Blog
How Many Days Should a Sales Manager Spend in the Field Sales Coaching?
Sales managers who spend more time in the field sales coaching outperform those that don't! I was sitting in with a customer who is a sales force excellence expert and he asked me, “what do you see in the industry in terms of the number of days that sales managers are...
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[Free Webinar] Overcoming Your Biggest Sales Management Challenges
Sales Management Challenges Many sales managers are finding it increasingly more difficult to keep juggling all their priorities. With so many competing demands, with little or no training and development, the question becomes where can you turn to get honest and...
5 Steps of Coaching – Develop An Awesome Remote Coaching Program
5 Steps of Coaching (remotely) Coaching is the number one sales management activity that drives sales performance. Sales managers that grow and develop their salespeople will grow their business. Best in class sales organizations understand that effective sales...
Sales Management Training Webinars
6 FREE Sales Management Training Webinars The #1 driver of performance in sales organizations are front-line sales managers. Most CSO’s would agree with this, but they are not sure what to do about it. The STAR Sales Management Development Survey found that only 50%...
Sales EQ: The Four Levels of Sales Intelligence
Sales EQ Sales expert Jeb Blount, just launched his 8th and best sales book. If you are looking to be an ultra high performer you must adjust to the evolving demands of your customers, Sales EQ: How Ultra High Performers Leverage Sales-Specific Emotional...
Top Sales Performers Who Behave Badly
Having a team of top sales performers is great! Well maybe. Sports teams that have many great players don’t always win championships. Less talented teams who have great chemistry and are committed to doing whatever it takes to win usually come out on top. When I coach...
Coaching Difficult Salespeople
Free Sales Management Training Webinar All sales managers find coaching difficult salespeople challenging. In this webinar, there will 5 case studies of difficult salespeople. The master class will be interactive with participants’ feedback and possible coaching...
7 Obstacles to Executing with Excellence
Why Companies Fail to Execute I find it shocking that statistics show that 60%-90% of companies fail to execute their strategies. HBR quotes a survey where more than 400 global CEOs found that strategy execution was the number one challenge facing corporate leaders....
What You Can Do to Help Your Salespeople Succeed and Make You a Pile Of Money!
January is a crazy month, with national sales meetings, new comp plans, new marketing programs and the annual performance review process. The rest you had over the holidays is long forgotten. You are very busy. What if there was one thing that you could do now that...
3 Steps to Mastering the Art of Focus
Success Starts with Mastering Focus Are you determined to make 2017 the year you will have breakthrough results? In my previous video, I talked about FOCUS being the key factor for success. I don't care if you are the CEO, an executive, manager or sales rep;...
FREE Sales Management Training
Don't miss out on Free Sales Management Training Webinars. Sales managers are the key drivers of performance in sales organizations. Sales managers have a massive impact on sales rep engagement, sales rep turnover and sales performance as they form the foundation for...
A Revolutionary Approach to Creating Great Sales Coaches
TORONTO, CANADA — STAR Results announces the launch of its STAR Sales Management Development Program, designed to improve sales managers’ coaching skills and increase monthly sales performances. Sales manager coaching is the #1 sales management activity that drives...
The “SAD” State of Sales Management Development
The "SAD" State of Sales Management Development Get your copy of the STAR Sales Manager Report which captures the opinions and perceptions of sales executives and leaders around the world on key skills and development priorities for sales managers. The goal of the...
The Dance Between Strategy and Strategy Execution
Strategy and Strategy Execution Many companies are going through their annual planning process. As the business unit head, you and your team have spent hundreds of hours building your marketing plans, analyzing trends, developing key tactics and building and...
Training Sales Managers to Foster World-Class Sales Teams
If training Sales Managers is key to building a world-class sales organization, why do so few companies train Sales Managers to effectively coach winning sales teams? I recently had a meeting with a dynamic VP of Sales, Lisa, who just took on a new role with a high...
Professional Sports Putting Profits Before People
Leadership Lessons from the Elite: Profits Before People Like many of you, I follow professional sports but am in no way a sports fanatic. One of my passions is leadership and I am beginning to see a very troubling trend in professional sports where the team owners...
Survey Highlights Sales Management Skills and Development Priorities
Star Solutions That Achieve Results Inc. (STAR Results) has launched its global STAR Sales Management Skills Survey. The Sales Management Skills Survey seeks opinions and perceptions from sales executives and leaders around the world on key skills and development...
What to do With a Nice Rep Who Just Can’t Sell?
What to do With a Nice Rep Who Can't Sell? I love sales managers. They are great people who are dedicated to helping salespeople succeed and drive sales performance/sales in organizations. One thing that drives me crazy is when I work with sales managers who are...
Top 10 Reasons Why New Sales Managers Fail
Welcome to Steven's Top 10. I will be publishing a new top 10 list every week. Feel free to add additional points to the list, and if you have any lists you are interested in please let me know. My focus is on sales, sales leadership, sales executives, and business....
The Key to Developing Outstanding Sales Managers
The Key to Developing Outstanding Sales Managers By Steven A. Rosen Sales managers are the key drivers of success in sales organizations. I would rather have a great sales manager and five mediocre sales reps than an average sales manager and five-star salespeople....
New Managers Want to Succeed! Are You Helping Them?
New Managers Want to Succeed! Are You Helping Them? Congratulations you have been promoted, and you are now the sales manager! You have been a top performing rep, and you are wired to succeed. What if you are left to sink or swim because your organization is going to...
Sales Management Training Tip 27: Manage Your Own Motivation
Happy New Year. To start the year, I thought I would share one of my favorite Sales Management Tips. Whether you are a new or tenured sales managers, it is critical that you manage your own motivation. Welcome to management. As a rep, you lived in a highly supportive...
Are YOU An Effective Sales Coach?
Do you know how effective your sales managers are? Are you a highly effective sales coach? The Corporate Executive Board (CEB) Executive found: Sales manager coaching is the #1 activity that drives sales performance and develops great sales reps. Highly effective...
The Secret to Sales Rep Motivation
Last week I was speaking with a VP of Sales at 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...
Coaching the Uncoachable?
Coaching the Uncoachable Last week I had a monthly coaching session with one of the top sales managers I work with. Tony started with a new company in January and had made it a point to work in the field with each of his reps twice in the first two months. Tony’s team...
3 Sales Management Secrets for Success
You plan to have a breakthrough year. 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,...
Sales Management Training #49 – Executing with Excellence
Sales Management Training Tip #49: The Theory of 8 By. Steven A. Rosen Sales managers who execute with excellence use my simple Theory of 8. Yes, want to change behavior, get your reps focused than you need to repeat your message eight times. Hi, I’m Steven Rosen for...
