Posts Tagged 'Sales Management'

Your salespeople may have their goals for the year, but are they open to having you coach them to success and being fully accountable for their results? This article isn’t about setting goals. It’s about the conversation that often goes overlooked which will determine whether or not that salesperson is truly positioned for success. It’s …

In the time it takes you to read this article, your sales manager may have caused the death of a sale. Here’s how to avoid it. When your direct reports approach you with a question or problem, the easiest, most visceral reaction and path of least resistance is to leverage your experience and provide what …

Costly hiring decisions that are doomed from the start can easily be avoided if you simply make the choice to do so. Firing someone is never easy. Even when it’s glaringly apparent that it’s the right choice, I’ve never met a manager who likes letting someone go. Sales managers often wait until the very last …

Stressing over results is ruining your life. Do this instead. A Flawed Model for Success and Happiness “Once I make my quota, hit my number, close that sale, get that promotion, help that customer, have more money, solve that problem, THEN I’ll be really happy, satisfied and will finally feel successful!” Here’s a teaspoon of …

If most managers have the best of intentions when supporting their salespeople, then why do they keep asking them questions that result in lost sales? Do You Emphasize Results Over People? It’s not uncommon to hear that companies are developing KPI’s and measurable objectives around coaching. While encouraging, sadly, it is doomed from the start …

What are the best-in-class sales leaders doing to better engage their team and win more sales? Watch this webcast with Keith Rosen and Jason Jordan as they discuss leadership best practices, the language of leadership and the role technology plays in building a bench of champions. Plus, a special announcement that every manager needs to …

We’re always being encouraged not to quit. But not today. There’s one role I’d encourage you to walk away from right now. Your role as Chief Problem Solver and Decision Maker. Enhanced Video Transcript: This is a video clip from a keynote Keith Rosen delivered in March of 2014 to an audience of approximately 700 …

Do you really know the difference between your superstars and your underperformers? They received the same training and support. When you look at the reports, CRM and activity, it appears they’re all doing the same thing; so where’s the disconnect? Identifying the unique, developmental opportunities for each of your directs requires a human touch and …