The Sales Leader Blog

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

March 18, 2019
Written By: Marcia Neese

When executed effectively, channel sales can allow your company to grow and expand rapidly. But the approach doesn’t just mean shipping your products off to a third party and hoping for the best.

In order to be successful, you must strategically build your distribution channel network and follow the right steps to develop a strong, ongoing relationship with each channel partner.

March 12, 2019
Written By: Courtney Crabtree
Overcoming Rejection in Sales: 7 Secrets Your Sales Reps Need to Know

Rejection in sales is a fact of life, but can feel demoralizing for reps. Fear of rejection is a major cause of sales call reluctance, and frequent rejection is one of the biggest reasons otherwise promising sales professionals abandon the career altogether.

March 04, 2019
Written By: Michelle Richardson
6 Steps for Successfully Onboarding New Sales Reps

February 25, 2019
Written By: Claude MacDonald
Why Humility in Leadership is the New High-Performance Differentiator


Leadership effectiveness isn’t only about decisiveness, charisma, and ambition. According to Forbes, one of the top high-performance differentiators in leadership is one you probably don’t even think of as a leadership quality: Humility.

February 15, 2019
Written By: Drea Douglass
Strategies for Improving Team Dynamics on Your Sales Team

High performing sales cultures are born from teams that operate like a well-oiled machine. If you want your sales team to perform at high levels, you must focus on improving team dynamics.  

How well your group works together has a direct impact on how well your organization meets its goals.

February 12, 2019
Written By: Russ Sharer
6 Secrets to Outstanding Sales Success

Behind every successful sales team, is a sales leader who’s dedicated to ongoing training and sales force development.

This year, be the leader who leads your salespeople to excellence by following these 6 secrets to outstanding sales success.

February 04, 2019
Written By: Anita Greenland
51 Examples of Powerful Open-Ended Questions to Increase Sales

As a sales leader, helping your reps increase sales is likely high priority for you.

One simple way to accomplish that is to coach your reps to ask better open-ended questions.

January 30, 2019
Written By: Steve Hackett
CRM and Sales Success: Why They Go Hand in Hand

Strong customer relationships are at the center of most successful businesses. So it makes sense that in order to succeed and grow, your sales team must be using some sort of Customer Relationship Management system.

January 25, 2019
Written By: Lisa Rose
Your Guide to Sales KPIs that Measure What Matters

You can’t improve something until you can measure it—that’s why tracking sales KPIs is an important task for effective sales leaders.

Sales KPIs are your guide to staying focused on what matters most and improving your sales team’s performance. This post will cover what KPIs are, why they’re important, and which ones are the most critical to track.

January 16, 2019
Written By: Courtney Crabtree

To truly uncover what your buyers want and need, your salespeople must be experts in asking open-ended questions.

Asking open-ended sales questions—and making an intention to listen to the response thoughtfully—allows your reps to connect with prospects and customers and gather the information needed to recommend the best possible solution.

January 07, 2019
Written By: Will Brooks
7 Characteristics of a Good Sales Trainer

Sales training is essential to an organization's success, and it's a powerful tool for developing the full potential of every sales rep. Not all sales training programs are created equal, however, and the success of a program is due in large part to the individual delivering it—and the approach they take.

December 31, 2018
Written By: Rich Recchio

2018 was a big year for The Brooks Group. Before we jump into the bustle of the New Year, we want to take a moment to recap the exciting and memorable moments from the past 365 days.