The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
The Six Ways Great Sales Leaders Literally Change Lives
Would you stand in front of a truck for your boss? Probably not, especially one moving at high speeds. But if you see metaphorical truth in that statement, then you are one of the lucky few. Our best (and worst!) bosses leave important footprints in our lives and on...
3 Easy Ways to Provide Ongoing Training Plans for Your Reps
Most sales leaders understand the importance of training new salespeople. It’s a no brainer. When we hire someone new we want them to be as successful as possible, as quickly as possible. The problem we see is that after the initial onboarding, salespeople are often...
How to Figure Out What You’re Looking for in a Top Salesperson
Have you ever considered luring top sales talent away from your competitors? On its surface, the idea seems like an effective and efficient recruiting strategy, but the truth is an A-player at one company won’t always perform at those high levels when their sales...
How Value-Based Selling Helps Your Salespeople Communicate Value
Why Value-Based Selling Training Is Critical Buyers are more in control of the sale today than ever before. With unlimited access to information and options, they’re more critical when selecting a provider, and they must be solidly convinced of value before they...
4 Questions to Ask Sales Reps to Streamline Deal Coaching
“The key is not to prioritize what’s on your schedule, but to schedule your priorities.” -Steven Covey Coaching your salespeople through important deals should be a priority, but that doesn’t mean it has to take up a great deal of your time. Deal coaching is...
The Sales Coaching Best Practices Series in Review
Over the past month we’ve highlighted each of the 5 high-gain coaching activities that EcSell Institute—a research firm specializing in sales coaching, leadership, and management—has identified through their research as having the greatest impact on a sales rep’s...
The Sales Coaching Best Practices Series: Career Development Plans
We recently introduced the Sales Coaching Best Practices Series—a mini-series designed to highlight the high-gain coaching activities that EcSell Institute—a research firm specializing in sales coaching, leadership, and management—has identified through their research...
The Sales Coaching Best Practices Series: Evaluation and Feedback
We recently introduced the Sales Coaching Best Practices Series—a mini-series designed to highlight the high-gain coaching activities that EcSell Institute—a research firm specializing in sales coaching, leadership, and management—has identified through their research...