Recession Proof Your Sales Force
By Steven A. Rosen As the leader of your organization, the next 6 months will prove to be more pressure-filled then you may have experienced in years. With decreasing prospects and the cost of doing...
View ArticleWhy Not Fire Your Entire Sales Force?
Happy holidays! Are you feeling like the “Donald” again? I know that it is very difficult to downsize your sales force. How do you think your remaining sales team will perform? Can you say with good...
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STAR Sales Managers Win More Sales
All companies want to win more sales. More sales equals greater profits. So why has winning more sales become the unreachable dream? The first place to start is by looking at your sales people and...
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Sales Management Coaching Tip #2 – Start Asking
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 not. You want your boss to ask you what you...
View ArticleHow to Measure Sales Manager Coaching Effectiveness
Benchmarking Coaching Effectiveness By Steven A. Rosen Do you know how effective you sales managers are? How would you evaluate their level of effectiveness? Where do you begin? What To Assess The...
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Are You Leading Your Team to Defeat?
Sales Executives: Are You Leading Your Team to Defeat? The sales force is seen as the key driver of sales growth in organizations. The challenge is that every sales organization is dealing with...
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New Managers Want to Succeed! Are You Helping Them?
Congratulations you have been promoted and you are now the sales manager! You have been a top performing rep and you are wired to succeed. What if you are left to sink or swim because your organization...
View ArticleThe Key to Developing Outstanding Sales Managers
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....
View ArticleTop 10 Reasons Why New Sales Managers Fail
Welcome to Steven’s Top 10. I will be publishing a new top 10 list every week. Feel free to add additional points to the list and if you have any lists you are interested in please let me know. Of...
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The Key to Building a World-Class Sales Organization
Sales Manager Development The Key to Building a World-Class Sales Organization I recently had a meeting with a dynamic VP of Sales. Lisa just took on a new role with a high growth technology company....
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