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Steven Rosen

About Steven Rosen

Steven brings over 25 years of Executive Leadership and Coaching experience in the Pharmaceutical, Biotech, OTC and Medical Device sectors. He has a proven track record of delivering stellar sales results.

He is recognized as a thought leader in the area of Sales Leadership and is considered one of the Top 50 Sales Influencers 2015. His Blog – The Sales Management Blog and his book 52 Sales Management Tips – The Sales Managers Success Guide have respectively been recognized in the Top 50 Sales Blogs 2016 and Top 50 Sales Books 2016.

3 Sales Management Secrets for Success by Steven Rosen

23 June 2014 by Steven Rosen

You plan to have a breakthrough year in 2014. 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, but some fail… Read More

Filed Under: Article, Sales Coaching, Sales Leadership, Sales Training

5 Steps to Achieving Success (Goal Planning Guide)

5 June 2014 by Steven Rosen

Have you built your own personal and professional success plan? Have you set your goals? Have you defined the what, why, how and when for your success in 2014? Are you interested in becoming more successful? Do you want to make 2014 your breakthrough year? The STAR – Focused Goal Planner is your tool to… Read More

Filed Under: Sales Strategy, White Paper

5 Steps to Creating a Coaching Culture

21 August 2014 by Steven Rosen

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Filed Under: Article, Sales Coaching

Hiring Top Performers Made Simple

25 July 2014 by Steven Rosen

Winning companies that hire top performers have adopted a consistent, multi-step hiring process. By running each candidate through the process the can better predict who the top performers are from the middle performers.

Filed Under: Recruitment & Retention, Video

How to Conduct an Impactful Quarterly Business Review

5 April 2013 by Steven Rosen

Both business acumen and business planning are becoming a much more integral skill for sales reps and sales managers. Company’s business planning processes require sales reps to build annual business plans. Quarterly business reviews consists of a formal review meeting between a front line sales manager and one of his/her sales representatives. It can also… Read More

Filed Under: Article, Sales Leadership

How to Win the Sales Battle Overcoming “Failure to Impact” Syndrome

8 September 2011 by Steven Rosen

This year was tough; next year’s sales prospects look even tougher. Your boss comes to you and says how can you sustain the sales force? What can you do? The typical response goes like this: You devise several homemade remedies to ensure you do better next year. You develop a plan to do one or… Read More

Filed Under: Article, Sales Leadership

Is Your Team Tired of Being in The Danger Zone?

24 February 2019 by Steven Rosen

Your success as a sales leader comes down to 3 things – Results, Results and Results.  You get it and I know you live it. I have broken results into 3 zones. Depending on which zone you are in, it will have a dramatic impact on you and your team in terms of demeaner, stress… Read More

Filed Under: Article, Sales Coaching, Sales Leadership, Sales Training

Just Do It!

17 July 2014 by Steven 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?

Filed Under: Sales Coaching, Sales Leadership, Video

Leadership Development in the New Millennium

26 June 2015 by Steven Rosen

Leading edge sales organizations understand the value of investing and developing their front line sales managers. They believe that strong sales managers are the key to driving sales rep performance. The 2015 STAR Sales Manager Survey set out to gauge the development priorities of sales organizations. We wanted to better understand what skills were important and the level of support companies… Read More

Filed Under: Article, Sales Leadership

Managing Performance for Results

19 May 2013 by Steven Rosen

In Managing Performance for Results, Steven teaches sales managers simple approaches to conducting quarterly business reviews, managing non-performing sales reps and managing your boss. Managing Performance will help you improve sales rep accountability in executing their business plans and rapidly as well as effectively address performance issues. You’ll learn how to: Implement a simple performance… Read More

Filed Under: Sales Leadership, Webinar

Sales Management Tip #49: The Theory of 8

3 July 2014 by Steven Rosen

Sales managers who execute with excellence use my simple Theory of 8. Yes want to change a behavior, get your reps focused than you need to repeat your message 8 times. Applying the Theory of 8 to sales management means repeating the goal or plan of action 8 times until everyone on the team understands… Read More

Filed Under: Sales Coaching, Sales Leadership, Video

Sales Management Tip of the Week: Tip #3: Coach One Step at a Time

18 May 2021 by Steven Rosen

The key to developing a stronger team is to FOCUS on improving one competency at a time. This may seem like baby steps and may take several months to a year to accomplish, but you will end up with marked improvements in those competencies overall. Be careful not to try to improve too many competencies… Read More

Filed Under: Sales Coaching, Video

Sales Management Training Tip – #1 Just do It!

