Understanding the Sales Force

MAY 6, 2013

As a matter of fact, one financial services sales management team found nothing of value in an entire two-day sales leadership event last year, while the other 45 attendees (from mixed industries) all provided testimonials saying it was the single best training event they ever attended. Like I always say, consider the source.

Coaching 236

Coaching Sales Coaching Sales Leadership Sports 236

Understanding the Sales Force

MAY 14, 2013

Understanding the Sales Force by Dave Kurlan We are in the middle of the first day of our 2-day Sales Leadership Intensive. While most attendees admit that they must be more effective at coaching, many who said they have some kind of sales process in place didn''t come to the same conclusion.

Sales Process 243

Sales Process Coaching Sales Coaching Lead Rank 243

Understanding the Sales Force

OCTOBER 1, 2013

They weren''t trained to do it when they became sales managers, and as a sales manager said to me last week, "I can''t come to your Sales Leadership Intensive because when I was hired, the expectation was that I would be able to do all of that stuff.". Are you serious?

Sales Leadership 210

Sales Leadership Hiring Education Coaching 210

Steven Rosen

MAY 20, 2024

This mindset encourages continuous learning, experimentation, and innovation, which is essential for staying ahead in today’s competitive sales landscape. Mastering Sales Leadership Preparation is the foundation of successful coaching conversations in sales.

Sales Leadership 156

Sales Leadership Coaching Pivotal SalesForce 156

Steven Rosen

JULY 24, 2023

How do you unleash the power of your sales leadership team? In the fast-paced and ever-evolving world of sales, success is dependent on the capabilities of the sales leadership team. I believe that investing in the development of this critical team is the best use of resources for any VP of Sales.

Sales Leadership 156

Sales Leadership Retention SalesForce Objections 156

Understanding the Sales Force

OCTOBER 19, 2024

Sales Leaders don’t worry nearly enough about how each salesperson will perform on each big opportunity. Why even bother agreeing to serve in a Sales Leadership role if you are not fully invested in the success of each salesperson. Come on Sales Leaders, let’s make this happen! Each opportunity. Each at-bat.

Epiphany 188

Epiphany Real Estate Face-to-face Coaching 188

Keith Rosen

SEPTEMBER 26, 2020

Keith Rosen · Capital One Sales Leadership Interview on Sales Leadership and Bad Management Experiences. Join me and the talented leaders at Capital One, as we cover topics in this highly engaging and unique interview! Yes, one of the stories I share in this interview is true. I can’t make this stuff up!

Sales Leadership 122

Sales Leadership Coaching Sales Coaching Sales 122

Alice Heiman

OCTOBER 14, 2020

Whether a salesperson loses or wins a sale, the manager helps analyze the results. Are you providing great sales coaching ? . Winners have great coaches. Make coaching a priority. Your salespeople will become winners when their s ales managers provide great coaching. . So, do you want more sales ?

Sales Coaching 167

Sales Coaching Coaching Quota Sports 167

Steven Rosen

MAY 20, 2024

By dedicating time to prepare, leveraging your unique strengths, and connecting with your team members on a personal level, you can unlock the full potential of your sales team and drive exceptional results. It’s essential to lead with authenticity and find a style that works for you.

Sales Leadership 156

Sales Leadership Video Coaching Pivotal 156

Understanding the Sales Force

MAY 19, 2017

We just completed a two-day Sales Leadership Intensive and that's always a great experience for the sales leaders who attend. The focus is on coaching salespeople for impact and everyone learns what it takes to become so effective at coaching salespeople that they ask for more. Image Copyright ColorCarnival.

Study 267

Study Coaching Video Sales Leadership 267

Steven Rosen

NOVEMBER 4, 2014

Join our panel of recognised sales leadership experts who will share their insights: Lee Salz – CEO and Sales Management Strategist at Sales Architect. Tibor Shanto – Principal at Renbor Sales Solutions. Lori Richardson – Midmarket Sales Strategist, Author and Speaker at Score More Sales.

Sales Management 295

Sales Management Webinar Metrics Sales Coaching Coaching 295

Steven Rosen

JANUARY 14, 2024

Summary Video Article: Title: “Essential Sales Leadership Skills for Developing Team Accountability.” ” Byline: By sales leadership and coaching experts Colleen Stanley and Steven Rosen Introduction ​ As sales leaders, we often focus on developing hard skills such as product knowledge and closing techniques.

