The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Sales Performance Management: What It Is, And Why You Need It
Sales Performance Management (SPM) is a structured approach to hiring, managing, and incentivizing your sales force to drive optimal performance. As no surprise, sales teams that implement SPM outperform sales teams in organizations that don’t. In this post we’ll...
What Sales Leaders Can Learn from NBA’s Phil Jackson
Phil Jackson is one of the most successful coaches of all time. He holds the highest winning percentage in basketball history achieved over his two decades of coaching—winning 11 championship rings. What’s the secret to Jackson’s powerhouse leadership, and what can...
How to Send Sales Prospecting Emails that Get Responses
Email prospecting can be a powerful tool for sales reps—when it’s used in the right way. Reps sometimes think they’re saving time with mass emails, but the reality is that sending unsolicited emails can backfire. In addition to poor click-through rates, canned emails...
Seven Tips for Building a Positive Feedback Culture on Your Sales Team
Giving and receiving productive feedback is key to the personal and professional development of your employees. A feedback culture is one in which employees and leaders regularly, consistently, and productively engage in useful feedback that fosters growth. Sales...
How to Empower Your Salespeople Using the 3-2-1 Coaching Method
As sales leaders, it’s our job to coach our reps so that they’re continually improving their sales performance. Dedicating time to one-to-one sales coaching is critical, but we all know how much of our time is spent on “unscheduled” coaching – when a sales rep comes...
How to Coach Your Sales Reps to do a Competitor Analysis
Soldiers without a battle plan. David without Goliath. Peanut butter without jelly. If these concepts seem lonely without each other, you have the foundation for understanding why a competitive analysis is so important to your business. Without the insights, vision,...
Help Your Sales Reps Get More from Their “Out of Office” Reply
How do you get your salespeople to continue selling, even when they’re on vacation? You coach them to make the most of their out of office message! The auto-reply message is something most salespeople don’t give a second thought to—but it’s valuable real estate in a...
World-Class Best Practices for Sales Effectiveness
Differentiating Your Organization Through World-Class Sales Effectiveness - Presentation Takeaways The 4 R’s for Recruitment, Selection, and Hiring Resume – Check resumes and note if the salesperson changed companies frequently over their career. This could be...