Blog
Focus on Success
Are you focused on success? Steven explains that the key to success is focus. Getting focused, staying focused and being focused.
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?
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...
The Power of Handwritten Recognition
The Power of Handwritten Recognition The best way to recognize great performance is by sending a handwritten motivational card. I believe there are two things that motivate most sales reps. 1. Is the ability to do the job they paid to and2. Being recognized for...
STARS Shine While The Rest of Us Sleep
5 Action Steps for Mid-Year Success You are halfway through the year, and you have two choices: You can either have your team go on VACATION or have them spring into ACTION. It is a choice. Repercussions are only felt at year-end. If you want your salespeople to...
Sales Leadership on Steroids
Sales Leadership Development on Steroids Sales leaders need to remember that they must regularly upgrade their leadership skills. Two critical areas will help you pump up your leadership quotient. The most effective ways are networking with a peer group of like-minded...
Four Principles for Hiring Sales STARS!
Hiring Sales Stars Whether you are starting a new sales force or hiring a new rep to fill a vacancy, the four principles of the STAR Process will help you select top sales performers. As the head of sales it doesn’t matter if you are involved directly in the process,...
Leadership Development in the New Millennium
Sales Leadership Development Leading-edge sales organizations understand the value of investing in leadership development. They believe that strong sales managers are the key to driving sales rep performance. The STAR Sales Manager Survey set out to gauge the...
5 Ways You Can Leverage Sales Leadership to Close the Sales Gap
Unleash the 10X Factor to Close the Sales Gap Do you want to close the sales gap? Doing nothing is not an option! Businesses are starting to open, which hopefully is a good thing. You are still responsible for generating your company's revenue, and your colleagues are...
Are You Leading Your Team to Defeat?
Sales Executives: Are You Leading Your Team to Defeat? The sales force is the key driver of sales growth in organizations. The challenge is that every sales organization is dealing with unprecedented change, fiercely competitive environments, and declining sales and...
Setting Your Goals on Success
Setting Your Goals on Success. Work hard and stay focused on these goals and you are on your way to becoming more successful.
Make your SELF Indispensable!
Make YOURSELF Indispensable! Build a Bigger Network to Increase Your Market Value Every sales leader needs to consider their market value. Sales leaders should regularly evaluate and determine areas for growth for their staff and themselves. When I talk about market...
What is Executive Coaching?
What is Executive Coaching? The New Trend in Executive Development is Coaching. Why? "Executive Coaching is the fastest-growing phenomenon today" Executive coaching is a detailed process designed to help facilitate leadership development and personal growth resulting...
Is Your Pharmaceutical Sales Team Ready to Execute?
3 Steps to Flawless Sales Execution The pharmaceutical industry has been far less impacted by the pandemic than most other industries. With modest single-digit declines in sales, the sector has fared relatively well. The most significant factor in the growth slowing...
Sales Manager Rule #1: Coaching to Improve Skills
Chris committed to coaching to improve the skills of his sales team. He is a district sales manager who just took my Focused Sales Coaching online program. He has done well implementing the program and is so close to being a great sales manager. But until he truly...
Are You Focused on Results Generating Activities?
Are You Focused on Results Generating Activities? Not another virtual meeting! How many times a day do you think that? How can you get any significant work done if all you are doing is attending virtual meetings and managing endless emails? As a sales leader, you are...
COVID Proof Your Sales Force – Invest in You Sales Managers
Invest in your sales managers to unlock the potential in your sales organization and turn that performance into sustainable performance As the leader of your organization, the next 6 months will prove to be more pressure-filled than you may have experienced in years....