Sales Leadership 156

Sales Leadership Account Video Coaching 156

Steven Rosen

JULY 20, 2021

Sales leaders tend to be over-extended in dealing with everyday demands leaving little time to improve their leadership communication skills. The guidance from an experienced sales coach could help leaders advance to the next level of leadership. The possibilities of leadership coaching are endless.

Coaching 432

Coaching Face-to-face Sales Leadership Analysis 432

Sell Integrity

JUNE 18, 2021

Being a coach for sales teams has never been more important. Here are 10 sales coaching articles that can inspire new thinking, motivate your sales leaders and ultimately move the needle on your sales team’s performance. We often associate “coach” with a sports analogy. The data is clear.

Sales Coaching 86

Sales Coaching Coaching Sales Leadership Pivotal 86

Alice Heiman

FEBRUARY 12, 2020

If you don’t spend time coaching, you won’t know why opportunities are not moving through the funnel and what roadblocks to remove. . When the sales rep doesn’t meet their quota, it’s too late. . Sales Coaching Defined . So, what do I mean by sales coaching exactly? . Start Today.

Sales Coaching 168

Sales Coaching Coaching Closing Trade Show 168

Keith Rosen

OCTOBER 27, 2020

Download Your Free Copy of The 60 Second Sales Coach . Over 600 Coaching Questions and 40 Critical Conversations Managers Must Master to Develop Sales Champions and Coach More Customers to Succeed. The 60 Second Sales Coach first appeared on Keith Rosen and Profit Builders Blog.

Sales Coaching 139

Sales Coaching Coaching Twitter Consumer 139

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?

Hiring 154

Hiring Sales Leadership Sales Forecasts Forecasting 154

Janek Performance Group

DECEMBER 7, 2021

After a few weeks, my sales manager asked me, “How are things going?” In hindsight, that first sales position taught me exactly what not to do as a sales leader. In this article, we’ll explore common sales leadership failures and how to fix them to create a high-performing sales team.

Sales Leadership 118

Sales Leadership How To Hiring Coaching 118

Understanding the Sales Force

SEPTEMBER 9, 2013

This blog was named as one of the Top 50 Sales & Marketing Blogs for 2013. I will be hosting our renowned Fall Sales Leadership Intensive in Boston November 14-15. When it comes to mastering the art of sales coaching, you won''t find a better program than this one! c) Copyright 2013 Dave Kurlan'

Motivation 220

Motivation Sales Leadership Influencer Sales Coaching 220

The Pipeline

DECEMBER 15, 2014

STAR Results, based in Richmond Hill, Ontario, Canada, is a sales management coaching, training and consulting organization dedicated to sales leadership development. What’s in Your Pipeline? Tibor Shanto . Tibor Shanto .

Survey 256

Survey Sales Management Hiring Pharmaceuticals 256

Understanding the Sales Force

MAY 24, 2018

What does any of this have to do with sales and sales leadership? Their parents make sure they are comfortable, help them overcome their fears, work to prevent resistance and emotional meltdowns, and teach them as they go about their business. Read a bit more and I'll explain.

Sales Coaching 145

Sales Coaching Coaching Sales Management Sales Leadership 145

Steven Rosen

FEBRUARY 5, 2024

There is an emotional argument to be made for every single product sold.” – David Hennessy The insights shared by David Hennessy have significant implications for sales leadership. The role of self-awareness in leadership allows leaders to leverage their strengths and seek support in areas where they may be less inclined.

Sales Leadership 317

Sales Leadership Strategy Motivation Data 317

Score More Sales

JUNE 18, 2018

After reading a recent post from Dave Kurlan about The Latest Data Shows that Sales Managers Are Even Worse Than I Thought made me want to immediately publish a plea to company leaders and heads of sales to enable sales managers to do more and better coaching.

Coaching 161

Coaching Data Sales Coaching Research 161

Steven Rosen

SEPTEMBER 21, 2015

Speak regularly with your fellow executives in marketing and ensure that your company’s sales processes work in tandem with its marketing operations. As an executive, it’s your responsibility to ensure that your sales managers are coaching their reps effectively.

Sales Leadership 120

Sales Leadership Face-to-face Coaching Incentive 120

The Pipeline

NOVEMBER 5, 2014

I am pleased to be part of a leading experts on sales, planning and sales leadership. Join sales experts Steven Rosen, Lori Richardson, Lee Salz, Dan Enthoven and Miles Austin and I, as we present key actions that are important to focus on for a stellar 2015. The Panel: Lori Richardson – Score More Sales.

Sales Management 256

Sales Management Top of Funnel Lead Rank Lead Scoring 256

Steven Rosen

MARCH 26, 2012

Most companies don’t have sales leadership programs for their most senior sales managers , therefore development opportunities must be sourced from outside. Now more than ever, they must harness the power of executive coaching to pump up their leadership.

Coaching 278

Coaching Networking Face-to-face Course 278

Steven Rosen

JULY 8, 2014

As you sit down to do mid-year reviews, ask your sales people to pick one area (competency or behavior) that they are committed to improving that would have a positive impact on their performance. Sales coaching is about holding your salespeople accountable for doing what they said they are going to do. Get Out in the Field.

Coaching 294

Coaching eBook Account Sales Leadership 294

Understanding the Sales Force

APRIL 4, 2013

Modeling - They did not report to a sales manager who was effective at coaching. Skills - They have not been trained in the fine art and science of sales coaching. DNA - They don''t have the DNA to support effective sales coaching. Trust - Salespeople don''t trust their intentions.

Coaching 225

Coaching Sales Management Incentives Incentive 225

SBI Growth

NOVEMBER 21, 2012

The Answer: Implement a Sales Leadership Council (SLC). A Sales Leadership Council is the top 10% of your sales force that has expressed an interest in sales management. Your SVP and CEO brand you as somebody who can’t pick sales management talent. Benefits of a Sales Leadership Council.

Promotion 257

Promotion Sales Management Penetration Face-to-face 257

Steven Rosen

OCTOBER 14, 2014

STAR Results, based in Richmond Hill, Ontario, Canada, is a sales management coaching, training and consulting organization dedicated to sales leadership development. For more information on STAR Results go to www.starresults.com.

Survey 273

Survey Sales Management Hiring Pharmaceuticals 273

The Pipeline

SEPTEMBER 25, 2014

Few are aimed at helping managers in helping their sales team adopt new habits, or create breakthroughs for their reps that can again be extended as a regular practice, and that is the thought here, helping managers, or actually sales coaches, which good sales managers are. Sales Skills Tibor Shanto'

Quota 274

Quota Objections Coaching Sales Leadership 274

Engage Selling

MAY 21, 2021

Sitting in on sales coaching calls is one of the most thrilling aspects of my work. However, there’s one big mistake that I see sales … Read More » The post Don’t Confuse Sales Coaching for Status Updates | Sales Strategies first appeared on The Sales Leader.

Sales Coaching 112

Sales Coaching Coaching Strategy Sales 112

Sales Gravy

APRIL 2, 2025

Dennis from Chesterfield, Missouri, wants to know if sales coaching truly moves the performance needle, especially when shifting from transactional approaches to more consultative selling. Why Sales Coaching Is Essential Sales is a skill position. Why Sales Coaching Is Essential Sales is a skill position.

Coaching 64

Coaching Pivotal Guarantee Territories 64

Steven Rosen

JANUARY 15, 2024

Keith Rzucidlo , Vice President of Sales at Miller Electric, joins the Sales Leadership Awakening podcast to discuss how to turn visions into actions in sales leadership. Keith shares the importance of patience and reflection in driving behavior change and advises sales leaders on coaching and change management. “I

Sales Leadership 268

Sales Leadership Coaching Resources Pivotal 268

Sell Integrity

JUNE 14, 2021

Saying there’s no time for coaching or that someone has already reached their potential are just two of the prominent misconceptions around sales coaching. Whether in sports, in sales or in life, a great coach helps people reach their full potential. Sales Coaching Myths Debunked. This isn’t news.

Sales Coaching 107

Sales Coaching Coaching Lead Rank Sales 107

Janek Performance Group

JANUARY 19, 2022

You might even set aside time before or after coaching sessions for employees to informally talk. Sales Mentoring. Mentoring should be a part of your sales coaching strategy. When managing a sales team, it’s important to create a culture and environment where team members can grow and improve.

Motivation 117

Motivation Sales Coaching Coaching Call-back 117

Sales Hacker

APRIL 8, 2019

This week on the Sales Hacker podcast, we interview Rob Jeppsen , CEO of Xvoyant and host of the Sales Leadership Podcast. Rob is a longtime sales veteran and is incredibly passionate about both the profession of sales but, more importantly, the importance of investing in your team through sales coaching and training.

Sales Coaching 106

Sales Coaching Coaching Training SalesForce 106