Understanding the Sales Force

APRIL 6, 2025

Lets make the assumption that you either have or are about to have a comprehensive custom, staged, milestone-centric, buyer-focused sales process with predictive sales scorecard. What are the next steps?

Government 173

Government Sales Leadership Coaching Sales Coaching 173

Sales and Marketing Management

OCTOBER 22, 2018

From sales force training and compensation to investments in sales processes and technology, organizations relentlessly seek to pull the right levers that will drive revenue growth and improve sales effectiveness. There is a direct and compelling link between frontline sales manager effectiveness and topline revenue performance.

Sales Management 218

Sales Management Hiring Compensation Scale 218

Steven Rosen

JUNE 3, 2020

What can you do to jump-start your sales and make up for any lost sales during the last several months? When I say “you,” I am referring to frontline sales managers and sales executives. Sales managers are the key to driving sales performance. Develop a Winning Mindset.

Sales Leadership 394

Sales Leadership Closing Face-to-face Call-back 394

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. You can train your sales managers in coaching.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

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.

Sales Management 194

Sales Management Hiring ROI Maximizer 194

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?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Understanding the Sales Force

OCTOBER 13, 2024

In sales we would call this post-call debriefing and we would role-play what the next conversation should sound like. There were many follow-up coaching sessions between God and Moses and they went on for many days and weeks, preparing Moses to demonstrate even greater powers.

Coaching 188

Coaching Hiring Scale Sales Leadership 188

Understanding the Sales Force

JANUARY 15, 2025

When he got older, we watched Christmas Vacation, Home Alone, Elf, School of Rock, and Grown Ups every year. Some suggest that it’s a sufficient sales process. Further, a sales process has a minimum of four stages EACH with anywhere from a handful to a dozen milestones. But sure, proceed with four.

Sales Process 173

Sales Process Lead Rank Lead Scoring Sales Qualified Lead 173

Steven Rosen

MARCH 23, 2022

5 Sales Manager Coaching Blunders. Sales coaching is the No. 1 management activity that drives sales performance. The only problem is that managers have not been taught how to coach effectively. Do You Want To Increase Sales Performance? ” As a sales manager , you probably were a top sales rep.

Coaching 156

Coaching Sales Management Face-to-face Sports 156

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. You can train your sales managers in coaching.

Coaching 156

Coaching Sales Management Sales Coaching Account 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. Ask Effective Questions. No one wants to be told what to do.

Sales Coaching 433

Sales Coaching Coaching Hiring Face-to-face 433

Steven Rosen

JUNE 20, 2019

Second line sales managers (SLM) don’t coach their FLMs on their coaching. The reality is, they have one-on-ones, but their meetings tend to focus on business issues, follow up items and people issues. The role of the frontline manager (FLM) is to recruit, develop, and retain top sales performers.

Coaching 334

Coaching Hiring Sales Coaching Social Media 334

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!”.

Survey 358

Survey Coaching Training Sales Talent 358

Steven Rosen

FEBRUARY 27, 2022

I have learned over my many years as a VP of Sales and Marketing and working with VP’s that many large companies have well-developed marketing processes and rigorously follow the process. Like most business units, you have ended up with a challenging objective for next year. Can you relate? Have the right team in place.

Strategy 408

Strategy Scale Objections Maximizer 408

Understanding the Sales Force

FEBRUARY 14, 2025

the largest group of respondents were individual contributors at 25% followed by frontline sales managers at 19%. That’s 44% of the respondents who typically don’t see things the same way as the C Suite (6%) or Senior Sales Leadership (2%).

Data 220

Data Hiring Compensation Quota 220

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. Very cool, and now new applications of that capability are popping up.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

Understanding the Sales Force

MAY 3, 2019

I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it's rarely a big opportunity, it's seldom coaching best practices, it's hardly ever targeted metrics for their team, and it's almost unheard of for them to request that I help them improve as sales managers, Oh no.

Coaching 312

Coaching Objections Follow-up Motivation 312

Steven Rosen

JANUARY 24, 2017

When doing any review whether it’s a quarterly, mid-year or year-end review, the most successful sales manager focuses 20% of their time on reviewing past performance and 80% of their time on focusing forward. Developing your salespeople to be better is the role of the sales manager. Have I peaked your curiosity?

Coaching 313

Coaching Follow-up Sales Coaching Positioning 313

Sales 2.0

OCTOBER 25, 2021

Research shows on average there are 6-10 decision makers and it’s typical for most sales people to only speak to one person. The problem of missing decisionmakers most often shows up when companies submit a proposal and never hear anything back. Sales time sucks. Sales management. Where does this time go?

