Blog
Leadership Qualities: Walter White VP of Sales
Leadership Qualities: Walter White Vice President of Sales I going to share 5 leadership qualities of a poor leader. We can all learn from our good and bad bosses. Most leadership articles refer to the top qualities of successful leaders. Some new sales leaders start...
Hiring Top Performers Made Simple (Video)
[separator headline="h2" title=" Most sales managers would like to hire only top performers. Being Systematic is Key!"] Hi I’m Steven Rosen for Sales Management TV. Winning companies that hire top performers have adopted a consistent, multi-step hiring process. Get...
What is the Role of a Sales Manager
Role of the Sales Manager I just had a conversation with a sales executive who asked me “what is the role of the sales manager?” This executive was frustrated by poor sales and felt that the sales managers could be doing more to meet sales objectives. I agree that the...
Sales Management Training Tip 1: Just Do It!
By Steven A. Rosen 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? If...
Of Managers and Leaders (Of Mice and Men)
Of Managers and Leaders is required reading for those who use the terms ‘leaders’ and ‘managers’ synonymously. In reality, leadership and management are at different ends of the spectrum. While leadership behavior is synonymous with innovation, motivation, idea...
Sales Management Training Tip 2 – Start Asking
By Steven A. Rosen [separator headline="h2" title="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...
Coaching for Performance
[separator headline="h2" title="Coaching the Arrogant / High Performer"] Many sales managers are now in the process of doing midyear reviews with their salespeople. Whether you are doing a midyear or year-end review, it is important to provide constructive feedback to...
Sales Management Training Tip – Focus will Make you Successful
By Steven A. Rosen Do you have a secret formula for success? I wanted to talk to you about how you can be successful in any job do. I was fortunate to have been promoted into seven different roles over a five-year period, moving from a sales rep to a VP of Sales for...
Sales Management Training Tip – Coaching Style
Welcome back to another episode of Sale Management TV. Last week I had had some coaching sessions with sales managers and came across a reoccurring theme. As you know, the goal of coaching is to put a sales rep on a path to improving a behavior, skill or competency...
Sales Management Training Tip 8 – Customise your Coaching
Sales Management Training Tip #8: Customize Your Coaching By Steven A. Rosen Welcome back to Sales Management TV. Today I want to talk to you about a very important aspect of coaching. The tip of the week is “Customize Your Coaching.” Coaching is a “one to one” sport....
Don’t Hire the Plug and Play
Don’t Hire the Plug and Play. My goal is to provide you with insights and pearls that you can easily use in your day-to-day work. I am Steven Rosen author of 52 Sales Management Tips and an executive sales coach. This week’s tip is about hiring the right...
High Performance Sales Organziations
By Steven A. Rosen For most B2B companies the largest promotional investment is the sales force, yet most companies fail to utilize this resource to its full potential. As corporations continue to struggle in these challenging economic times, sales executives will...
Why Sales Managers Hate Performance Management
Performance management can be a dirty job. Many managers shy away when having to deal with performance issues. My approach says “bring it on.” I believe that non-performing players need to get their act together or there is no place for them on the team. Here are a...
Why sales forces are not performing to their potential?
Frontline sales managers drive performance! Consider the following: The #1 performance factor for sales people is the quality of their manager. The #1 manager activity associated with rep success is coaching. Highly effective sales coaches impact sales performance by...
How would you Coach the Self-Doubter?
We all know self-doubters in our personal and professional lives. Despite they’re lack of apparent confidence, many of them are highly successful. From a cognitive perspective, the self-doubter can only see what they don’t do well. They are their own worst critics....
52 Sales Management Tips
My new book helps sales managers unlock hidden sales potential! When a company hits a sales slump, most look at the sales staff -- but that’s a mistake, in my new book 52 Sales Management Tips: The Sales Manager’s Success Guide (Amazon; Kindle $8.99) I share insights...
Sales Management Tip: The Pen is Mightier than the Sword
Tip #6: The Power of the Pen Coaching is the most important skill to effectively develop top sales performers. I have found that many sales managers have never learned how to be effective coaches. There is little or no training on coaching and senior sales leaders...
New Sales. Simplified. A Must Read!
My belief is that if you do the basics well you will succeed. In sales and sales management that rule applies. Interestingly enough so Mike Weinberg shares that same belief. In his new book New Sales. Simplified. The Essential Handbook for Prospecting and Business...
Are you Systematically Hiring Sales Super Stars?
Or are you hiring on “gut” and tired of making hiring mistakes? Then Systematically Selecting Sales Super Stars is for you. You will learn how to more effectively select top-performing salespeople. Steven will teach you a three-step, systematic process to identify...
Sales Manager Coaching
Sales Manager Coaching As the head of sales, you know that the primary role of the sales manager is to coach and develop their sales team. In fact you believe that great sales manager coaching will be a key driver in helping you achieve your sales goals. Your sales...
Get Out and Coach!
Get Out and Coach! Most first line sales managers manage between 6 and 12 sales reps. They are the ones responsible for bringing in the sales numbers in their district or area. Sales managers are constantly adjusting priorities depending on their urgency and work...
Executive Coaching Pumps You Up!
Executive Coaching Can Bring You BIG Results! Sales leaders need to remember that they too, must regularly upgrade their leadership skills. There are two critical areas that will help you pump up your leadership quotient. The most effective ways are by networking...
Get On The Podium
If your goal is to be the #1 area/district then the question
is how are you going to make that happen?
Ask yourself, what do the best managers do better than the
average sales manager? What sales management activity drives sales performance?
Overcoming “Failure to Impact” Syndrome
Sales reps make their calls and sales managers do their field visits. That works as long as the business grows. Everyone gets high fives and there is no need to dig any deeper. But when sales are off, senior management starts asking questions. Sales managers struggle to come up with the answers and reps get nervous.
Business Acumen: A General Understanding of Business Principles
Business acumen doesn’t follow closing, differentiation, or prospecting, even though it is fourth on the list. Although there are salespeople who may be able to close and obtain commitments, most of the time the ability to have commitments is reinforced or enabled by...
Growing Sales in the New Pharma Era
Growing Sales in the New Pharma Era. Business Acumen is Critical Success Factor. The Pharmaceutical Industry has undergone an enormous change. The number of sales reps has declined significantly over the last four years. Declining sales have not only forced the...
5 Steps to Leading a Sales Force Restructuring
The annual planning process is the time of year when pharmaceutical sales executives are asked to justify the cost of their sales force. In light of lost revenue with products going off patent, changes in formulary coverage, and evolving decision makers, sales executives are tasked with difficult decisions.
