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#114: Steven Rosen: Why Most Sales Managers Aren't Actually Coaching (And What They're Doing Instead)
Most sales managers think they don't have time to coach. Steven Rosen says that's not a time problem - it's a priority problem.
Steven spent 25 years in pharmaceutical sales leadership before becoming one of North America's most-referenced sales management consultants. His book Focused makes a simple argument: the number one activity that drives sales performance is also the first thing that disappears when pressure hits.
In this conversation with St John Craner, Steven breaks down why coaching keeps getting cancelled, why deal inspection and coaching are not the same thing, and what enforcement actually means for a sales leader who wants standards that hold.
You'll learn:
Why coaching is always the first thing to drop under pressure - and why that's a priority problem, not a time problem
The difference between coaching the deal and coaching the person
The three things that drive performance and don't break when the quarter gets tight
The ask-vs-tell ratio and how to build self-coaching habits across your team
What enforcement actually means - and why it's not micromanagement
How to coach experienced reps who've outlasted six managers before you
Connect with Steven on LinkedIn.
Know more about what he does here.
Check out his wonderful book "Focused" on Amazon.
+++
Take my new AI rural sales training tool FieldCoach for a 15 day test drive for $1 here. No subscriptions or contract. Cancel anytime.
Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon here.
Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here.
Connect with or Follow me on LinkedIn.
Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here.
To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here.
For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here.
For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz
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By St John CranerMost sales managers think they don't have time to coach. Steven Rosen says that's not a time problem - it's a priority problem.
Steven spent 25 years in pharmaceutical sales leadership before becoming one of North America's most-referenced sales management consultants. His book Focused makes a simple argument: the number one activity that drives sales performance is also the first thing that disappears when pressure hits.
In this conversation with St John Craner, Steven breaks down why coaching keeps getting cancelled, why deal inspection and coaching are not the same thing, and what enforcement actually means for a sales leader who wants standards that hold.
You'll learn:
Why coaching is always the first thing to drop under pressure - and why that's a priority problem, not a time problem
The difference between coaching the deal and coaching the person
The three things that drive performance and don't break when the quarter gets tight
The ask-vs-tell ratio and how to build self-coaching habits across your team
What enforcement actually means - and why it's not micromanagement
How to coach experienced reps who've outlasted six managers before you
Connect with Steven on LinkedIn.
Know more about what he does here.
Check out his wonderful book "Focused" on Amazon.
+++
Take my new AI rural sales training tool FieldCoach for a 15 day test drive for $1 here. No subscriptions or contract. Cancel anytime.
Grab your copy of my new book "365 Rules to Master Rural Sales" from Amazon here.
Want to make more rural sales? Get your FREE copy of “How To Succeed In Rural Sales” Ebook here.
Connect with or Follow me on LinkedIn.
Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here.
To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here.
For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here or for managers with our Rural Sales Manager Mastery™ programme here.
For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz