The Sales Leader Blog

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

Four Steps to Winning Larger Accounts

Sales Performance Improvement, Sales Training

Fishing, it would seem, is not as simple as one would think. Sure, you could grab the gear you have collecting dust in your garage, lazily toss a line from a dock into a backyard stream, and eventually, you may grab a bite or two on the line.

But what if you decided that, today’s the day everything’s going to change? Today, you will elevate your fishing game, and set your sights on a larger, more productive body of water – say the Atlantic Ocean, as an example. Using your same technique, you head down to the shoreline with your trusty rod and reel and rubber worms, cast your lines into the deep blue – and, well, you can almost hear the fish laughing at you as they swim by.

What is Sales Optimization?

Sales Performance Improvement, Sales Training

Many sales teams aren't doing all that they can to maximize revenue, even if they think that they are. Sales optimization is a paradigm that seeks to change that. In many leadership models, if the sales teams are reaching their numbers, it's assumed that little needs to change. Sales optimization, on the other hand, involves constantly reassessing both targets and techniques so that if there is room for improvement, your numbers will improve.

How To Measure Sales Effectiveness In Your Organization

Leadership Development, Sales Coaching

In its simplest form, sales effectiveness is a measure of how much return your organization gains on its investment in sales. In this sense, measuring sales effectiveness could be as simple as measuring your cost against the revenue generated. But if you want to measure sales effectiveness in order to improve it, the task is more complex, and few organizations are doing it well.

Adopt Change To Make Your Sales Lessons Stick

Sales Coaching, Sales Training

Leave it to an ancient Chinese philosopher to offer the quintessential commentary on change management.

“Strategy without tactics is the slowest route to victory, tactics without strategy is the noise before defeat,” said Sun Tsu – who presumably understood the value of planning in the business of conquering empires.

How to Win at the Procurement Game

Sales Coaching, Sales Training

Professional Sales Training on how to win at the procurement game

Sales professionals have met a worthy adversary. The procurement executive — long lauded by companies as a model of efficiency, but by sales interests as a barrier to entry — has increased their stronghold on the purse strings for enterprises worldwide.