Sales Leadership Awakening

💡 In this episode of the Sales Leadership Awakening podcast, Logan Eaton, Executive Vice President of Sales at National Land Realty, emphasizes the significance of focus, the power of passion and culture, and the necessity for delayed gratification in the sales process. He also shares his experiences and thoughts on bridging the knowing versus doing gap in sales, including pivotal moments and strategies that have shaped his leadership style. 💡“Loving what you do is so important. Having a passion for the land and a connection to it is key. Not only do they succeed because they know it so well, but they are also connected to that world; they work within those circles. This makes their lives a little bit easier.” - Logan EatonLogan outlines the impressive growth of National Land Realty under his leadership, with the team expanding from 30 to over 440 agents. He attributes this achievement to core strategies including data-driven decision-making, cutting-edge technology, and strategic marketing. The episode also examines how the company's faith-based culture fosters the mental well-being and personal development of the workforce.Follow Logan Eaton on LinkedInFollow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

💡 In this episode of the Sales Leadership Awakening podcast, Katrina Heim, Regional Vice President of Sales at Tableau, delves into the importance of having tough conversations with team members, the power of collaboration and culture in driving success, and leveraging AI technology to enhance sales leadership. Her focus on consistency, human connection, and data-driven decision-making encapsulates the core themes of the discussion. 💡"It really goes back to asking those tough questions and having those conversations, making sure your team is happy, making sure you’re helping them be successful and that they see a path to success. Having that consistency is the single biggest success factor in sales." - Katrina HeimKatrina’s insights delve into embracing tough conversations, prioritizing collaboration and team culture, and utilizing AI technology to improve business outcomes. She emphasizes that success in sales leadership hinges on maintaining consistency, fostering a positive work environment, and driving results through human-centered leadership practices.Follow Katrina Heim on LinkedInFollow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

💡 In this episode of the Sales Leadership Awakening podcast, Erika Glenn, Chief Growth Officer of Redox, discusses the crucial role of self-confidence in sales leadership. She shares her journey of self-discovery and how overcoming confidence issues transformed her approach to leadership. She also delves into the definition of confidence in sales, the significance of having open conversations, and the importance of authenticity in building trust with clients. 💡"Confidence is being able to articulate well what you can do, the value proposition, differentiation, and how you can serve the client to meet their needs." - Erika GlennErika Glenn’s insights emphasize recognizing and addressing underconfidence in sales professionals, highlighting differences in how it manifests between genders. She underscores the impact of body language, transparency, and practice in building confidence. She also highlights how leaders play a crucial role in modeling and coaching behaviors that foster team growth and success.Follow Erika Glenn on LinkedInFollow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

💡 In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the “accountability dilemma” faced by sales leaders. They explore common obstacles hindering leaders from holding their teams accountable, emphasizing the importance of clear expectations, open communication, and reframing accountability as a means of improvement.💡"Sales leaders' main obstacle is the fear of damaging relationships and creating tensions and resentment within the team. By framing accountability as a path to genuinely becoming better, we will embrace people who are willing to open up and get rid of that fear or worry about damaging relationships and team morale.” - Steven RosenThe discussion revolved around impeding accountability in fear of damaging relationships and the need for setting clear goals and metrics. They also highlighted the significance of fostering a culture where accountability is viewed as a pathway to growth. They shared practical strategies to maintain accountability within sales teams, focusing on hiring employees with good accountability backgrounds, telling stories to impart knowledge, and reframing accountability as a system issue rather than a personal flaw.Follow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

💡 In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley delve deep into the crucial subject of emotional intelligence (EI) for sales leaders. They emphasize the importance of honing key EI skills such as emotional regulation, self-awareness, assertiveness, empathy, and delayed gratification in sales leaders to effectively lead their teams, manage their time, and navigate challenging conversations with empathy and assertiveness.💡“If we allow emotions to start taking over our conversations, we end up in the trigger-response-regret loop and we want to avoid that. Sales leaders that have self-awareness can put a pause in their reaction or response. They have that ability to think before they speak and act.” - Colleen StanleyIncorporating themes of emotional intelligence, leadership, and personal development in sales leadership bridges the gap between the theoretical knowledge of EI and its practical application in the field of sales. The discussion fosters critical leadership characteristics, enhances team dynamics, and improves overall sales performance by focusing on skills such as emotional regulation, self-awareness, and assertiveness.Follow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

