The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Four Steps to Winning Larger Accounts
Winning Larger Accounts: A Big Fish Story Fishing, it would seem, is not as simple as one would think. Sure, you could grab the gear you have collecting dust in your garage, lazily toss a line from a dock into a backyard stream, and eventually, you may grab a bite or...
The Cost of Sales Turnover
For anyone who has ever thrown a dart at a dartboard, you know that finding the elusive bullseye can be a monumental challenge. Fortunately, the stakes are not that high – perhaps a beer, or some low-level ribbing, are all that is riding on the outcome. Just How...
What Makes a Successful Salesperson?
World-class sales organizations focus on maintaining a healthy and thriving team of successful salespeople. The more successful the people, the more successful the team. But what, exactly, makes a successful salesperson? Unfortunately, high performing salespeople...
5 Sales Management Principles For Performance Reviews
The 360 Feedback Process For every salesperson who has had to sit through a performance review, it would seem to be a dream scenario -- an anonymous, unfiltered, and direct opportunity to tell your sales management exactly how you feel about them. In reality, there’s...
What is Sales Optimization?
Many sales teams aren't doing all that they can to maximize revenue, even if they think that they are. Sales optimization is a paradigm that seeks to change that. In many leadership models, if the sales teams are reaching their numbers, it's assumed that little needs...
Adopt Change To Make Your Sales Lessons Stick
Leave it to an ancient Chinese philosopher to offer the quintessential commentary on change management. “Strategy without tactics is the slowest route to victory, tactics without strategy is the noise before defeat,” said Sun Tsu – who presumably understood the value...
How to Win at the Procurement Game
Sales professionals have met a worthy adversary. The procurement executive — long lauded by companies as a model of efficiency, but by sales interests as a barrier to entry — has increased their stronghold on the purse strings for enterprises worldwide. But,...
Sales Training 101: What You Need to Know
Effective sales training is a critical component of sales success, whether your team is full of seasoned professionals, brand new graduates, or a diverse mix of skills and experience levels. When it comes to training new employees, the Sales Training 101 course may be...