The Sales Leader Blog

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

Leadership Development

Check out the latest and greatest Leadership Development articles from The Brooks Group. Learn how to improve your sales leadership skills.

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Sales Leadership in the Time of Novel Coronavirus

Leadership Development, Sales Training

The COVID-19 pandemic has had an unprecedented global reach – locking down hundreds of millions of people, and leaving no industry, business, or sales organization unaffected. In the scramble to adapt to the so-called “new normal,” outcomes such as social distancing, working remotely, stock market volatility, spending cuts, and uncertainty have rendered useless the 2020 go-to-market plans for business-to-business (B2B) and business-to-consumer (B2C) companies alike.

To ensure we are delivering the most current market insights to you, we will be reaching out each week to sales leadership professionals to better understand the extent of the impact. To that end, we initiated our Brooks Sales Leader Survey in mid-March 2020, reaching out to 84 professionals in sales leadership positions to gauge the most pervasive challenges. 

Managing Your Remote Sales Teams in the Era of Work-From-Home

Leadership Development, Sales Coaching

As you are reading this blog, it is our hope that you are both safe and healthy, and also following the guidelines for helping to prevent the spread of the Coronavirus. For the majority of workers, this likely means that we are now working from home – carving out a corner of our living space to continue to MAKE a living.

In our new normal of Zoom calls and Slack messages, sales managers are grappling with an essential truth: How do I keep my now-remote employees productive and engaged? And, in particular, how do I bridge the distance between us with the kind of curated connection that keeps us communicating with purpose?

Four Sales Coaching Keys to Delivering Winning Feedback

Leadership Development, Sales Coaching

We’ve all had those moments when a colleague or manager approached us with what they called “constructive feedback” – then unloaded on us with a list of grievances didn’t seem at all to be constructive.

That said, feedback is an indelible part of sales coaching – and when it comes to evaluating and sharing perspectives with your sales team, finding the right venue and message for your reflections is absolutely critical.

Five Ways a Trusted Advisor Earns Their Customer's Devotion

Leadership Development, Sales Training

In today’s selling paradigm, it’s become clear that enterprises, too, are looking for that memorable experience when they seek out a vendor to fulfill their needs. No longer is it adequate to offer a feature and benefits dump and expect to close the deal. Instead, businesses are looking for a trusted advisor – someone knowledgeable on their company and its objectives, and able to suggest specific solutions, in detail, that will support greater efficiencies or increased sales.

How To Measure Sales Effectiveness In Your Organization

Leadership Development, Sales Coaching

In its simplest form, sales effectiveness is a measure of how much return your organization gains on its investment in sales. In this sense, measuring sales effectiveness could be as simple as measuring your cost against the revenue generated. But if you want to measure sales effectiveness in order to improve it, the task is more complex, and few organizations are doing it well.

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