The Sales Leader Blog

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

The Importance of Collaboration for Sales Leaders in Times of Change


Leadership Development

Through wars, terrorism, and economic crises, the power of working together, and of a shared mindset, has seen us through. But as sales leaders, it can be tough to turn to those around us. Often, the people most familiar with what we face work for our competitors. Simply by our nature, the pressures of competition, and the need to protect proprietary information, sales leaders have chosen to live on islands – islands that, given the current state of affairs, can seem even more lonely and isolating.

Managing Your Remote Sales Teams in the Era of Work-From-Home


Leadership Development, Sales Coaching

As you are reading this blog, it is our hope that you are both safe and healthy, and also following the guidelines for helping to prevent the spread of the Coronavirus. For the majority of workers, this likely means that we are now working from home – carving out a corner of our living space to continue to MAKE a living.

In our new normal of Zoom calls and Slack messages, sales managers are grappling with an essential truth: How do I keep my now-remote employees productive and engaged? And, in particular, how do I bridge the distance between us with the kind of curated connection that keeps us communicating with purpose?

How To Sustain Sales Performance While Sales Are Inactive


Sales Coaching, Sales Performance Improvement

Seemingly overnight, the business world, as we know it, has changed, albeit temporarily. However, it’s hard not to imagine that some of these changes might become permanent. People, undoubtedly, will find more ways to be productive in a more virtual workspace – and, as I write this, I and my team are still trying to figure out the rules of engagement.

As sales professionals, it is hard to pinpoint exactly what the selling landscape will look like, both in the near, and long term. But two things are certain: We need to find ways to maintain some level of productivity during these heady times of social distancing and economic turmoil; and, though it’s hard to picture now, eventually, the threat will pass, the clouds will part, and we will need to be ready to resume activities in the new normal.

Committing to Sales Training For the Long Term


Sales Coaching, Sales Training

When last we met, we discussed the importance of embracing change as a means of improving your sales throughput – and further, that integrating new sales strategies is an exercise rooted in patience, and not in quick fixes.

My particular interest around this topic, understandably, is based on observations I’ve made after years of leading our IMPACT Sales training program here at The Brooks Group.

My goal, then as in now, is simple: Get the Sales Training lessons to stick – PERMANENTLY. We’ve trained tens of thousands of sales professionals, and we find that most go charging out of the training room, ready to take on the world. But without a committed, top-to-bottom plan where change is supported and committed to for the long haul, it’s inevitable that the lessons become undone.

5 Keys to Maximizing Online Communication and Remaining Relevant


Sales Culture, Sales Performance Improvement

Technology has made it a difficult time to be a human during online communication – advances like artificial intelligence, machine learning, and bots have mitigated the need for organic beings to be involved in many aspects of the selling paradigm.

Fortunately for those of us who walk upright, humanity is still critically important – particularly given the importance of consultative selling as a means of resonating with buyers.

The Consultative Selling Keys to Agriculture Sales Success


Sales Performance Improvement, Sales Training

So, you’ve embraced the concept of consultative sales training; you understand your responsibility as a trusted advisor to be attentive and to put your client first, and you’re ready to take your new mandate to the field.

But, before you go charging into the unknown, one last question: Are you truly an expert on your client’s business and industry? I mean, have you REALLY taken the time to understand the landscape?

Maintaining Sales Management Goals During Turbulent Times


Sales Coaching

The world, today, doesn’t just seem different – it is different. With daily reminders of the power of the Coronavirus, and its companion COVID-19 infection, to bring markets, enterprises – and yes, even normal daily activities – to a sudden, shuddering halt, we are all looking for a way to navigate this new reality.