The Sales Leadership Blog

(2:42) “Essential Steps for Mastering Difficult Conversations”

(2:42) “Essential Steps for Mastering Difficult Conversations”

In this 2:42 video, Steven Rosen and Colleen Stanley delve into the vital role of preparation and communication in difficult conversations with sales representatives. They stress the importance of sales managers dedicating time to pre-call planning, ensuring productive discussions. Additionally, they emphasize fostering a supportive environment where sales representatives feel heard and valued, enhancing team cohesion and performance.

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A Leader’s Guide to Having Difficult Conversations

A Leader’s Guide to Having Difficult Conversations

In this episode of the Sales Leadership Awakening Podcast, hosts Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. They highlight vital emotional intelligence skills essential for navigating these dialogues effectively. Practical strategies for delivering constructive feedback and fostering growth are shared, emphasizing the importance of stating intentions and fostering psychological safety.

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Get off Your Butt and…

Get off Your Butt and…

In this episode of the Sales Leadership Awakening podcast, hosts Colleen Stanley and Steven Rosen discuss the significant changes in sales post-COVID-19. They address the reluctance of sales reps to return to face-to-face selling and the importance of embracing in-person meetings. Colleen and Steven emphasize the benefits of building trust, rapport, and collaboration through face-to-face interactions. They also provide insights for sales leaders on encouraging their salespeople to prioritize face-to-face discussions and maximize the return on investment from these meetings.

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(4:39 Video) “The Power of Face-to-Face Sales: Building Trust and Rapport”

(4:39 Video) “The Power of Face-to-Face Sales: Building Trust and Rapport”

In this 4:39 video, Hosts Colleen Stanley and Steven Rosen discuss the importance of in-person interactions for building rapport, trust, and empathy. They highlight the biological aspect of human connection and the release of bonding hormones during face-to-face meetings. By getting off Zoom and meeting clients in person, salespeople can read the room better and strengthen relationships.

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(4:41 Video) “Collaboration in Sales: The Key to Success”

(4:41 Video) “Collaboration in Sales: The Key to Success”

In this 4:41 video, Ryan Thomas discusses the importance of teamwork and collaboration in driving business success. He highlights the significance of being a partner rather than just a customer vendor. He emphasizes the need for leaders to embrace the power of teamwork to provide the best solutions for customers.

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Leading Transformation in a Fast-Paced World

Leading Transformation in a Fast-Paced World

In this Sales Leadership Awakening Podcast episode, host Colleen Stanley and co-host Steven Rosen interview Ryan Thomas, the sales VP of Elastic, Americas. Ryan shares his insights on effective leadership, team motivation, and driving business growth. He emphasizes the importance of inspiring and motivating teams, aligning individual success with the company’s vision, and making data-driven decisions. Ryan also discusses the challenges of leading sales teams in a complex and fast-paced industry and provides valuable advice for sales leaders.

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Sales Goals or Learning Goals

Sales Goals or Learning Goals

In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the strategy of simultaneously setting learning and sales goals. They explore the intricate relationship between continuous learning and improving skills for sales leaders, stressing the need for a balance. They share insights on how sales leaders can manage both effectively, creating a culture of ongoing learning. The episode highlights the importance of regular coaching, the role of belief systems in prioritizing learning, and the significance of skill mastery.

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(2:56) “The Importance of Setting Learning Goals for Sales Leaders”

(2:56) “The Importance of Setting Learning Goals for Sales Leaders”

In this 2:56 video, Steven Rosen and Colleen Stanley discuss the need for sales managers to go beyond setting sales goals and to define learning goals for their teams. They share how organizations can align learning goals with sales goals and invest in training and resources to support their salespeople. By combining sales goals with learning goals, sales leaders can create a continuous learning and development culture, leading to improved sales performance.

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(3:42 Video) “Recognition’s Role: Cultivating a Culture of Appreciation”

(3:42 Video) “Recognition’s Role: Cultivating a Culture of Appreciation”

In this 3:41 video, Rika Cuff discusses and shares her strategies for fostering a culture of recognition within organizations. She emphasizes the importance of consistency and accountability, highlighting the power of recognizing and appreciating the efforts of team members. Rika discusses how she incorporates recognition into her team meetings and the positive impact it has on morale.

