The Sales Leader Blog

Keep up with the Latest in Sales Leadership, Selling Strategies, and Sales Hiring

July 09, 2019
Written By: Russ Sharer

Engaged salespeople are the difference between a high and low ROI on your sales training. But with attention spans at an all-time low, what can you do to keep participants focused during training?

July 01, 2019
Written By: Steve Hackett

Every salesperson has been there; the frustrating experience of a stalled deal in the pipeline.

Should your sales reps spend their time trying to revive the sale, or should they cut their losses and move onto the next opportunity?

June 24, 2019
Written By: Marcia Neese

The ability to close business is the ultimate determinant for how successful a salesperson is. With the pressure to hit their number, it’s no wonder that sales reps often focus their energy and attention on “closing strategies.”

This self-focused mindset can actually do more harm than good, however, as a race to the close can erode trust and turn buyers away.

June 13, 2019
Written By: Drea Douglass
Why Emotional Intelligence in Sales is the New High-Performance Differentiator

Since the 1960s, emotional intelligence (EQ) has been recognized as a critical component of both personal and professional success. Yet many organizations focus primarily on building hard sales skills on their sales teams, while neglecting emotional intelligence skills.

June 10, 2019
Written By: Anita Greenland
3 Ways Your Sales Rep's Selling Style is Frustrating Your Buyers

Every salesperson will have a unique selling style and way they interact with prospects and customers.

May 14, 2019
Written By: Marcia Neese
4 Customer Personality Types Your Sales Reps Must Be Able to Recognize

Without even realizing it, your salespeople may be pushing potential buyers away by using the wrong communication approach.

Every buyer has a unique personality style and will feel more comfortable and at ease when they are sold to in a specific way.

May 02, 2019
Written By: Tony Smith
When is Face-to-Face Instructor Led Training the Best Option?

With the rise of technology in the workplace, some may wonder if classroom training will soon be replaced by digital alternatives. As it stands, face-to-face instructor-led training still remains the gold standard for developing employees and achieving lasting performance lift and training ROI.

April 18, 2019
Written By: Rich Recchio
Adapt to a Changing Marketplace

The pace of change in the marketplace has never been faster, and there is no sign of it slowing down any time soon. Smart sales organizations prepare for changes in the marketplace so that their teams can perform at the top of their game, no matter what happens next.

Here are the 6 steps to adapting to change that you can’t overlook.

April 16, 2019
Written By: Jeb Brooks
Plan a Sales Enablement Strategy that Leads to Sustainable Revenue Growth

According to research from Demand Metric, 75% of companies surveyed report that having a sales enablement strategy makes a moderate or significant contribution to their achievement of revenue goals.

April 09, 2019
Written By: Courtney Crabtree
Taking Over an Existing Sales Team: 7 Secrets You Need to Know

So, you’ve taken on a role as the leader of an existing sales team. You’re feeling optimistic and ready for the challenge, but what are the best practices that will lead you to success?

April 03, 2019
Written By: Steve Hackett
Key Competencies for Sales Representatives in Today’s Complex Marketplace

As the marketplace shifts, your sales organization should also evolve to meet buyers where they want to be met in the sales cycle.

This requires an intentional sales hiring strategy. Afterall, your sellers represent your company and what it means to do business with you.

March 27, 2019
Written By: Courtney Crabtree
How to Evaluate Sales Performance to Improve Your Team’s Success

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number.

Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.