The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Coaching Salespeople Who Don’t Want to Be Coached
Coaching salespeople is one of the most important activities for sales managers. It can also be incredibly rewarding—when done effectively—because it has a direct impact on your team’s sales performance. But what about that one salesperson who resists your efforts to...
5 Ways to Connect with Clients and Prospects This Holiday Season
The holiday season can be a challenging time to connect with clients and prospects. While everyone is busy with family and wrapping up year-end activities, they’re also buried in automated holiday greetings. Skip the mundane, and teach your salespeople these five...
The 4 R’s of an Effective Sales Hiring Process
Oftentimes, individuals charged with hiring a sales team will make a decision based on a gut instinct alone. Maybe they have a good feeling about a sales candidate—or maybe they’re just too busy to give the decision careful attention. Either way, hiring based on...
Should Your Salespeople Have Pricing Authority?
Maintaining a healthy profit margin is (of course) important to the overall success of your sales team and organization. It can be tricky to find the sweet spot for an offering’s pricing, however. Those in the organization in charge with business strategy should set a...
How to Map the Decision Making Unit to Sell More Effectively
In today’s selling environment, it’s becoming more and more rare for one individual to be tasked with making a purchasing decision. A multi-person decision making unit (also known as the DMU) is often used to ensure the best vendor is selected, as well as to spread...
Where Should Sales Managers Spend Their Time Coaching?
Time management is one of the most important priorities for a sales manager. The best sales managers know they need to be dedicating a significant amount of their time each week coaching their salespeople—but which group will bring in the best return on coaching...
3 Sales Account Management Training Tips to Improve Productivity
One of the first things taught in a new sales rep training program is the key to increasing sales productivity and getting your salespeople to make the most of their time with a detailed action plan. But let’s face it, in your sales team’s rush to hit their quota,...
5 Simple Sales Referral Tactics Your Salespeople Can Use Today
Sales referrals are one of the most powerful ways to generate high-quality sales leads. When buyers are faced with making a purchasing decision, they want to be confident they’re making the right one. What helps their confidence more than anything? A recommendation...