The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
The Sales Coaching Best Practices Series: Joint Sales Calls (aka Ride-Alongs)
[Don't miss the free download at the end of this post] 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,...
The Sales Coaching Best Practices Series: Team Meetings
[Don't miss the free download at the end of this post] Last week we introduced the Sales Coaching Best Practices Series and kicked it off with One-to-One Sales Meetings. Each installment in this mini-series will highlight a high-gain coaching activity that EcSell...
Using Sales Assessments to Identify Candidates with Potential
The use of hiring assessments to identify sales candidates with long-term success potential is fast becoming the norm. As sales leaders and HR professionals find themselves under increasing pressure to identify, hire, and onboard salespeople who can perform more...
The Sales Coaching Best Practices Series: One-to-One Meetings
It’s widely accepted by this point that sales coaching is the activity with the greatest impact on sales effectiveness. Companies may be aware that their managers need to be spending more time coaching reps, but according to recent research by the Sales Management...
Why Top Sales Performers Would Want to Work for You
I can’t think of a single sales leader who has told me, “Yeah…when we have open sales positions, we’re definitely looking for average sales performers.” That’s ridiculous. Everyone is obviously after top sales talent. In spite of that, so many companies fail to invest...
How to Bring Your Company’s Core Values to Life
I’ve written before about the importance of Core Values. But they deserve a bit more attention. Every company has core values, whether they’re written or not. As an aside, if you don’t have any written values, consider the reasons that people have left (voluntarily...
The Sense of Entitlement Among High Achievers… and What to Do About It
Ahh…the joys of top performers: They consistently crush their numbers. They come in with big wins when you need them most. They inspire your team. They’re hands-off. If only they could all be like that. And much of the time, they are. Unfortunately, there are a few...
Striking the Balance Between Empathy and Assertiveness
Great salespeople are empathetic—they understand others well and that is part of what makes them successful sellers. In fact, InsideSales.com recently released their Business Growth Index Report, which ranks empathy as one of the top 2 traits sales leaders value in...