The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Sales Coaching for Managers: 6 Best Practices
Effective sales coaching can have a huge impact on your business. The biggest benefit is its contribution to revenue: Sales coaching boosts team performance, with real-time coaching increasing annual revenue by 8%. A structured coaching program can lead to a 28%...
How to Conduct a Mock Sales Call
You’re sitting with a new sales hire. There’s a slight tremor in their voice. Their knees are shaking. No, you’re not watching a horror movie together. Your new seller is making their first sales call. Before you end up in this scenario, take time to roleplay a mock...
How to Align Sales Training with Business Goals
We asked hundreds of B2B sales leaders about their business goals, priorities, and plans to achieve sales excellence. They said their top priorities this year are to retain customers, increase profitability, win new business, and move into new markets.Download your...
Successful Onboarding for Sales Professionals
Around one-third of your salespeople will leave the organization this year. Think about it. To hit your revenue targets, you’ll need to fill all those open positions—and onboarding for sales teams is a lengthy process. It takes months to onboard and train a sales...
Tips for Building a Highly Effective Sales Training Program
The sales profession is changing rapidly. Buyers are now more informed than in the past and have new expectations. Today’s competitive threats are evolving. Deals are more complicated and often take longer to close. An investment in sales training is an essential part...
Building Rapport with Customers: 3 Crucial Tips
Building rapport with customers has always been a critical component of sales success, but it’s even more important today. Most B2B buyers report they prefer to search for solutions online rather than have a conversation with a sales professional. And when you do...
Winning Over Buying Groups: How to Sell to Multiple B2B Decision Makers
B2B buying groups are larger than ever. Ten to fifteen years ago, a seller could huddle up with three or four decision makers and quickly decide on a purchase. Now, it’s like a packed corporate strategy meeting where every department sends a representative—each with...
Your 4-Step Roadmap to Acquire New Customers
There are two primary ways to grow a business: expand existing accounts or acquire new customers. If you’re a sales leader focusing on winning new business, you’re not alone. According to new research from The Brooks Group, the top three sales leader priorities in...