The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Talent Selection vs Talent Development: Where Should You Focus?
"Development can help great people be even better--but if I had a dollar to spend, I'd spend 70 cents getting the right person in the door." —Paul Russell As sales leaders, we know that a business can’t grow without great people, and yet many companies don’t place...
Succession Planning: How to Backfill with Good Talent
Sales success hinges on having the right talent in the right roles. But since every marketplace will grow and shift—most often unexpectedly - it’s important to make succession planning a priority to guarantee that you have the right people on hand when a position...
Why Current Top Performers May Not Be Future Top Performers
What kind of reaction would you get from your sales team if you incentivized hitting their next target with a brand new iPhone 1? Crickets, most likely. That’s because the technology that was cutting edge in 2007 no longer feels relevant today. In the same sense, what...
The Year in Review: Top Sales Leadership Articles in 2015
Not everyone has what it takes to fill a sales leadership position, and those charged with leading salespeople know just how challenging it can be to juggle the many roles and responsibilities required for success. The thread that connects all high-performing sales...
How to Use Your Annual Sales Kickoff Meeting to Fuel Engagement
Increasing engagement within your sales team not only means you’ll be in charge of a happier, more satisfied group of people, it’s also good for business. According to Demand Metric, the majority of organizations that have high employee engagement rates retain over...
What Not to Do at a Sales Kickoff Meeting
Annual sales kickoff meetings are a great opportunity to get the entire team together in one place—to share ideas, network, and get motivated to hit the ground running in the New Year. But getting buy-in from your team for the sales meeting is critical in determining...
Build a Top Performing Sales Team in 2016
Great sales teams don’t just happen. They are carefully built... Sales is the heartbeat of your organization and it’s important to invest in the right people. Hiring mistakes can cost you missed sales opportunities and management time in addition to salary and...
Measure Your Team’s Sales Prospecting Effectiveness
A lack of qualified prospects in the pipeline can be devastating to a salesperson’s overall sales effectiveness. A rep may be expertly skilled in building rapport, asking strategically important questions, and presenting customized solutions—but all of that is...