Territories 396

Territories Compensation Scale Decision Maker 396

No More Cold Calling

JULY 29, 2021

Follow-up consisted of a series of emails that promoted products, didn’t address the client’s unique concerns, and had no calls to action. Do sales reps demonstrate product features, or do they discuss the benefits for buyers? What is their sales plan for following up? Save your money.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

Steven Rosen

FEBRUARY 5, 2017

Free Sales Management Training Webinar. All sales managers find coaching difficult salespeople challenging. For Sales Management Case Studies: Coaching Difficult Salespeople. For Sales Management Case Studies: Coaching Difficult Salespeople. Signup for my sales management newsletter.

Coaching 271

Coaching Case Study Hiring Webinar Metrics 271

Steven Rosen

JANUARY 22, 2018

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.

Sales Coaching 273

Sales Coaching Coaching Sales Management Study 273

Understanding the Sales Force

SEPTEMBER 8, 2024

When half of salespeople hit quota it equates to strong sales performance across the team. When Sales Managers have any conversations with their salespeople it is considered coaching. Then the “actual” numbers are reported, followed by huge revisions to what was reported a few months earlier.

Government 341

Government Forecasting Pipeline Report 341

Steven Rosen

APRIL 15, 2021

Business acumen and business planning are becoming a much more necessary skill for sales reps and sales managers. The company’s business planning processes require sales reps to build annual business plans. It starts with the front-line sales manager reviewing each member of their sales team.

Territories 336

Territories Quota Coaching Sales 336

Steven Rosen

FEBRUARY 2, 2017

Before I lay out the seven reasons why companies fail to execute, I want you to ask yourself the following questions: Is your team clear on how to execute? If you don’t, then no need to read the following six points as you will fail to execute! I then ask their sales managers what the critical success factors are.

Face-to-face 326

Face-to-face Survey Sports Follow-up 326

Steven Rosen

JANUARY 22, 2018

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.

Sales Coaching 261

Sales Coaching Coaching Sales Management Study 261

Steven Rosen

MARCH 2, 2017

When I coach sales managers on how to get the best out of their team, I realize that not all top performers are the same. Performance is not just about hitting sales numbers but how we do it. When it comes to evaluating the sales rep, overall performance companies will look at sales performance and values and behaviors equally.

Energy 275

Energy Comparison Face-to-face Sports 275

Steven Rosen

SEPTEMBER 20, 2022

Inflation, supply chain issues, the great resignation , competing demands, information overload and resulting overwhelm have consumed most sales leaders. I don’t care if you are the head of sales or a front-line sales manager. It is time to step up and be BOLD and take decisive action. Are you a top sales leader?

Sales Leadership 295

Sales Leadership Face-to-face Follow-up Coaching 295

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? You can’t manage revenue. If sales close, you win. Calls with their sales managers become about justifying why prospects should be in their pipelines in the first place, and discussing ways these account based sales reps can accelerate the buying process.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 58

Sales Management Forecasting Face-to-face How To 58

The Pipeline

MAY 18, 2021

Depending on who you follow, the number of stakeholders in a B2B decision continues to grow, over 10 by some accounts. As you’ll recall, we have an actionable definition of value , easy to follow, easy to sell. “Buyers will see value in things that measurably move them closer to their objectives.

Hiring 305

Hiring Cold Calling Enterprise Enterprise 305

Sales Gravy

DECEMBER 29, 2024

Whether its a house, a new car, or building up your savings, to-have goals are about acquiring something that enhances your life. Maybe you want to be a sales manager, or if youre a manager, you want to be a director or VP of sales. Wed rather deals close themselves than investing hours into multi-step follow-ups.

Face-to-face 98

Face-to-face Decision Maker Call-back Commission 98

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 ?

Coaching 251

Coaching Sales Coaching Objections Sales Management 251

Hubspot Sales

JULY 22, 2024

Your sales manager has given your team a big pep talk encouraging you to dial, dial, dial. I know, I know, you'd rather just pick up the phone and call. Here‘s one thing I never fail to do: Look up how to pronounce the prospect’s name. You should also follow their pronouns if they are listed in their LinkedIn bio.

Cold Calling 111

Cold Calling Top of Funnel Inbound Call-back 111

Bernadette McClelland

OCTOBER 1, 2014

Get caught up, get stressed, get out of touch with loved ones…and even out of love! Be Proud, Passionate and Paid Up. But are you paid up? Being ‘paid up’ is personal leadership at its best – when was the last time you had some skin in the game? Are you truly invested? Your own game!

Travel 368

Travel SME Up-Sell Follow-up 368

Bernadette McClelland

OCTOBER 1, 2014

Get caught up, get stressed, get out of touch with loved ones…and even out of love! Be Proud, Passionate and Paid Up. But are you paid up? Being ‘paid up’ is personal leadership at its best – when was the last time you had some skin in the game? Are you truly invested? Your own game!

Travel 368

Travel SME Up-Sell Follow-up 368

Steven Rosen

FEBRUARY 21, 2017

Wouldn’t you love to have a team of awesome sales coaches? 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. Ask Effective Questions. Of course, not. Try it FREE.

Sales Coaching 298

Sales Coaching Coaching Hiring Face-to-face 298