No More Cold Calling

JANUARY 9, 2020

Poor leadership will cost you $3.5 million per sales manager. Message to Management: Your job is to get the rocks out of the road for your salespeople so they can do what they were hired to do—sell!”. But I don’t think any sales manager listened, because more than half of reps are still missing quota.

Sales Management 390

Sales Management Hiring Cold Calling Quota 390

Steven Rosen

MAY 10, 2017

6 FREE Sales Management Training Webinars . The #1 driver of performance in sales organizations are front-line sales managers. The STAR Sales Management Development Survey found that only 50% of sales managers were receiving on-going training and development in core skills. Leadership.

Webinar Metrics 260

Webinar Metrics Sales Management Hiring Training 260

Understanding the Sales Force

OCTOBER 13, 2024

Obviously, the concept of coaching salespeople isn’t a new one, but most sales leaders don’t do it consistently or effectively. Statistics from Objective Management Group’s nearly 2.5

Coaching 188

Coaching Hiring Scale Sales Leadership 188

Steven Rosen

MARCH 10, 2024

However, the significance of prospecting is often overshadowed by the allure of the deal’s close, leading many sales managers to neglect to coach the top of the funnel. This paradox has far-reaching implications, resulting in underdeveloped strategies that can stunt the growth of an organization’s sales pipeline.

Coaching 334

Coaching Sales Management Top of Funnel Prospecting 334

SBI Growth

NOVEMBER 4, 2024

Managing a high-performance sales team can be challenging. One of the main challenges is that the job requires sales manager to take on multiple different roles. So if you don't want to struggle, here are seven management roles you must adopt to be successful.

Sales Management 156

Sales Management Territories Coaching Examples 156

Connect2Sell

MAY 1, 2019

Why is there so much confusion about what effective sales management looks like?

Promotion 279

Promotion Sales Management Sales Sales Leadership 279

Understanding the Sales Force

MARCH 16, 2025

Regardless of company size, the Owner, President or CEO must SHOW their commitment to sales training to demonstrate the critical nature of the training to all participants. Sales Managers must be trained to properly and consistently coach their salespeople to the content of the training.

Training 227

Training Revenue Face-to-face Decision Maker 227

Understanding the Sales Force

JANUARY 14, 2021

But how are sales managers doing at adapting to coaching their sales force over video? We know how sales managers were doing before the pandemic. Nearly a year into the Pandemic, most salespeople have adapted to selling over video. Inquiring minds want to know. It wasn't very good and I wrote about it here.

Coaching 283

Coaching Sales Management Video Data 283

Steven Rosen

MAY 20, 2024

Margo’s commitment to authenticity resonates as a guiding principle for effective coaching and leadership in the dynamic sales landscape Her insights also shed light on the intersection of preparation, authenticity, and leadership. Each individual has their approach to coaching.

Sales Leadership 156

Sales Leadership Coaching Pivotal SalesForce 156

Steven Rosen

JANUARY 9, 2024

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast discuss how building excellence in sales leadership starts with having the right team. Sales leaders must be willing to make tough decisions about non-performers and proactively recruit top talent.

Sales Leadership 177

Sales Leadership Hiring Coaching Account 177

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

Steven Rosen

JULY 26, 2024

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley delve deep into the crucial subject of emotional intelligence (EI) for sales leaders. The interactive podbook below contains videos, audio, articles, summaries, transcripts, and YouTube shorts from this podcast episode.

Sales Leadership 156

Sales Leadership Account Coaching Lead Scoring 156

Connect2Sell

JUNE 19, 2019

The role of a sales manager involves sales outcomes and manager responsibilities. There’s something else, too, that sets the most successful sales managers apart from others. It’s leadership. To be one of the best, you’ll need it all -- sales manager leadership skills.

Sales Management 232

Sales Management Promotion Sales Marketing Qualified Lead 232

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

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

MAY 20, 2024

Margo’s commitment to authenticity resonates as a guiding principle for effective coaching and leadership in the dynamic sales landscape Her insights also shed light on the intersection of preparation, authenticity, and leadership. Each individual has their approach to coaching.

Sales Leadership 156

Sales Leadership Video Coaching Pivotal 156

Understanding the Sales Force

JANUARY 17, 2019

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. Wow, did that resonate with people and there was a great discussion about it on LinkedIn.

