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… read more →
By Steven A. Rosen 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… read more →
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,… read more →
By Steven A.Rosen 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… read more →
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… read more →
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… read more →
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… read more →
The Good News: Highly Effective Coaching drives 19% more sales! The Bad News: Most sales managers are not effective coaches. The Ugly: How do you know if your sales managers highly effective… read more →
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… read more →
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… read more →
