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
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
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.
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
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
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
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?
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
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
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
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
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”.
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
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
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
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.
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.
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
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
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.
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.
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
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