheless, many of the best reps within an organization often end up in management positions. Whether you’re actively seeking a role as a manager or have already gotten a promotion, you should understand the most difficult aspects of the transition.

Sales Management 123

Sales Management Hiring Promotion Coaching 123

SBI Growth

FEBRUARY 25, 2013

The loss of a talented sales manager is troubling. Some of the main things to focus on in this interview are: - Customer Interactions- What impact did the Sales Manager have in the transaction? Level of Engagement- How frequently did the Sales Manager interact? What’s done is done – you lost an ‘A’ Player.

Sales Management 267

Sales Management Construction Guarantee Travel 267

LeadFuze

JULY 14, 2023

How to be a good sales manager is an inquiry that many professionals in the field often ponder. The role of a sales manager extends beyond just overseeing a team; it’s about fostering growth, driving performance, and achieving targets. A sales manager position, that’s your answer.

SalesManager 52

SalesManager Sales Management Strategy How To 52

Sell Integrity

JUNE 23, 2020

In their new roles as sales managers, these individuals’ success would now depend on how well they could rally their teams. And there’s one specific management responsibility that can unlock all three: coaching. Why Tech Sales Managers Need To Understand Coaching. The Coaching Skills Every Tech Sales Manager Needs.

Coaching 85

Coaching Sales Management Company Face-to-face 85

Understanding the Sales Force

SEPTEMBER 20, 2024

Weak salespeople who fill their pipelines but don’t disqualify (referenced in the previous paragraph) should also benefit from sales training and coaching.

Pipeline 175

Pipeline Coaching Opportunity Comparison 175

The Sales Readiness Blog

DECEMBER 19, 2022

Providing regular, constructive feedback to sales representatives on their performance is an important part of their development, and long-term success, and an essential part of your role as a sales manager.

Construction 98

Construction Sales Coaching How To Coaching 98

Steven Rosen

AUGUST 20, 2023

Emphasize that the session is a safe space for constructive feedback where the goal is collective growth. Lay down some ground rules: encourage constructive feedback, avoid personal remarks, and emphasize the learning aspect. 2- Structure of Group Coaching Sessions: Begin with setting the tone.

Inside Sales 156

Inside Sales Groups Coaching Construction 156

Steven Rosen

JANUARY 14, 2024

As a sales manager, effectively navigating these emotional triggers is crucial. By reflecting on our emotional reactions, we can better manage them and respond more constructively. Kazoo represents the internal dialogue that sales managers have when coaching their teams.

Sales Leadership 156

Sales Leadership Account Video Coaching 156

Nutshell

MAY 16, 2019

Do you dream of leaving your sales associate desk behind and stepping up to a sales management position? The arrangements may vary from company to company, but in general, most sales professionals would jump at the chance to assume a leadership role. Are you Sure You Want to Become a Sales Manager?

Sales Management 96

Sales Management Hiring How To Promotion 96

Apptivo

JUNE 22, 2023

Why is it important in sales management? CRM Functions to Speed Up the Sales Process 5. Footnotes In today’s fast-paced business environment, effective sales management involves more than just charm and persuasion. Why is it important in sales management? What is a CRM? Functionalities of CRM 4.

CRM 52

CRM Sales Management Lead Rank Lead Scoring 52

Hubspot Sales

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. Similarly, if a sales manager is only spending 30 minutes a month coaching each of their reps, it’s unreasonable to think that manager is going to improve rep performance. If so, you’ve come to the right place. What is pipeline coaching?

Pipeline 109

Pipeline Opportunity Coaching Meeting 109

Steven Rosen

JUNE 5, 2023

Comfortable Having Difficult Conversations : Bold sales leaders recognize that growth stems from discomfort. They fearlessly engage in difficult conversations with their team, addressing performance gaps head-on and providing constructive feedback. Contact me today to learn more about our Bold Sales Leadership Workshop.

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Sports Construction Sales Leadership Territories 156

Close.io

OCTOBER 1, 2018

So you want to become a sales manager ? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up. Want to get a ready-made set of resources to manage a sales team effectively?

Sales Management 115

Sales Management Hiring Lead Rank Forecasting 115

Increase Sales

DECEMBER 16, 2015

businesses are managed by single office/home office entrepreneurs (SOHO), these crazy busy small business owners might think this book Sales Management Simplified by Mike Weinberg is not for them. These SOHO entrepreneurs are the sales team of one as well as the sales manager.

Sales Management 70

Sales Management Hiring Construction Small Business 70

Xactly

NOVEMBER 15, 2018

One of the most important things to consider when designing plans are the different roles on your sales team. Sales managers and their reporting reps will have responsibilities in their roles, which means your compensation plans should be tailored to different roles. Constructing Commissions in a Sales Manager Compensation Plan.

Compensation 87

Compensation Examples Sales Management Incentive 87

SBI Growth

NOVEMBER 25, 2013

This could be going on a sales call, helping with deal strategy or running a sales meeting. Displays Constructive Criticism : They don’t complain. The best provide professional, mature constructive criticism. You must attend multiple sales meetings. The next Sales Manager completes most the signs weekly.

Promotion 297

Promotion Construction Hiring Scale 297

Sales and Marketing Management

NOVEMBER 15, 2018

Author: Matthew Sunshine If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. As a sales manager, see whether this sounds familiar: You sit down with an underperforming salesperson and open with a statement like, “You’re not hitting your numbers.”

Coaching 257

Coaching Construction Pivotal Positioning 257

Steven Rosen

MARCH 1, 2024

2- Improving Prospecting Skills Effective prospecting is the cornerstone of a successful sales rep. Coaches can elevate a rep’s pipeline mastery by actively observing their calls and providing constructive feedback. Take the initiative to empower your front-line sales managers.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

Xactly

JULY 5, 2018

One of the most important things to consider when designing plans are the different roles on your sales team. Sales managers and their reporting reps will have responsibilities unique to their roles, which means your compensation plans should be tailored to different roles. Your best sales rep is not necessarily the best leader.

Compensation 69

Compensation Sales Management Examples Commission 69

Sales Evangelist

JANUARY 8, 2019

In our work with sales reps, sales teams, and sales managers, we encounter many people who believe that sales coaching doesn’t work, but many of them fail to realize that there are 5 common mistakes sales managers make when coaching. Sales managers, however, typically receive very little training.

Coaching 74

Coaching Sales Management Scale Construction 74

The Ultimate Sales Executive Resource

NOVEMBER 5, 2009

Over at construction management degrees Elizabeth Johnson has published a list of the Top 100 Blogs to Boost your Sales Skills. 60), I have invited her to write a guest article to give us some insights on what it takes to be successful as a Sales Managers for construction projects.

Construction 40

Construction Motivation Promotion Industry 40

SalesFuel

MAY 15, 2024

This means, he writes, “they work collaboratively with clients to construct new ways of delivering value.” Photo by Pavel Danilyuk SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement In what other ways can we support their agenda with our offerings?

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Hiring Construction Loyalty Up-Sell 116

SalesFuel

MAY 13, 2024

You must arm yourself with as much information as possible to establish a platform for your sales pitch presentation. Construct the presentation with a proven framework. SalesFuel - Sales Credibility | Sales Research | Sales Hiring | Sales Management | Sales Enablement

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Hiring Case Study Construction Segment 116

Sales Training Connection

JANUARY 14, 2013

Sales managers. A year ago, we published a post on the importance of sales managers to assess their prior year’s performance and to incorporate the results of that self-assessment into their plans for the new year. Good managers are always asking themselves and others about what they could do better or differently.

Sales Management 114

Sales Management Coaching Face-to-face Construction 114