Steven A. Rosen, MBA is the founder of STAR Results, a leading sales management training and leadership coaching Company. He is the author of 52 Sales Management Tips – The Sales Manager’s Success Guide. Steven has been recognized as one of the Top 50 Sales Influencers.
Successful sales managers understand that they can positively impact their sales team by effectively coaching and developing them.
The bad news is that many sales managers find coaching a difficult skill to master. The problem is two fold:
1. The next level of sales management does not do an...
Many sales managers will be sitting down with their sales people over the next month or so to review progress on objectives, business plans, and development plans.
Sales managers spend a considerable amount of time preparing for a mid-year performance review. Sales managers may spend a day per...
‘Tis the season of celebration and giving thanks. A season built around family, friends, traditions and blessings. It’s also a season, known in sales circles, as the “mad dash;” crunch time to nail year-end sales numbers and focus ahead to the new first quarter.
2017 is Only 45 Days Away
As the head of sales, you are responsible for bringing in revenue.
To do so you need to build a strong sales organization.
As you look at how you are going to achieve your quota this year, you need to figure out what tweaks you need to make.
I have been there. As a former VP of sales I looked at...
I wanted to wait until the second week of the year before publishing this article. Like me, you have had some time off to reflect and make resolutions for the future. The only problem is that you probably have forgotten all your New Year’s resolutions. Well, you are not alone. Like most busy...
Sales managers are the key drivers of success in sales organizations. I would rather have a great sales manger and five mediocre sales reps than a mediocre sales manager and five star sales people.
There have been major strides in helping sales people become stronger with sales enablement...
The reason why sales organizations fail to
achieve budget is that they lack the resolve to direct their salespeople to
focus on only a few important things. Most sales organizations try to do too
much and many end up with overwhelmed sales people who underperform.
It’s the last quarter of the...