Blog
5 Critical Sales Management Processes
The State of Sales Management Processes World-class organizations focus on having the best people, processes, and technology. Each of these contributing factors helps sales organizations drive sales and achieve their goals. VPs of sales have shared that their number...
Sales Management Case Studies: Coaching the Talented-Slacker
Meet Jane. Jane is an experienced and successful district sales manager who could work in any industry and for any company. In fact, there are many Jane’s in all companies. Jane is performance-driven, a very good coach and a people person. Each month Jane is put to...
The #1 Reason Why New Sales Managers Fail
Have you just been promoted into a sales manager role? The odds of failure are high! I am going to share why new sales managers fail.
Sales Leaders Are Losing
Sales Leaders Are Losing, only 50% are Setup to Crush Their Sales Numbers! Sales leaders are responsible for delivering company revenue targets. With companies investing a significant portion of their marketing mix in their sales force, sales leaders are under...
Developing Master Sales Coaches
Do you have a team of master sales coaches? Are your sales managers ready to crush it this year, or will it be another frustrating, mediocre 12-months? Most sales managers lack the skills, tools and methodology to coach their team effectively, so the reps try to 'wing...
Sales Managers Are Struggling
SALES MANAGERS ARE STRUGGLING! Only 10-20% of Sales Managers are Crushing It! The rest are struggling to make their sales numbers. They find themselves overwhelmed, overstressed and lacking the tools and training to be the best they can be. ...
5 Ways to Win at Pharmaceutical Business Acumen
The Oxford English Dictionary defines acumen as "the ability to make good judgments and quick decisions.” Our definition of pharmaceutical business acumen is the ability to make critical business decisions (targeting and strategic resource allocation) to achieve sales...
Executive Coaching Helps New Leaders Succeed
Executive coaching helps make the difference between the success or failure of a new leader. Have you recently promoted or hire a new Director or VP? Then you are heavily vested in ensuring that the new leader is highly successful. The business impact of successfully...
5 Pitfalls to Developing Strong Business Acumen
5 Pitfalls to Developing Strong Business Acumen The head of sales of your organization has decided that business acumen is a critical skill to help the organization meet its’ objectives. So a team of top sales managers, training and sales effectiveness are...
How to How to Measure Sales Manager Coaching Effectiveness
How to Measure Sales Manager Coaching Effectiveness Do you know how effective your sales managers are? How would you evaluate their level of effectiveness? Where do you begin? What To Assess The obvious place to start assessing your sales managers’ effectiveness is to...
What is Leadership Coaching
What is Leadership Coaching? Why is it Beneficial? Leadership coaching empowers sales leaders to do exceptional work in times of struggle and change. Leadership coaches can establish a solid relationship that uncovers the strengths and weaknesses of sales executives...
Lack of Business Acumen?
Is a lack of business acumen within the ranks affecting your sales? Sales leaders can’t ignore the issues any longer. If you want to empower your sales managers and reps to make strategic decisions you need to adapt and align you training and development programs.
Focus on Success
Are you focused on success? Steven explains that the key to success is focus. Getting focused, staying focused and being focused.
Sales Strategy #2: Execute with Excellence
If you want to crush your sales numbers, Sales Strategy #2: Execute with Excellence is guaranteed to help. [embedvideo type="youtube" id="fJ15OwhJ92s"] Number one, your marketing team is ready to go; they have their strategies, plans, and budgets. As the...
Which Sales Rep do you Hire?
In Jim Collins book “Good to Great” he finds that the best companies have the right people in the right seats. Hiring is one of the most important activities that a sales manager conducts. If they make the right decision they will improve the performance of the...
Strategy Is Sexy, Execution is Boring
Business success is a function of brilliant strategies and excellent execution. How are your sales to date? Every sales leader I have spoken with could easily answer this question. I am sure you can as well.. Here is a more challenging question: How well are you doing...
STAR Sales Managers Win More Sales
All companies want to win more sales. More sales equals greater profits. So why has winning more sales become the unreachable dream? The first place to start is by looking at your sales people and discerning why they are not performing. Often, companies will invest...
The Not So Secret Way to Crush Your Numbers
The Not So Secret Way to Crush Your Numbers Earlier this year, I published an article titled 5 Ways to Create a Successful Sales Coaching Program. The Sales Mastery sales executive survey results showed that 1/3 of executives surveyed said that “sub-optimal sales...
Presidents Club Winner…NOT
Many companies run Presidents Club, STAR Club and Summit programs to reward and recognise their top sales performers. Usually, there is money or a trip plus special recognition associated with being a “top” performer. The question is: Does your program truly reward...
To Train or Not to Train ….
Why do you keep spending money on sales training? Every year you invest in programs to improve your reps’ skills but over and over again you see diminished returns. Will you be budgeting the same amount of dollars as you did last year?
Sales Eagles Soar! Turkeys Get Consumed.
Thanksgiving is the time to celebrate and be thankful for our family and friends and all the wonderful blessings we have. I would like to wish all my American friends a Happy Thanksgiving. Be careful not to overeat turkey, as it is high in L-tryptophan and can make...
Why You Need To Hire A Coach
Do you have a coach? If not, you could be limiting your career success. That’s because coaches help you identify and focus on what’s important, which accelerates your success. According to coaches.com, good coaches: Create a safe environment in which people see...
You Can’t Motivate Your Sales Team! But…
How to Motivate Your Sales Team Tap into the WHY! Sales leaders agree that a highly motivated and engaged sales force drives greater performance. So one would naturally ask the question, "how do I motivate and engage my salesforce?" As we all know, the answer is not...
Sales Management Tip of The Week Tip #27: Manage Your Own Motivation
Manage Your Own Motivation …this is an important one because sometimes we get frustrated as sales managers and tip #27 says to manage your own motivation. Welcome to management. As a rep, you lived in a highly supportive environment. In management, the...
Sales Management Tip #26 Listen, Learn, and Laugh
Listen, Learn and Laugh Hello, Steven Rosen. Here for my weekly sales management tip where each week, I share one tip from my book 52 Sales Management Tips, The Sales Managers’ Success Guide. Today’s tip #26 is listening, learning, and laughing a lot....
Using Science when Hiring Top Salespeople
Using Science when Hiring Top Salespeople 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...
Executive Coaching Gets Results!
Executive Coaching Gets Results The Harvard Business Review reported that Executive Coaching is a $1 billion industry. In certain countries, as much as 88% of companies use coaching. A few years later, it seems that it's not slowing down any time soon. So what's...
