#114: Steven Rosen: Why Most Sales Managers Aren’t Actually Coaching

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: https://www.linkedin.com/in/stevenrosen/ Know more about what he does ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠: https://starresults.com/focused-sales-leadership/ Check out his wonderful book "Focused" on ⁠⁠Amazon⁠⁠: https://www.amazon.com/Focused-Steven-Rosen/dp/0991754638 +++ Take my new AI rural sales training tool FieldCoach for a 15 day test drive for $1. No subscriptions or contract. Cancel anytime: ⁠https://www.ruralsalessuccess.com/fieldcoachio-welcome⁠ Grab your copy from Amazon⁠ here: https://www.amazon.com.au/365-Days-Rural-Sales-Mastery/dp/B0F1489HH4/ (or join our Facebook Group below to get a free online copy). Want to make more rural sales? Get your FREE copy of my first book “How To Succeed In Rural Sales” ⁠Ebook: www.ruralsalessuccess1.com/ebook Connect with or Follow me on LinkedIn: nz.linkedin.com/in/stjohncraner Subscribe to my weekly rural sales email (which goes out to 3500+ rural sales professionals worldwide) here: bit.ly/3voaPS7 To join our private Facebook Group where we share a ton of free rural sales and lead generation tools almost daily join here: www.facebook.com/groups/285326399207141/ For details on our training programmes you can check out what we do for sales teams with our Rural Sales Success™ programme here (www.ruralsalessuccess1.com/programme-invitation) or for managers with our Rural Sales Manager Mastery™ programme here (www.ruralsalessuccess1.com/programme-invitation) For more on us, what we do and who we work with: www.ruralsalessuccess.com / www.agrarian.co.nz