You plan to have a breakthrough year in 2014. You are a strong sales manager and you know your business, your customers and your reps. Hopefully you have had an awesome holiday and are charged up ready to have a great year! I don’t know any sales manager who plans to fail, but some fail… Read More
About Steven Rosen
5 Steps to Achieving Success (Goal Planning Guide)
Have you built your own personal and professional success plan? Have you set your goals? Have you defined the what, why, how and when for your success in 2014? Are you interested in becoming more successful? Do you want to make 2014 your breakthrough year? The STAR – Focused Goal Planner is your tool to… Read More
5 Steps to Creating a Coaching Culture
Whether you are a sole business owner, sales executive or front line sales manager you are looking for strategies to grow your business. The challenge is that there is no silver bullet. You have challenging sales targets this year. How are you going to ensure that your team will deliver? Too many sales organizations operate… Read More
Great Sales Coaches Ask Effective Questions
Do you want to be told what to do? Do you want your boss to be a micro manager? Of course not. You want your boss to ask you what you think. Why are you constantly telling your sales people what to do? STOP telling and start asking. Great sales coaches ask effective questions. Effective… Read More
Hiring Top Performers Made Simple
Winning companies that hire top performers have adopted a consistent, multi-step hiring process. By running each candidate through the process the can better predict who the top performers are from the middle performers.
How to Conduct an Impactful Quarterly Business Review
Both business acumen and business planning are becoming a much more integral skill for sales reps and sales managers. Company’s business planning processes require sales reps to build annual business plans. Quarterly business reviews consists of a formal review meeting between a front line sales manager and one of his/her sales representatives. It can also… Read More
How to Win the Sales Battle Overcoming “Failure to Impact” Syndrome
This year was tough; next year’s sales prospects look even tougher. Your boss comes to you and says how can you sustain the sales force? What can you do? The typical response goes like this: You devise several homemade remedies to ensure you do better next year. You develop a plan to do one or… Read More
Is Your Team Tired of Being in The Danger Zone?
Your success as a sales leader comes down to 3 things – Results, Results and Results. You get it and I know you live it. I have broken results into 3 zones. Depending on which zone you are in, it will have a dramatic impact on you and your team in terms of demeaner, stress… Read More
Just Do It!
Every sales manager I speak with agrees that being in the field coaching has a positive impact on sales. Any sales manager I ask how are things going? They will automatically refer to their sales. So why don’t they just do it? Do what you ask?
Leadership Development in the New Millennium
Leading edge sales organizations understand the value of investing and developing their front line sales managers. They believe that strong sales managers are the key to driving sales rep performance. The 2015 STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. We wanted to better understand what skills were important and the level of support companies… Read More
Managing Performance for Results
In Managing Performance for Results, Steven teaches sales managers simple approaches to conducting quarterly business reviews, managing non-performing sales reps and managing your boss. Managing Performance will help you improve sales rep accountability in executing their business plans and rapidly as well as effectively address performance issues. You’ll learn how to: Implement a simple performance… Read More
Sales Management Tip #49: The Theory of 8
Sales managers who execute with excellence use my simple Theory of 8. Yes want to change a behavior, get your reps focused than you need to repeat your message 8 times. Applying the Theory of 8 to sales management means repeating the goal or plan of action 8 times until everyone on the team understands… Read More
Sales Management Video – Executing with Excellence
Sales managers who execute with excellence use my simple Theory of 8. Yes want to change a behavior, get your reps focused than you need to repeat your message 8 times. Hi I’m Steven Rosen for Sales Management TV. Winning sales managers that execute with excellence may seem like they are senile. Applying the Theory… Read More
STARS Shine While The Rest of Us Sleep
5 Action Steps for Mid-Year Success By Steven A. Rosen You are halfway through the year and you have two choices: You can either have your team go on VACATION or you can have them spring into ACTION. It is a choice. Repercussions are only felt at year-end. If you want your salespeople to shine,… Read More
Taking your Game to the Next Level
Front line sales managers are facing unprecedented change. Managers are dealing with increased demands to do more with less and are still expected to drive sales performance. With little support from the next-line of sales management and a lack of relevant courses and ongoing development, many sales managers feel stretched to the limit. The role… Read More
The Secret to Sales Rep Motivation
Last week I was speaking with a VP of Sales of a well-known software company. George was not pleased with the performance of his sales team and was under intense pressure from the senior team to turn things around. Sales were off in 4 out of 5 regions and he felt that the sales team… Read More
TOP SALES PERFORMERS are not all Created Equally
Sales is performance sport. The key to success for a sales manager is to have a team of top performers. Well maybe. As we have seen with sports teams that are stacked with great players, they don’t always win championships. Less talented teams who have great chemistry and are committed to doing what ever it… Read More
Use Science When Hiring Top Sales People
One of the most important parts of a sales manager’s job is hiring. Many managers claim they rely on their gut instincts when making hiring decisions. I think this is an excuse for not developing and following detailed hiring processes. The science of hiring relates to the use of psychometric profiles. My favorite psychometric profile is the Personal… Read More