27 December 2013 by Steven Rosen

Sales management training. Sales managers need to get out in the field and coach their salespeople. Coaching is the number one sales management activity that drives sales performance. In this video sales manager tip, Steven takes the Nike approach of “Just do it”.

Filed Under: Motivational Management, Sales Coaching, Sales Leadership, Sales Team Development, Video

Sales Management Training Tip #10: Owning it!

1 June 2019 by Steven Rosen

Buy-in is key for change/growth. If your sales reps want to improve a specific competency it is critical that they develop their own plan on how to do so. Managers who tell their reps what to do will have limited impact. Have your sales rep develop a 3-point development plan of action. When it’s their… Read More

Filed Under: Sales Leadership, Video

Sales Management Training Tip #14: In Times of Adversity: You Need to Win Their Hearts!

15 June 2019 by Steven Rosen

In times of adversity, you need to win the hearts of your salespeople before you win their minds. The rapid pace of change in organizations today results in salespeople needing to believe in the changes and their future within the organization. You need to re-recruit your good people and make them feel that they are… Read More

Filed Under: Motivational Management, Recruitment & Retention, Sales Coaching, Sales Leadership, Video

Sales Management Training Tip #19: Success is Achieving the Goals You Set for Yourself

8 August 2013 by Steven Rosen

We all strive for success. Yet many people feel that they are not successful because someone has a bigger house, fancier car or more money. I believe success is measured in setting and achieving the goals you set for yourself. It is internally motivated. To achieve the success you desire, you need to set goals,… Read More

Filed Under: Sales Leadership, Video

Sales Management Training Tip #20 – Focus on What’s Going to Make You Successful!

27 November 2013 by Steven Rosen

Focus on What’s Going to Make You Successful! Instead of focusing on a few things that they can do well, most companies focus on too many things. Focus is the key to success. Steven shares this with sales managers the power of focus in his training and coaching sessions.

Filed Under: Sales Coaching, Sales Leadership, Sales Team Development, Sales Training, Video

Sales Management Training Tip #28: Being Systematic is Key

26 November 2013 by Steven Rosen

Sales managers are struggling to hire top performers. This video provides sales manager training on how to be systematic in the hiring process to improve outcomes.  

Filed Under: Recruitment & Retention, Video

Sales Management Training Tip #30: Avoid the Plug and Play

15 April 2013 by Steven Rosen

OK, you have two candidates that you really like. One knows the products, customers and the industry. The other candidate is passionate, driven and eager to prove themselves. The easy answer for a busy manager is to hire the sales rep that comes with all the experience. But have you thought about what else they… Read More

Filed Under: Recruitment & Retention, Sales Coaching, Sales Leadership, Sales Team Development, Video

Sales Management Training Tip #8: Customize Your Coaching

15 May 2013 by Steven Rosen

Coaching is a “one to one” sport. It has to be specific and delivered in a way that best speaks to the individual. Coaching is not training. Coaching is about diagnosing each sales rep’s particular area for improvement. It is about adapting your coaching style to the person and about developing individualized development plans. It… Read More

Filed Under: Sales Coaching, Sales Leadership, Sales Team Development, Sales Training, Video

Sales Management Training Tip- #2 Start Asking

27 December 2013 by Steven Rosen

Sales management training. Sales managers need to shift from telling their salespeople to asking. Great sales management coaching involves a different mindset. In this video sales manager training tip Steven talks about the power of asking good questions.

Filed Under: Sales Coaching, Sales Team Development, Sales Training, Starting in Sales Management, Video

Sales Management Training Tip#6: The Power of Handwritten Recognition

27 November 2013 by Steven Rosen

The Power of Handwritten Recognition. Taking a couple minutes to write your rep a note or card is one of the most powerful forms of recognition. Steven shares this with sales managers across the globe in his training and coaching sessions.

Filed Under: Motivational Management, Sales Coaching, Video

Sales Management Video – Executing with Excellence

28 May 2014 by Steven Rosen

Sales managers who execute with excellence use my simple Theory of 8. Yes want to change a behavior, get your reps focused than you need to repeat your message 8 times. Hi I’m Steven Rosen for Sales Management TV. Winning sales managers that execute with excellence may seem like they are senile. Applying the Theory… Read More

Filed Under: Sales Leadership, Video

STARS Shine While The Rest of Us Sleep

15 July 2014 by Steven Rosen

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 you can have them spring into ACTION. It is a choice. Repercussions are only felt at year-end. If you want your salespeople to shine, then you need to… Read More

Filed Under: Article, Sales Leadership

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