💡 In this episode of the Sales Leadership Awakening podcast, Jenn Steele, CEO and Co-Founder of SoundGTM, discusses the challenging dynamic between marketing and sales teams. She highlights the common blame game between marketing and sales and the importance of effective communication and collaboration between the two functions. The discussion emphasizes the need for mutual understanding, active listening, and a shared commitment to solving problems as a unified front. 💡"If you have a sales background, you must learn the long-term thinking of marketing. If you have a marketing background, you must learn the sales grind. Marketing and sales should be a unified problem-solving front." - Jenn SteeleJenn Steele’s insights from the episode include the significance of listening to sales calls, leveraging CRM data to enhance lead quality, and building relationships between marketing and sales teams. By encouraging open communication, aligning objectives, and fostering a customer-centric approach, organizations can bridge the gap between sales and marketing to drive success collaboratively.Follow Jenn Steele on LinkedInFollow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

💡 In this episode of the Sales Awakening Podcast, Steven Rosen and Colleen Stanley discuss sales managers' challenges in coaching. They highlight the importance of formal coaching processes in improving win rates and team success and share strategies for creating a coaching culture that fosters continuous improvement and skill mastery. They also highlight that regular coaching, focusing on skill development, and implementing a structured coaching methodology are key to creating a coaching culture and driving sales success. 💡“Coaching is a tricky skill that needs to be understood and learned over time. However, it mostly becomes another item on a company’s to-do list and usually falls to the bottom.”  - Steven RosenCoaching is often recognized as critical to driving performance in the fast-paced sales world. However, many sales leaders struggle to effectively coach their teams, leading to a significant gap between knowing the importance of coaching and implementing it. This dilemma, the coaching conundrum, can have far-reaching implications for sales teams and their overall success.Follow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

💡 In this episode of the Sales Leadership Awakening Podcast, James Muir, Senior VP of Sales at UnisLink, emphasizes the importance of effective messaging in sales. He highlights value propositions and storytelling in engaging prospects and shares insights on enhancing messaging strategies. James discusses personalized coaching and one-on-one interactions with sales teams, offering actionable advice to bridge the gap between knowledge and execution in sales leadership.💡"Emphasizing your value prop using a story would likely create the biggest return because storytelling creates thousands of mental hooks that make it memorable." - James MuirJames Muir’s insights on crafting compelling value propositions, prioritizing coaching, and leveraging storytelling in sales provide valuable guidance for sales leaders aiming to elevate team performance. By implementing these strategies and fostering continuous improvement, sales teams can enhance communication skills, engage clients more effectively, and achieve greater success in the competitive sales landscape.Follow James Muir on LinkedInFollow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

💡 In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the importance of emotional intelligence, particularly in building resilience within sales teams. They examine how resilience can be developed, focusing on emotional triggers, regulation, and the critical role of optimism in improving sales performance.💡They highlight practical strategies for enhancing emotional self-awareness and managing triggers. They also emphasize that fostering optimism and an internal locus of control reduces stress and boosts creativity and sales outcomes, making emotional intelligence a vital component for sales success.“You can have the greatest sales training program methodology out there but if you're not teaching your team what resiliency is, they will lack the confidence, energy, and ability to execute the right selling skills every day.” - Colleen StanleyIncorporating resilience training in onboarding and coaching equips sales professionals with emotional intelligence tools. Emphasizing soft skills and ownership bridges the gap between knowing and implementing strategies. This fosters self-awareness, optimism, and community support, ensuring sustainable success and peak performance.Follow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

💡 In this episode of the Sales Leadership Awakening Podcast, Dan Flanagan, Chief Sales Officer at BluSky Restoration Contractors, shares his company's remarkable growth journey from $5 million to $700 million in revenue. He underscores the importance of remaining teachable, coachable, and diligently striving for success, viewing these qualities as indispensable for personal and professional growth. He also explores the significance of building a strong team culture, encouraging ownership thinking among employees, and the role of philanthropy in enhancing company values.💡"You got to wake up every day and say, we're not on autopilot. These things are important. That’s one of the biggest things; we keep those values and missions front and center. " - Dan FlanaganIn sales leadership, success hinges on embracing a learning mindset, fostering an ownership culture, and guarding against complacency. Dan Flanagan's insights offer guidance for driving growth and innovation. Prioritizing teachability, coachability, and a hunger for knowledge fosters continuous improvement. Instilling ownership thinking and vigilance against complacency enables agile navigation of sales challenges, ensuring sustained success.Follow Dan Flanagan on LinkedInFollow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

