The Sales Leader Blog
The latest insights on Sales Leadership, Sales Training, Sales Strategy, and Sales Effectiveness
How to Develop a Sales Accountability Plan
“Sales accountability” refers to the responsibility and ownership that sales professionals, sales leaders, and sales organizations take for their performance, results, and actions. While many sales leaders talk about accountability, they don’t always know how to...
7 Essential Customer Conflict Resolution Techniques
Customer conflicts are not uncommon in sales. Sellers are trying to meet quotas while customers are trying to minimize risk and maximize value. These competing pressures can lead to tension, misunderstandings, and disputes. The complexity of modern B2B sales amplifies...
5 Principles for Setting Expectations for Your Sales Organization
For your sales team to be successful, every team member must know exactly what defines “success” in your organization. It’s critical for sales leaders to establish and communicate expectations with their sellers as soon as they join the company—and to enforce them on...
10 Ways to Use ChatGPT for Sales: Advice for Sales Leaders
Sales professionals are constantly being asked to do more: hit higher targets, personalize outreach, and move deals faster. But that doesn’t mean your team has to do it all on their own. ChatGPT is like having a virtual sales assistant at your fingertips. Whether...
Best Consultative Selling Questions Plus 7 Recommendations
Consultative selling questions are vital to building long-term relationships. These questions engage prospects and customers in a friendly and open-ended manner. They help you explore a situation and they encourage the customer to reflect and consider new...
Account Management KPIs You Should Be Tracking
Account management key performance indicators (KPIs) measure your sales team’s performance and effectiveness. Whether your organization has a dedicated account management team or each seller handles their own accounts, it’s important to set and monitor KPIs to see if...
How to Scale a Sales Team and Keep Performance on Track
Do you need to scale your sales organization? There are multiple reasons to expand a sales team, with each reason creating unique challenges and requiring different approaches to team structure, processes, and technology. The goal is to scale while keeping sales...
Best Practices for Your Sales Pipeline Management Process
A sales pipeline management process is a systematic approach to tracking and managing potential customers as they move through different stages of the buying journey, from initial contact to closed deal. Most sales pipelines have 5-7 stages that reflect the buyer’s...