The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Sales Training Tips: What Makes a Good Salesperson Great?
The difference between a good salesperson and a great one is often subtle. You can’t usually point to a single skill or characteristic. Greatness is a combination of qualities and capabilities that add up over time to be significant. So what sets great salespeople...
How to Evaluate Sales Performance to Improve Your Team’s Success
Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number. Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly...
The World’s Most Complete List of Job Titles for Salespeople
It’s not easy to hide in plain sight. This is especially true when your job is to be a visible ambassador for a company and its products or services. Indeed, for as long as there have been salespeople, there have been efforts by those same people to escape the stigma...
Sales Strategy: 4 Common Pitfalls for Sales Leaders to Avoid
What is a sales strategy? It's a long range plan for reaching a goal. But knowing whether you’re moving in the right direction is easier said than done. Every sales leader understands there are pitfalls to building a sales strategy. Many sales teams engage in...
Improving Sales Efficiency: How to Accelerate Sales Cycles
Sales leaders, the driving force behind a company's revenue generation, understand that time is of the essence. The longer it takes to close a deal, the more resources are invested, and the more opportunities for competitors to swoop in. At the same time, deals take...
Building a Successful Sales Strategy: 4 Key Action Steps
A sales strategy is the answer to a simple question: ‘Why am I doing the things I'm doing?’ Once you define the big picture, you can work backward from there to design your action plan. In sales, your goal may be to own a certain share of the market. To do that, the...
How to Reinforce Sales Training to Maximize Your ROI
A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of...
7 Characteristics of a Good Sales Trainer
Sales training is essential to your company's success. It's a powerful tool for developing the full potential of every sales professional on your team. However, not all sales training programs are created equal, and the success of your sales training initiative is due...