The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
How to Coach and Develop a Multigenerational Sales Team
As a sales leader, you’re likely managing a team that spans multiple generations—from Baby Boomers to Gen Z. While there are generational differences in work styles, motivations, and skill levels, this diversity can be an asset if you tailor your sales coaching and...
How to Hire Great Salespeople (and Keep Them)
As a sales leader, there’s a lot riding on your hiring decisions. You know good hiring practices do far more than simply evaluate an applicant’s selling skills—they give you the insight to hire great salespeople. No doubt you’ve learned the hard way that, when you...
How to Measure Sales Training ROI (and Why)
You know you should measure sales training ROI. But you wonder if it’s really important. Isn’t the main thing just to get the training done? Yes and no. Step one, you need to train your sales team. But step two should be making sure your training is getting the...
Why Hiring Assessments for Sales Are Worth It
Hiring assessments aren’t used by every organization, but they should be. When you bring a new sales professional into your team, you are investing time and money in them in the hope that they’ll help your company generate more revenue. Unfortunately, that isn’t...
How to Resolve 7 Sales Team Issues
Even the most cohesive organizations can experience sales team issues. Sales professionals (in general) tend to be confident, extraverted, and opinionated. Although some of these subjects might seem mundane to those who aren’t in a sales career, there are several...
7 Tips for Taking Over an Existing Sales Team
Exciting news! You’re taking over an existing sales team. You’re feeling optimistic and ready for the challenge. But what are the best practices that will help you and your team succeed? Whether you’ve been brought on board to turn around an underperforming sales team...
How to Deal with Rejection in Sales: 6 Secrets Your Team Needs to Know
Rejection in sales is common, but it can still feel demoralizing—and impact sales results. Fear of rejection in sales is a major cause of call reluctance. Frequent rejection is one of the biggest reasons otherwise promising sales professionals abandon a sales career...
How to Nail Sales Pre-Call Planning
Pre-call planning helps your sales professionals convert more prospects, yet many sales professionals either don’t do pre-call planning or they don’t do it well. As a sales leader, you can help your team win more deals with sales coaching on six essential pre-call...