💡 In this episode of the Sales Leadership Awakening Podcast,  Rob Ulsh, VP of Dealer and International Sales for Great Dane, discusses the use of AI in sales leadership. He shares his awakening moment as a leader during the COVID-19 pandemic and how he embraced AI to adapt to the changing landscape. He also explores the practical applications of AI in sales, including prospecting, customer retention, and pre-call planning. 💡"AI is a featured benefit that you can interact with, and it will actually help you develop and evolve." - Rob UlshAs AI evolves, its role in sales leadership grows. Rob emphasizes that AI enhances, not replaces, sales professionals. He advises sales leaders to stay updated on AI tools and to share best practices within teams. AI can revolutionize sales by boosting productivity, improving customer experience, and streamlining processes. Sales leaders should embrace AI, model desired changes, and empower teams to use AI for pre-call planning, prospecting, and customer retention, positioning them for success in the dynamic sales landscape.Rob Ulsh on LinkedInFollow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

💡 In this episode of the Sales Leadership Awakening Podcast, Margo Edris, Regional VP of Sales at Salesforce, shares insights on handling tough moments with grace, emphasizing the importance of staying calm to maintain respect and support. She also discusses the role of preparation in coaching conversations and incorporating fun into the workplace to boost morale. 💡She also shares her thoughts about women in male-dominated fields on adapting communication styles and stresses showing up as the best version of oneself to build trust and foster success. By bringing unique personality and strengths to the table, individuals can connect meaningfully with others and advance their goals effectively.“You have to just lead with your authentic self and bring the best version of yourself to every interaction in order to achieve success.” - Margo EdrisUpholding composure amidst challenges not only fosters a positive work environment but also enhances team morale. Integrating enjoyable elements into the workplace can significantly boost productivity. Moreover, adapting communication styles to suit different audiences promotes effective collaboration. Ultimately, embracing a culture of continuous learning, mentorship, and individuality stands as the cornerstone for achieving lasting success in sales leadership.Margo Edris on LinkedInFollow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

💡 In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the impact of burnout on performance and productivity and offer strategies for leaders to create an environment that decreases burnout and stress. They emphasize the importance of time management, setting clear expectations, and recognizing and celebrating achievements. 💡They highlight the role of individual salespeople in taking ownership of their well-being and self-management.  They also discuss the importance of salespeople taking ownership of their well-being and self-management, as well as the role of the community in managing stress.“When you have greater workplace social support, which comes from mentoring, somebody paying attention, making sure you're not going it alone, your resiliency goes up.” - Colleen StanleySales leaders are vital in supporting their teams, but salespeople must prioritize their well-being. Self-awareness empowers individuals to manage stress effectively while prioritizing high-value tasks and seeking mentorship, which fosters productivity and resilience. Building a supportive community within the sales team is essential for managing burnout, emphasizing the importance of face-to-face interactions and mentorship.Follow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

💡 In this episode of the Sales Leadership Awakening podcast, Brandon Nye, Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. They also explore the challenges of managing high-performing sales reps and the importance of creating a collaborative and supportive team culture. Brandon shares insights on the importance of reality testing, emotional intelligence, and the power of community in driving sales success. 💡“What you’ll find with these alpha driver, mega achievers is that you can’t treat them all the same. That they’re all individuals, so you’ve got to really assess each situation and understand what their drivers are. ” - Brandon NyeBridging the gap between knowledge and action in sales leadership involves prioritizing hiring top-performing salespeople with both hard and soft skills, adopting a growth-oriented mindset to manage high-performing reps effectively, and fostering a collaborative sales culture that encourages knowledge sharing and teamwork. Brandon's insights offer valuable guidance in these areas. By implementing these strategies, sales leaders can improve sales performance and drive organizational success.Brandon Nye on LinkedInFollow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

