Why SaaS Leaders Need to Start Coaching Selling Skills SaaS sales leaders struggle to balance deal-focused coaching and skill development among sales teams. I want to explore why SaaS sales leaders prioritize deal coaching over skill coaching and provide insights on how they can more effectively develop the selling skills crucial for winning deals and creating sustainable growth. The Emphasis on Deal Coaching In the fast-paced environment of SaaS sales, where monthly and quarterly targets dominate strategic thinking, sales leaders often focus on immediate opportunities to close deals. This app ..read more

For sales leaders, building a robust sales culture is the bridge between mediocrity and excellence. The journey to a winning sales culture is a nuanced strategy that unfolds over time and demands patience, careful planning, and decisive leadership. 5 Dynamic Strategies to Supercharge Your Sales Team Cultivate Inclusivity Inclusivity is the cornerstone of a thriving sales culture. It’s about creating a workspace where every team member’s voice is acknowledged and valued. Regularly evaluate how team decisions are made and who contributes. Setting up regular forums for open discussion can empow ..read more

In this 3:03 video, Gerilyn Horan discusses the strategies to develop an exceptional workplace and its profound impact on employee engagement and retention. She underscores the pivotal role of a robust leadership team dedicated to nurturing employee growth and success. She highlights the significance of having a global team member survey, a tool used to pinpoint areas for enhancement and ensure ongoing improvement in the work environment. She shares her organization’s various initiatives to provide growth avenues, including stretch assignments, cross-functional projects, mentoring programs, a ..read more

In this Sales Leadership Awakening podcast, Gerilyn Horan, Hilton’s VP of Group Sales, shares strategies to become the best place to work In the world. She shares insights on creating a supportive environment and the importance of feedback, coaching, and company culture for employee engagement and retention. They also touch on Hilton’s top global workplace ranking and successful coaching programs for high employee retention 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 y ..read more

Hiring sales superstars is critical to building a high-performance sales team. Traditional hiring methods—résumés, interviews, and references—play critical roles but sometimes miss deeper insights into a candidate’s capabilities. This gap can be effectively bridged by integrating psychometric assessments into the hiring process, offering a more scientific approach to evaluating potential. Elevating Hiring with Predictive Power Psychometric assessments have been refined over decades and are powered by vast databases from millions of evaluations. These tools are designed to assess and predict ..read more

In this 4:00 video, Hosts Colleen Stanley and Steven Rosen discuss the biggest mistakes and challenges that sales leaders face when hiring and how to avoid them. They the importance of applying best practices in sales to the hiring process, such as creating an ideal candidate profile and identifying non-negotiables. They emphasized the importance of soft skills, emotional intelligence, and coachability in salespeople, highlighting how these qualities contribute to successful client relationships and overall sales performance. They also shared insights on how to build and maintain a successful ..read more

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.  “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 Rosen Key Take ..read more

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 th ..read more

Difficult conversations are as inevitable as they are necessary. These discussions, whether addressing underperformance, behavioural issues, or compensation adjustments, are crucial for maintaining a healthy sales environment and driving performance. However, a surprising number of sales managers avoid these critical conversations, a trend that undermines team potential and poses a significant threat to organizational success. A Look at the Stats Recent surveys and studies have revealed an uncomfortable truth: many sales managers regularly sidestep difficult conversations. According to a surve ..read more

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 Rosen Key ..read more