The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
4 Ways To Balance Sales Skills Development With Sales Culture Shift
When implementing a shift in your company's sales culture, the goal is to move away from traditional sales skills development, training reps on step by step cookie cutter selling tactics, and towards a focus on the customer experience. Rather than overtly selling,...
The Eight Components Of A Best-In-Class Sales Management Process
To build a great sales team, a meaningful and consistent sales management process must be in place organization wide. It must be systematic and be implemented by systematic people. The process needs to be ongoing and able to be monitored for effectiveness. The 8...
Why Your New Product Launch Isn’t About Your New Product
New product launches can be exciting. They can be promising. But the truth of the matter is they’ll have little to no impact on revenue if your sales team doesn’t present your new product to their prospects and customers. Your new product launch isn’t about your new...
The Sales Focus Curve [Infographic]
Where Do Your Salespeople Focus Their Time? The bottom 20% of sales reps focus on themselves, their own survival, or just having a quota of phone calls, hours in the office or other short-term measurement. The bottom 20% have a focus on themselves that says, “I don’t...
The 10 Best Practices Of Top Sales Organizations
How Top Sales Organizations Get - And Keep - Best-In-Class Status Based on years of observation across a broad number of companies, we've seen that certain factors have to be present for a solid sales culture to flourish to any degree within the organization. First,...
5 Pitfalls To Avoid For Successful Sales Training
Selecting a sales training provider is one of the most important decisions you can make for your sales organization. So it's important to do your research and partner with a provider who can work with your team and get you where you need to be. DOWNLOAD NOTE: Our...
Why Being The Highest Priced Provider Is Actually A Good Thing
“You must determine your competitive advantage and use it to differentiate your product or you will be seen as selling a commodity.” Using Your Higher Price To Your Advantage You must or should sell your product or service on the basis of some competitive advantage....
17 1/2 Things That Might Be Destroying Your Sales Team [Infographic]
Determining what's holding your sales organization back can be confusing. Use this infographic to help you make a little more sense out of what may - or may not be - hindering your team's efforts. The first step in improving your sales team's performance is...