Steven Rosen: Why Most Sales Managers Aren't Actually Coaching (And What They're Doing Instead)

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:   / stevenrosen   Know more about what he does ⁠⁠⁠⁠⁠here⁠⁠⁠⁠⁠: https://starresults.com/focused-sales... Check out his wonderful book "Focused" on ⁠⁠Amazon⁠⁠: https://www.amazon.com/Focused-Steven... +++ ⚙️ 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/fie... 📘 Grab your copy of my new book "365 Rules to Master Rural Sales" here: https://www.amazon.com/dp/B0F1489HH4/ 💡 Want to boost your rural sales? Get my first book "How To Succeed In Rural Sales" FREE: https://www.ruralsalessuccess1.com/ebook 🔗 Connect with me on LinkedIn:   / stjohncraner   ✉️ Subscribe to my weekly rural sales email (3,500+ professionals worldwide): https://bit.ly/3voaPS7 👥 Join our private Facebook Group for free tools & tips:   / 285326399207141   Training Programmes: 🎯 Rural Sales Success™ Programme (for sales teams): https://www.ruralsalessuccess1.com/pr... 🎯 Rural Sales Manager Mastery™ Programme (for managers): https://www.ruralsalessuccess1.com/ru...