The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
Sales Managers Aren’t Coaching? Here’s Why.
Today’s sales managers need to lead and coach their sales force instead of managing and directing the team. Unfortunately, when sales managers aren't coaching - because they don't know how - they tend to get caught up with blaming their reps for failures on the part...
Are Members of Your Sales Team Communicating 15 Different Messages?
Are members of your sales team communicating 15 different messages? Here’s how you can go about improving consistency in sales organization messaging. Having a consistent sales message is one of the most important elements of success for your sales team as a whole....
How to Build a Sales Coaching Culture
A Strong Sales Coaching Culture Starts at the Top The first step to building a sales coaching culture is to get the senior management of the organization to understand and be 100% committed to three things: Ongoing training Allowing the sales managers the time and...
6 Problems Caused By High Sales Turnover
Turnover in a sales force is normal and to be expected. Zero turnover is bad but if you're experiencing exorbitantly high sales turnover, it's even worse. Sales organizations, like any other organization made up of human beings, will experience personnel change. With...
12 Reasons For High Turnover In The Sales Department
Salespeople must be hired with caution, launched with clarity and the under-performing ones replaced with dispatch. The essence of this rule lies in the speed of hiring and the speed of firing. They both need to move at their own proper speed. The correct speed? Hire...
5 Things To Avoid When Setting Sales Goals
Sales success is ultimately based on achieving a set of pre-determined sales goals or objectives within a prescribed time frame. The most successful sales leaders understand that they and their salespeople must jointly work together when setting sales goals that...
3 Ways To Develop the Relationship Between Sales and Rest of Org
Sales reps are typically not the most popular people in the world. It's not their fault, but is rather the result of years of built up social stigma in society. Nobody likes to be sold to, so people tend to be on their guard around salespeople. They're naturally...
Is the Sales Team Feelin’ the Love? [Infographic]
The view of the sales team as a necessary evil, an interruption, and "cowboys" making promises that client fulfillment can't deliver on is a seriously dangerous dynamic. Aside from a contentious relationship and the ensuing drama between departments is that the sales...