TOO MUCH FIREFIGHTING? TIME TO LEAD, The Global Sales Leader Podcasts ep 91
In this episode of the Global Sales Leader Podcast, I sit down with Steven Rosen to explore one of the biggest challenges in business today: why sales managers lose focus under pressure.We dig into the reality of sales leadership, the pressure of constant firefighting, the importance of coaching culture, and why so many managers get pulled away from the work that actually drives performance.Steven shares powerful insights from his book Focused, including the Power of Three — a simple yet highly effective way for sales leaders to stay disciplined, coach better, and execute consistently.This conversation is packed with practical ideas for sales leaders, sales managers, business owners, and commercial teams who want to improve performance without getting buried in chaos.If you are interested in sales leadership, coaching, accountability, focus, human behaviour, sales psychology, and high performance under pressure, this episode will give you plenty to think about.In this episode, we cover:Why sales managers get trapped in reaction modeThe real role of a sales leaderHow to build a coaching culture from the top downWhy responsiveness is often rewarded over real leadershipThe difference between coaching and mentoringWhy prospecting is still one of the biggest weak spots in sales teamsHow to help salespeople think better instead of rescuing themWhat to look for when hiring strong salespeopleWhy attitude, drive, and coachability matter more than experienceTimeline / Chapters00:00 - Welcome to the Global Sales Leader Podcast00:14 - Jason introduces the show and its focus on psychology, behaviour, and sales leadership01:31 - Introduction to Steven Rosen and his book Focused03:11 - Steven’s journey from sales rep to sales leader04:39 - The origin of the “Power of Three”06:48 - The three things sales managers should focus on08:38 - Why organisations reward the wrong behaviours09:19 - Why coaching often breaks down in companies11:23 - The importance of a top-down coaching culture13:12 - Why coaching disappears when pressure rises14:31 - Responsiveness, overload, and manager fatigue15:49 - How sales managers can protect focus under pressure18:15 - Should sales managers also carry a sales target?20:08 - Coaching versus rescuing deals22:07 - The difference between coaching and mentoring23:03 - Powerful coaching questions that deepen thinking25:14 - How managers should challenge reps to think for themselves26:14 - Order takers vs proactive salespeople27:21 - Why prospecting still gets ignored29:37 - Why so many sales reps hate prospecting31:28 - Stress, pressure, and poor decision-making in sales32:34 - Performance drift and the slow erosion of standards33:23 - Questions Steven would ask in an interview34:30 - What to look for when hiring great salespeople35:30 - The role of psychometrics, drive, and self-management37:00 - Coachability, attitude, and growth mindset39:17 - Steven’s gift forward: focus on your three most important things41:05 - Where to find Steven Rosen and his book41:28 - Final reflections and closing thoughtsConnect with Steven Rosen:LinkedIn: Steven RosenWebsite: starresults.comBook: Focused is available on AmazonIf you enjoyed this episode, make sure to like, comment, and subscribe for more conversations on sales leadership, human behaviour, neuroscience, influence, communication, and high performance.👉 Subscribe here: https://www.youtube.com/@jasoncooper1970Connect with us:📧 Email: jcooper@jasoncooper.io 🌟 Website: www.jasoncooper.io/