💡 In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley feature Gerilyn Horan, the VP of Group Sales and Strategic Accounts for Hilton, to discuss her experience in sales leadership in the hospitality industry. They delve into the importance of creating a safe and supportive environment for team members, the power of feedback and coaching, and the impact of a strong company culture on employee engagement and retention. 💡They discuss why Hilton was ranked the top great place to work globally and also share insights into its successful coaching and development programs that foster high employee retention rates and satisfaction.“I think the general piece is just to give them a place of safety to talk about whatever they want. Listen to what they have to say, be transparent in your thinking and communication with them, and hopefully provide some guidance or direction.” - Gerilyn HoranCreating a nurturing environment and holding regular one-on-one coaching sessions are crucial for team motivation and growth. Implementing strategies like scrimmage sessions instead of role-playing enhances performance and team alignment. These initiatives support a strong bench and succession plan, ensuring smooth transitions and operational continuity.Follow Gerilyn Horan on LinkedInFollow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

💡In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. They emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables. They also stress the need for a systematic hiring process, including behavioral interviews and assessments. 💡By following a rigorous and thoughtful approach to hiring, Colleen and Steven highlighted that sales leaders can avoid costly mistakes and build high-performing teams. “As you said, be ruthlessly rigorous, but also follow a defined process. For those who are not that skilled, having the questions helps. Listening helps, and making notes is integral to a good process.” - Steven RosenBad hires can cost a lot, from financial losses to missed opportunities against competitors. Applying sales principles, such as defining your ideal client, can guide your hiring strategy. Setting clear non-negotiables and evaluating emotional intelligence during interviews is crucial. Stick to a systematic hiring process with fit interviews and assessments to make better decisions, and keep recruiting ongoing to avoid desperate hires.Follow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

In this episode of the Sales Leadership Awakening Podcast, host Steven Rosen and Colleen Stanley delve into mastering difficult conversations, stressing preparation and agreement on the next steps. They highlight vital emotional intelligence skills essential for navigating these dialogues effectively. Practical strategies for delivering constructive feedback and fostering growth are shared, emphasizing the importance of stating intentions and fostering psychological safety.“If this is an important discussion that we want to help someone get better on our team, taking the time to think it through, to prepare what you want to say, how you want to say it, if you have a coach or if you have a colleague that you can role play it through and see how it sounds, you’re going to get much better results.” - Steven RosenKey Takeaways:Preparation is vital to having successful, difficult conversations. Thinking through what you want to say and how you want to say it can lead to better outcomes.Emotional regulation is an essential skill for sales managers to develop. Managing your emotions during difficult conversations can help prevent them from escalating into arguments.Empathy is crucial in difficult conversations. Understanding and acknowledging the other person’s thoughts and feelings can help create a more productive and respectful dialogue.Stating intentions before giving feedback can help create psychological safety and ensure the feedback is received constructively.Focusing on feedback and coaching when onboarding new employees can set the expectation that difficult conversations are a normal part of the company culture.Follow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

In this episode of the Sales Leadership Awakening podcast, hosts Colleen Stanley and Steven Rosen discuss the significant changes in sales post-COVID-19. They address the reluctance of sales reps to return to face-to-face selling and the importance of embracing in-person meetings. Colleen and Steven emphasize the benefits of building trust, rapport, and collaboration through face-to-face interactions. “If your competitors are starting to visit your clients or are already visiting your clients, and you're not, you have a problem. You're at a competitive disadvantage.” - Steven RosenKey Takeaways:In-person interactions allow for better reading nonverbal cues, building trust, and practicing empathic listening.Face-to-face meetings foster collaboration, creativity, and solutions co-creating with clients.Sales leaders should model the behavior they expect from their sales teams and prioritize in-person meetings to build relationships and retain top talent.Encouraging sales reps to get off their butts and visit clients can provide a competitive advantage and lead to increased sales success.Follow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

Ryan Thomas, the sales VP of Elastic, Americas, shares his insights on effective leadership, team motivation, and driving business growth. He emphasizes the importance of inspiring and motivating teams, aligning individual success with the company’s vision, and making data-driven decisions. Ryan also discusses the challenges of leading sales teams in a complex and fast-paced industry and provides valuable advice for sales leaders.“It's not about just selling them technology. It's about selling them a solution that they know they're going to be able to acquire tech, get it implemented, and drive change in their business quickly.” - Ryan ThomasKey Takeaways:More than just focusing on strategy alone is needed; leaders must prioritize team motivation and clarity around individual success.Understanding the “why” behind each employee’s role and connecting it to the company’s vision is crucial for team engagement.Soft skills like empathy and knowing when to let go of underperforming employees are essential for first-line leaders.Second-line leaders must develop business acumen and make strategic decisions to optimize resources and drive desired outcomes.Failing fast and learning from mistakes shows leadership maturity and fosters a culture of growth and innovation.Follow Ryan Thomas on LinkedInFollow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

Rika Cuff, Senior Vice President of Scholastic and Champ Sales at Herff Jones, discusses the importance of sales leadership in sales culture development. She emphasizes the power of recognition and fostering a culture of trust and consistency. She highlights the impact of handwritten notes and personalized recognition on individuals and the overall company culture. Rika’s insights provide valuable lessons for sales leaders looking to create a positive and motivating team environment.“Recognition goes a long way. What I have found is we’re just grown-up kids. People like to feel recognized, and it doesn’t matter what your title is.” - Rika CuffKey Takeaways:Consistency, accountability, and a commitment to recognizing people are key components of Sales Leadership that develop a strong sales culture.Recognizing and celebrating achievements are vital in fostering value and appreciation for the team. Acknowledging team members' efforts also significantly impacts morale and performance.Building a culture of recognition requires discipline and commitment. Implementing regular recognition practices, such as starting meetings with recognition or sending handwritten notes, can help create a culture where recognition becomes a habit.Trust is essential when managing independent sales partners (ISPs) or contractors. Sales leaders must build trust by consistently supporting and advocating for their team while understanding and meeting the customer’s needs. Social media can be valuable for gaining insights into individuals’ interests and values. This information can help sales leaders personalize recognition efforts and strengthen relationships with team members.Follow Rika Cuff on LinkedInFollow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

Steven Rosen and Colleen Stanley discuss the strategy of simultaneously setting learning and sales goals. They explore the intricate relationship between continuous learning and improving skills for sales leaders, stressing the need for a balance. They share insights on how sales leaders can manage both effectively, creating a culture of ongoing learning. The episode highlights the importance of regular coaching, the role of belief systems in prioritizing learning, and the significance of skill mastery. “If we keep learning goals as relevant as we keep sales targets, we’ll get reps who can say that their managers helped them get better in at least one or two areas at the end of the year. Sometimes that's all it takes to have a major impact on your performance.” - Steven RosenKey Takeaways:Setting learning goals alongside sales goals is crucial for creating a learning organization and driving effective execution.Sales leaders should identify the skills needed to achieve sales goals and provide training and resources to develop those skills.Coaching plays a vital role in bridging the gap between knowledge and action, and managers should actively observe and guide sales reps’ behaviors and actions.Balancing sales goals and learning goals requires a focus on skill mastery and progression, ensuring that reps have the necessary skills before moving on to the next objective.Eliminating time-sucking activities and prioritizing training and coaching are essential for creating a continuous learning and development culture. Follow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

Helen Fanucci, a sales leader with 25+ years in the high-tech industry and author of “Love Your Team: A Survival Guide for Sales Managers in a Hybrid World.” discusses the importance of trust in sales, effective targeting strategies, and the role of collaboration in team selling. Helen emphasizes the need for accountability, tough love in leadership, and the value of introducing oneself to the team. “Trust is the currency of business, and in business-to-business sales, you really can’t be effective unless you can build trust with your customers.” - Helen FanucciKey Takeaways:Focus matters in sales. Sales leaders must clearly define their objectives and outcomes and have an intentional strategy for achieving them.Targeting the right customers is crucial. Instead of relying solely on job titles, sales teams should identify individuals accountable for solving the problems their product or service addresses.Building trust is essential in business-to-business sales. To establish client trust, sales leaders should leverage all available resources, including senior leadership.Collaboration is key to success in sales. Sales teams should work with other departments within the company to ensure a seamless customer experience and achieve better results.Holding people accountable is an act of love. Sales leaders must set clear expectations, provide support, and promptly address performance issues to help their team members succeed.Follow Helen Fanucci on LinkedInFollow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

David Hennessy, the VP of Sales at Kite Pharma, delves into his transformative moment as a sales leader, stressing the significance of active listening and strategic questioning. He underscores the necessity for a well-defined and compelling strategy that is effectively communicated to the sales team. David also highlights the crucial balance between the strategy's rational and emotional facets, resonating with intellect and emotion. Offering insights into execution and key success indicators, he emphasizes understanding the underlying purpose of the strategy. Throughout the conversation, David underscores the need for self-awareness and the flexibility to adapt leadership styles for diverse individuals."I don’t care what you’re selling. There is an emotional argument to be made for every single product sold.” - David HennessyThe insights shared by David Hennessy have significant implications for sales leadership. Leaders can foster alignment, engagement, and motivation by understanding the "why" behind a strategy and effectively communicating it to the sales team. The role of self-awareness in leadership allows leaders to leverage their strengths and seek support in areas where they may be less inclined. A balanced approach that appeals to both the head and the heart ensures that strategies are executed effectively and resonate with a broader audience.Follow David Hennessy on LinkedInFollow host Steven Rosen on LinkedInFollow host Colleen Stanley on LinkedIn

Colleen Stanley and Steven Rosen discuss the role of a sales leader as not just bringing in the numbers but developing their salespeople into self-managing individuals. Sales leaders can drive revenue and achieve long-term success by avoiding the trap of rescuing and focusing on coaching and accountability. "The goal of the sales leader is to create self-managing people." - Steven Rosen"Unbelievably talented sales leaders still fall into that trap of rescuing their salespeople versus developing their salespeople." - Colleen StanleyKey Takeaways:Sales leaders often fall into the trap of rescuing their salespeople instead of developing them.The desire to be problem solvers and the lack of coaching skills contribute to this behavior.Self-awareness and assertiveness are key skills for holding salespeople accountable.Pre-call planning and post-call debriefing are essential for coaching and development.Journaling and self-reflection can help salespeople improve their own selling skills.Follow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

In this episode of the Sales Awakening podcast, Steven Rosen and Colleen Stanley dive right into the execution challenges. While strategy formulation is fun and creative, execution requires discipline and focus. It's the discipline of doing the most important things really well."Execution can become very ad hoc rather than proactive and disciplined." - Steven RosenOne common reason for lack of execution is the lack of clarity on what's most important. We need to identify the critical success factors and narrow them down to three manageable items. "Change management is sales management, and that's going to make the difference." - Colleen StanleyChange management also plays a significant role in execution. The goal is to normalize uncertainty and embrace the difficulty of change. Leading change requires emotional intelligence and self-awareness.Follow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Key skills for sales managers include coaching, executing sales plans, and prioritizing a coaching methodology. "Most people don't leave for money. They leave because of their manager." - Steve Rosen"If you don't have a sales playbook, some type of methodology, I don't even care how simple it is. Because simple often wins, you can't coach without a playbook." - Colleen StanleySoft skills like emotional intelligence are crucial for building team trust. Evaluating sales managers' success should exceed sales quotas and include turnover and team development metrics. Ultimately, investing in sales manager development and support is crucial for organizations to achieve a successful year.Follow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

Keith Rzucidlo, Vice President of Sales at Miller Electric, joins the Sales Leadership Awakening podcast to discuss how to turn visions into actions in sales leadership. Keith shares the importance of patience and reflection in driving behavior change and advises sales leaders on coaching and change management.“I think framing it up in a manner that would resonate with them was the critical piece.” - Keith Rzucidlo on implementing change and effective coaching across existing sales leaders. Key Takeaways:Testing the execution of a vision is crucial to understand what is working and what needs to be adjusted.Involving frontline managers in the decision-making process increases buy-in and accountability.Patience is essential for sales leaders, as behavior changes and shifts in an organization take time.Providing tools and resources for coaching and investing in sales leaders’ development is crucial to success.Follow Keith Rzucidlo on LinkedInFollow Colleen Stanley on LinkedInFollow Steven Rosen on LinkedIn

Colleen Stanley and Steven Rosen from the Sales Leadership Awakening podcast emphasize the importance of building the right team for sales success. They explore why leaders hesitate to address underperformers and highlight key skills for sales teams to cultivate. The discussion also covers tough decisions about managing non-performers, stressing the need for proactive recruiting and continuous learning in sales organizations.