Summary: Executive sales coach, author, speaker, and CEO of Star Results Steven Rosen joins us on today's show! Steven joins us to discuss his new book, 52 Sales Management Tips: The Sales Manager's Success Guide. SHOW NOTES AND HIGHLIGHTS: 1. Lot of books about sales, but not many focused on the sales manager. 2. "Sales managers are the foundation of your sales force, and they are the drivers of performance." 3. We discuss the all-too-common phenomenon of the successful sales rep promoted to sales manager, and failing. 4. "Don't pursue sales results." 5. It is about hiring the right people, developing them, and then retaining the good ones... 6. Too many sales managers fall into the trap of managing numbers, instead of developing people. 7. The importance of coaching! 8. Training vs. consulting vs. coaching. 9. Steven outlines some of the unprecedented changes people in the sales industry are facing. 10. How does a sales manager develop coaching skills? 11. Steven shares some tips on how to do more with less, which a lot of us are being asked to do these days...the importance of FOCUS. 12. Tips in hiring some good sales professionals, including what to look for in hiring sales managers, and whether you should promote from within? Or bring someone in from the outside... 13. "Hire an attitude..." 14. We discuss some compensation plan design... 15. You can learn more about Steven here! You can purchase the book here (affiliate link): ### If you enjoyed this show, and want to learn from more sales leaders like Steven Rosen, subscribe to our podcast on iTunes here. It would be greatly appreciated if you would leave a customer review - and a positive rating - too! And get Sales Thinker Radio sent direct to your INBOX by clicking here!