Sales Management 244

Sales Management Transportation Coaching LinkedIn 244

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

Understanding the Sales Force

JANUARY 15, 2025

It’s important to understand the experience and context of every writer, blogger, podcaster and author you read and if they have the depth and breadth of expertise and experience in sales, sales management, sales leadership, and sales consulting in order to determine whether their message is reliable.

Sales Process 173

Sales Process Lead Scoring Lead Rank Sales Qualified Lead 173

Sales Hacker

AUGUST 23, 2024

Join us for a training on a framework for high-performing sales managers and leaders. Kevin “KD” Dorsey has built multiple $100MM+ ARR orgs, trained 1500+ sales reps, and more. In this session, he’s breakdown down a training into a sales leadership training framework.

Sales Leadership 121

Sales Leadership Scale System Study 121

Understanding the Sales Force

JANUARY 7, 2019

The stats show what sales managers are doing but those managers are largely uninformed. John Pattison, Objective Management Group's COO, mined some data on salespeople who report to sales managers. I was appalled by what I saw.

Sales Management 225

Sales Management Report Groups Objections 225

Score More Sales

APRIL 21, 2020

Will all your sales team go back to working out of the office?

Sales Management 245

Sales Management Sales Sales Coaching Sales Leadership 245

Steven Rosen

JANUARY 31, 2023

APR is a time-consuming process for the sales leadership team. Developing strong development plans for your frontline sales managers will set an example for your sales managers to do the same with their salespeople. It takes a lot of time to write up and give each review.

Sales Leadership 293

Sales Leadership Policies Coaching Consumer 293

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

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.

Marketing Qualified Lead 299

Marketing Qualified Lead Leads Sales Leadership Training 299

Steven Rosen

AUGUST 2, 2021

Peak performance is a sales team that can efficiently manage the execution of sales plans while effectively developing and encouraging their salespeople to operate at peak levels. Sales leaders believe it is their job to develop their sales managers. Find Out More.

Hiring 424

Hiring Comparison Face-to-face Objections 424

Score More Sales

APRIL 14, 2017

Al Martin was the best sales manager I ever had. Once Al and I went in person to a sales call. He led by example and you could often see a split second of decision making before Al would give you an answer based on his very clear sense of right and wrong. The executive we were to meet with was running late.

Sales Management 228

Sales Management Examples Sales Meeting 228

Steven Rosen

MAY 24, 2024

The use of AI in sales is an evolving process, and its adoption will likely become more widespread in the future. By navigating the challenges and embracing the opportunities, sales leaders can lead their teams to new heights of achievement and create a culture of excellence.

Sales Leadership 156

Sales Leadership Video Coaching LinkedIn 156

Connect2Sell

JULY 31, 2019

his series has focused on a wide variety of topics that will help you succeed as a new sales manager. New sales manager training should focus on both – your success in the new job AND your ongoing development for whatever comes next. That’s the short-term view.

Sales Management 206

Sales Management Promotion Training Sales 206

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

Hubspot Sales

NOVEMBER 18, 2020

If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know. Sales Leadership Stats. Sales Performance. 65% of sales leaders that outperformed against revenue targets have a dedicated sales enablement person or team.

Sales Leadership 142

Sales Leadership Hiring Face-to-face Decision Maker 142

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. It’s simply incomprehensible that sales managers aren’t picking up the clue phone.

Coaching 341

Coaching Guidelines Margin Incentive 341

Understanding the Sales Force

DECEMBER 6, 2021

So with all that said, here are the top 5 Sales Articles and the Top 5 Sales Leadership articles of the year. Popularity is a good barometer but not everyone sees what is posted on LinkedIn and Twitter and the time of day influences that.

Sales Leadership 156

Sales Leadership Twitter LinkedIn Influencer 156

Bernadette McClelland

MARCH 24, 2018

In my case it was a sales manager who would use the phrase, ‘Attention to Detail’ quite regularly. Bernadette McClelland is a Keynote and Sales Kick-Off Speaker, Executive Sales Leadership Coach, and published author.

Leads 339

Leads Marketing Qualified Lead Transportation Sales Leadership 339

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

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

MAY 24, 2024

In this episode of the Sales Leadership Awakening Podcast, Rob Ulsh , VP of Dealer and International Sales for Great Dane, discusses the use of AI in sales leadership. He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning.

Company 296

Company Sales Leadership Retention Loyalty 296