The Sales Leader Blog

Keep up with the Latest in Sales Leadership, Selling Strategies, and Sales Hiring

January 14, 2020
Written By: Tony Smith
9 Tips for Managing Low Performers on Your Sales Team

How you manage your lowest performing sales team members has a significant impact on the overall effectiveness of your sales organization. Here are 9 ways to help low performers win more deals and better meet their goals.

January 06, 2020
Written By: Anita Greenland
Help Your Reps Develop Prospecting Plans with These 8 Tips

Your sales team’s success depends on effective prospecting, and effective prospecting depends on effective prospect planning.

Help your salespeople fill their pipelines with qualified prospects that lead to more sales, using these 8 steps.

December 30, 2019
Written By: Will Brooks

This blog – the Sales Leader blog – is designed to provide resources for anyone charged with leading a sales team or improving its performance. If you haven’t subscribed yet, join the community by subscribing now so you never miss a post!

December 23, 2019
Written By: Gary Fly
Why a Strong Corporate Culture Makes Good Business Sense

Like most intangibles, company culture is hard to measure and sometimes even harder to justify investing in. For these reasons, many companies relegate culture to a list of “nice to haves,” and never give it much attention beyond that.

December 03, 2019
Written By: Jeb Brooks

Company culture impacts every aspect of an organization’s ability to provide service. If an organization has a poor company culture, the customer can experience it in the form of bad customer service, inconsistent results, or general frustration.

November 11, 2019
Written By: Marcia Neese

Building rapport with customers is a critical component of successful selling. As technology changes, most buyers report that they prefer to search for solutions online rather than having a conversation with a sales representative.

That’s why it’s critical that your salespeople are skilled at building rapport quickly and providing value when they do have the opportunity to talk to a buyer.

November 06, 2019
Written By: Lisa Rose

Trust is an intangible measure of relationship with very tangible business results. It is often the differentiating factor in a sale and, once lost, it is very difficult to regain.

Be sure to coach your salespeople on the ways they can establish and maintain trust with buyers. Here are 6 steps they should follow throughout the sales process to do just that.

October 28, 2019
Written By: Courtney Crabtree

Effective sales funnel management is a key tool in optimizing your sales team’s performance. A well-managed sales funnel will move prospects through the sales process faster, reduce unnecessary losses, and help your team win more deals.

October 14, 2019
Written By: Gary Fly

There’s been quite a bit of noise around the prospect of an economic downturn, if not a full-blown recession, based on forecasts from many economists.

October 04, 2019
Written By: Marcia Neese

Onboarding new sales reps effectively is a critical success factor when it comes to retention and performance levels. Unfortunately, it’s an area that most sales organizations struggle with.

September 26, 2019
Written By: Lisa Rose

Chasing unqualified prospects that never close is one of the largest wastes of your sales team’s time and resources.

For this reason, it’s key to equip your salespeople with the ability to quickly assess whether a prospect is truly qualified, and throw them back to sea if not.

September 05, 2019
Written By: Courtney Crabtree

Risk-averse buyers present a unique challenge for your salespeople, especially in a complex sale where there’s a large financial investment at stake. When a bad purchasing decision risks large portions of budget as well as the reputations of decision makers, status quo is often your sellers’ biggest competitor.

Help your salespeople overcome risk aversion and shorten the sales cycle by coaching them with these 6 tips.