The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
The Questions to Ask Yourself When Your Reps Aren’t Using CRM
Ok. So you’ve implemented CRM believing that it would answer all of your forecasting prayers. But it hasn’t. Not yet, anyway. CRM is a powerful tool, but only if your reps are actually using it. It can be incredibly frustrating to roll out a program only to have your...
Why “Top Talent” Doesn’t Necessarily Mean “Top Dollar”
Every organization wants to fill their teams with “top talent” and a quick stroll through the internet will reveal that this buzzword is on the top of their minds. Naturally, we want to find and hire the best people, but what does “top talent” really mean? The word...
Sales Leaders: How Much Structure Is Too Much?
In the absence of process lives chaos. Imagine how different our experience and outcome might be without good process churning in the background of a hospital operating room or the cockpit of a 747. The same is true with high-functioning selling organizations. A good...
5 Things High Performing Sales Managers Should Be Doing
The sales manager plays a critical role in determining a sales organization’s success or lack thereof, and that pressure and responsibility requires a unique personality and the willingness to wear many hats. Leading a sales team to high performance levels isn’t a...
How Senior Leadership Can Support the Sales Effort
Organizations in which senior leadership publicly supports and sponsors the sales team typically have a healthy sales culture, and a healthy sales culture is what drives solid top-line results. Regardless of whether senior executives have a business development,...
Developing a Culture of Loyalty in Your Team
The culture that exists within an organization is as unique as a thumbprint, and once it has been established, it’s difficult to change. In order to develop a culture of loyalty within your sales team, you must create an environment in which people feel a sense of...
Shifting the Bell Curve: Turning B-Players into A-Players
Hyper Focus on Revenue, Good or Bad? I had an interesting conversation recently with a global VP of Sales who warned me that he was about to say something shocking. “I need for my team to stop being so revenue obsessed,” he said. “Don’t get me wrong, I still care...
![Reducing the Anxiety of Aggressive Sales Targets [Infographic]](https://brooksgroup.com/wp-content/smush-webp/2020/08/target-1080x675.jpg.webp)
Reducing the Anxiety of Aggressive Sales Targets [Infographic]
You Want Me to Sell How Much? Getting buy-in from your sales team for an aggressive target isn’t about selling an idea to them, but rather leading them through an executable plan for achieving it. If you want your salespeople to face a challenging sales goal with...