The Sales Excellence Conference, May 24-25 in Toronto.
These are truly challenging times in the pharmaceutical industry. With products going off patent, increased competitive pressures and a do more with less mentality, how are you going to exceed your sales objectives? On Friday May 25th at 10:10 AM, Steven Rosen will be presenting “Consistently Exceeding Sales Objectives” a sure way to maximize sales, exclusively at Sales Excellence Canada Conference. Don’t miss out on learning how to: Grow your people, sales and profits...
Read MoreAre Your Sales Managers out Coaching?
As the head of sales you know that the primary role of the sales managers is to coach and develop their sales team. In fact you believe that great coaching will be a key driver in helping you achieve your sales goals. Your sales managers all think that they are doing a great job coaching. How do you know for sure? Here are five ways of Determining if you have Great Sales Coaches: 1. Asking vs. Telling You can tell much about a manager’s coaching ability by observing the...
Read MoreSales Executives Need to be Coaching their Sales Managers
The further you move in the sales organization you begin to realise that you have less impact on driving sales. Sales executives become further removed from the customer and the day to day management of the business. Sales execution and sales performance are the result of your sales reps and marketing efforts more so than your own. The higher up you go the fewer levers you have at your disposal to impact sales. Your role becomes one of setting the direction and focus for the sales...
Read MoreGet out and Coach!
Most first line sales managers manage between 6 and 12 sales reps. They are the ones responsible for bringing in the sales numbers in their district or area. Sales managers are constantly adjusting priorities depending on their urgency and work extremely hard in this new economy. With so many competing demands on their time the tendency is to focus on the activities that are the easiest and the most time sensitive. Who can blame them! The problem is that many of the day to day activities sales...
Read MoreExecutive Coaching Pumps you Up!
Sales leaders need to remember that they too, must regularly upgrade their leadership skills. There are two critical areas that will help you pump up your leadership quotient. The most effective ways are by networking with a peer who faces similar challenges and by taking an executive coaching program. As a former sales executive I always understood the importance of investing in my own development and the advantages of networking, and yet I always found myself too busy to do either....
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