Steven Rosen

MARCH 23, 2022

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. Coaching is a skill that takes time to perfect, and unless expertly coached or trained, managers can make all types of blunders.

Coaching 292

Coaching Sales Management Face-to-face Sports 292

Partners in Excellence

DECEMBER 11, 2024

Our sales dashboards, with all the phenomenal ways they present information, seem to have become the work version of the video games we immerse ourselves in at home. The problem is, despite all the metrics and indicators we can track in our dashboards, they don’t produce revenue. The post Metrics Don’t Produce Revenue!

Revenue 118

Revenue Report Pipeline Data 118

Understanding the Sales Force

APRIL 3, 2025

Despite writing about sales process quite frequently over the years, this article will take a very different approach. Let’s define a couple of terms: Sales Process – a series of 4-6 stages, each with 5-10 milestones, that provide salespeople with a repeatable framework for sales success.

Sales Process 252

Sales Process Lead Rank Customer Lead Scoring 252

Understanding the Sales Force

FEBRUARY 14, 2025

I read the majority of the reports, studies, white papers, and books related to sales development because others in the field might stumble onto a trend, an insight or a statistic of which I was not aware. That’s why I downloaded Xactly’s 2025 Sales Compensation Survey. The next finding explains the previous finding.

Data 220

Data Hiring Compensation Quota 220

Understanding the Sales Force

JANUARY 15, 2025

This is a 2018 article about 24 and how you can double your revenue. Last week, I noticed that people are still using this archaic and overly simplistic sales qualifying process, and too many are still writing about the benefits of BANT (Acronym for Budget, Authority, Need, Timing). BANT should never be in that category.

Sales Process 173

Sales Process Lead Scoring Lead Rank Sales Qualified Lead 173

SBI Growth

JANUARY 8, 2024

Sales leaders today face a common problem: how to drive increased productivity from their sales teams. Let’s dive into the four strategies to do this.

Revenue 156

Revenue Strategy Sales Management Face-to-face 156

Anthony Cole Training

JANUARY 31, 2025

Many of my clients and prospects tell me that the 4th quarter is when they take time to discuss sales plans (goals) and business plans with their salespeople. The purpose, obviously, is to get everyone on the same page with expectations of performance for the coming year.

Sales Goal 251

Sales Goal Revenue Sales Prospecting 251

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. As a reminder, consistent daily coaching increases revenue by 28% and when it is paired with effective coaching, revenue increases by 43%. Most of the advice given fell into the category of sales tips.

Coaching 341

Coaching Guidelines Margin Incentive 341

Understanding the Sales Force

APRIL 6, 2025

Last week I wrote this important article about how you can use sales process to increase revenue by 28%. 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 2.0

AUGUST 29, 2022

A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new role. I just became much clearer on why this happens and what can be done about it, by reading just one section of David Brock’s book “The Sales Manager Survival Guide”.

Sales Management 195

Sales Management Face-to-face Proposal Promotion 195

Sales 2.0

AUGUST 29, 2022

A classic issue in sales forces is promoting one of the top performing sales reps to the manager of a sales team, then having them fail in this new role. I just became much clearer on why this happens and what can be done about it, by reading just one section of David Brock’s book “The Sales Manager Survival Guide”.

Sales Management 39

Sales Management Face-to-face Proposal Promotion 39

Steven Rosen

JUNE 3, 2020

Unleash the 10X Factor to Close the Sales Gap. Do you want to close the sales gap? You are still responsible for generating your company’s revenue, and your colleagues are counting on your efforts and that of your entire team. Now is the time to get sales on track. Doing nothing is not an option!

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. Coaching improves sales rep engagement.

Coaching 177

Coaching Sales Management Sales Coaching Account 177

Understanding the Sales Force

OCTOBER 9, 2024

Most sales teams win fewer than half their “games,” and while defense can’t be blamed, pitching can! Unlike the Red Sox, most sales teams have too much pitching (demos and presentations)! As of this writing, they have assessed 106 sales and sales management candidates.

Hiring 352

Hiring Lead Scoring Lead Rank Compensation 352

SBI Growth

JULY 26, 2024

Is your sales organization appropriately staffed, or are there gaps in your headcount? Many CFOs base their sales team size on faulty assumptions or a narrow view. Underestimating leads to missed opportunities, while overestimating can erode profits — both costly errors when your sales revenue targets are at stake.

Revenue 177

Revenue Maximizer How To Lead Rank 177

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

JULY 29, 2021

This broken link is to blame for sales teams’ biggest closing mistakes. “My This is the frustrated lament I hear regularly from sales leaders. But not closing sales is never the real problem. The problem is that sales reps neglect important activities during earlier stages of the sales process. It’s just a symptom.

Closing 409

Closing Sales Qualified Lead Lead Rank Lead Scoring 409

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. Coaching improves sales rep engagement.

Coaching 156

Coaching Sales Management Sales Coaching Account 156

Cincom Smart Selling

APRIL 21, 2025

Sales leaders today are not just managing peopletheyre managing complexity. This shift has redefined the role of sales leadership. However, many companies still treat sales as an isolated function, optimizing it for immediate wins while ignoring the structural changes required for sustainable success.

Sales Management 48

Sales Management Top of Funnel Strategy Scale 48

Steven Rosen

JULY 8, 2024

In this article, Jenn Steele discusses the vital role of customer feedback in refining marketing and sales strategies. She stresses listening to customer insights to tailor messaging and optimize sales tactics effectively. Key Takeaways: Collaboration between sales and marketing is essential for business success.

Revenue 156

Revenue Marketing Pivotal Promotion 156

Force Management

AUGUST 22, 2024

We’ve been a part of making many sales kickoffs successful over the years. One early indicator of a SKO that drives the company’s core revenue objectives all year: front-line manager preparedness. Getting them onboarded early and preparing them to lead during and after your event can transform the outcome of your SKO.

Sales Management 149

Sales Management Training Maximizer Objections 149

Zoominfo

FEBRUARY 18, 2025

Sales teams thrive on the energy of effective outreach, but managing outbound calls at scale requires a lot more than just smiling and dialing. These tools not only help teams track performance, but improve engagement strategies and optimize sales workflows. But how can you choose the right tool for your team?

Outbound 130

Outbound Software Software Buyer Intent 130

Steven Rosen

NOVEMBER 7, 2023

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. Yet, despite these promising numbers, many sales managers remain disengaged from the coaching process. That’s your job!

Coaching 156

Coaching Sales Management Sales Coaching Motivation 156

Steven Rosen

JANUARY 14, 2024

Colleen Stanley and Steven Rosen discuss the role of a sales leader as not just bringing in the numbers but developing their salespeople into self-managing individuals. ” – Steven Rosen “Unbelievably talented sales leaders still fall into that trap of rescuing their salespeople versus developing their salespeople.”

Revenue 156

Revenue Journal Coaching Sales Leadership 156

Sales and Marketing Management

JANUARY 31, 2021

Hiring and onboarding are an expensive undertaking, so companies are incentivized to train new sales reps quickly and ramp faster. But, many organizations tend to rely on these programs and miss the golden opportunity to continue upskilling sales reps throughout their time at the company. That’s where sales coaching comes in.

Sales Coaching 317

Sales Coaching Top of Funnel Coaching Hiring 317

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

Zoominfo

APRIL 17, 2025

Even the most driven sales teams require the right resources to effectively target prospects, nurture relationships, and close deals. Theres certainly no shortage of sales tools available to help your team master every step in the modern sales process. These represent the key software platforms for your sales team to evaluate.

Sales Tools 130

Sales Tools Tools B2B Lead Rank 130

Steven Rosen

APRIL 3, 2018

The What, Why, How, and When of Executive Sales Coaching. The rapid pace of change, high levels of uncertainty, complexity, and ambiguity in business is forcing both executives and managers to look beyond training for their ongoing development needs. Why Executive Sales Coaching . What is Executive Sales Coaching?

Sales Coaching 320

Sales Coaching Coaching Hiring Face-to-face 320

Sales 2.0

JANUARY 14, 2025

George Santayana , American philosopher (1863-1952) Im working on a new sales project, and I need some quick wins. Sales history Ive been looking at some of the small healthcare accounts that my client serves. Sales history Ive been looking at some of the small healthcare accounts that my client serves. I will let you know.

Collateral 195

Collateral Account Territories Segment 195

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 57

Sales Management Face-to-face Forecasting How To 57

No More Cold Calling

JULY 13, 2017

Can sales managers influence the buying process? It’s common knowledge that revenue is a lagging indicator. You can’t manage revenue. If sales close, you win. Then why are so many account based selling teams given revenue targets and let loose? Revenue can be measured but not managed.

Account 287

Account Referrals Cold Calling Ideal Customer Profile 287