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The Power of a Recognition Sales Culture

The Power of a Recognition Sales Culture

In this episode of the Sales Leadership Awakening podcast, host Steven Rosen and Colleen Stanley are joined by Rika Cuff, Senior Vice President of Scholastic and Champ Sales at Herff Jones. They discuss the importance of sales leadership in developing a strong sales culture, the power of recognition, and the challenges of fostering a culture of trust and consistency. Rika also shares tips for appreciating team members, highlighting the power of small actions, such as handwritten notes.

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Top 10 Reasons to Set Goals

Top 10 Reasons to Set Goals

Any success story begins with a plan, a blueprint of sorts, outlining what you want to achieve and how you plan to achieve it. Essentially, that means setting goals. While the ultimate goal for sales teams is to attain weekly or monthly sales quotas, getting there may...

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Are You the Chief Rescue or Chief Revenue Officer?

Are You the Chief Rescue or Chief Revenue Officer?

This episode of the Sales Leadership Awakening podcast addresses the common problem of sales leaders rescuing instead of developing their salespeople. It delves into reasons like a penchant for problem-solving and insufficient coaching skills. Stressing self-awareness and assertiveness, the episode provides practical tips to enhance coaching and debriefing skills. The main point is that sales leaders should transition from “chief rescue officers” to “chief revenue officers” by prioritizing coaching and team development.

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Strategy is Sexy Execution Sucks

Strategy is Sexy Execution Sucks

Steven Rosen and Colleen Stanley discuss the paradox of strategy and execution in sales leadership. They explore why companies often struggle to execute their strategies effectively. Steven emphasizes the importance of building an execution plan and focusing on the most critical factors for success. Colleen highlights the need for self-awareness and reframing. Reframing the difficulty of execution as a competitive advantage can motivate us to do the hard work.

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Appeal to Your Sales Team Heads and Hearts

Appeal to Your Sales Team Heads and Hearts

In this 4:38 video, David Hennessy stresses the importance of understanding the “why” behind strategies, emphasizing a dual approach: the head for rational thinking and the heart for emotional connection. Leaders must appeal to both aspects, recognizing diverse wiring in individuals. Balancing logic and emotion, or enlisting help, is key.

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Appeal to Their Heads and Hearts

Appeal to Their Heads and Hearts

David Hennessy, VP of Sales at Kite Pharma with over 20 years of sales leadership experience, emphasizes transparent communication and a well-rounded approach to address logical and emotional requirements in successful sales leadership—including the underlying “why” behind the chosen strategy. He underscores the significance of self-awareness and adapting leadership styles to diverse individual needs.

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How Sales Managers Get Set Up To Fail

How Sales Managers Get Set Up To Fail

In this episode of the Sales Leadership Awakening podcast, Colleen Stanley and Steven Rosen discuss the challenges that sales managers face and how they can be set up for success. They highlight the importance of providing sales managers with the proper support and training and the need for coaching and development. They also emphasize the role of emotional intelligence in sales leadership and its impact on team performance.

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(5:44 Video) “The Art of Getting Buy-In: A Journey of Vision and Transformation”

(5:44 Video) “The Art of Getting Buy-In: A Journey of Vision and Transformation”

In this 5:44 video, Keith Rzucidlo emphasizes the importance of bringing data to the table and highlighting the risks of staying stagnant. He also talks about transitioning to a strategic selling approach, highlighting the importance of coaching, leadership development, reflection, and setting expectations for coaching time to optimize sales team performance and prioritize high-value activities.

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Turning Vision into Action

Turning Vision into Action

Keith Rzucidlo, Vice President of Sales at Miller Electric Manufacturing Co., discusses the challenges and strategies in turning vision into action in sales leadership. With his strong negotiation, sales, and coaching skills, Keith emphasizes the need for leaders and managers to be included in the decision-making process. This episode also highlights the importance of implementing change and effective coaching efforts. The key takeaway is that sales leaders need to be patient, reflective, and invest time in understanding the needs and goals of their team members.

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Steven Rosen - Book a Call
Steven Rosen - Book a Call