The Sales Leader Blog

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

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.

December 26, 2018
Written By: Jeb Brooks
4 of the Most Popular Briefinar Episodes You Can’t Miss

If you’ve never joined us for one of The Brooks Group’s Briefinars, you might be wondering, “what the heck is a briefinar?”

Let’s review it now:

Briefinar noun [breef-uh-nahr]

A short webinar designed for the busy sales leader who craves quality insight—but needs it in 20 minutes or less.

December 18, 2018
Written By: Will Brooks
Most-viewed blog posts of 2018

This blog – the Sales Leader blog – is designed to provide resources for anyone charged with leading a sales team or improving its performance.

December 10, 2018
Written By: Michelle Richardson
How to Reinforce Sales Training to Maximize Your ROI

A sales training initiative can be one of the most impactful things you can do to improve your organization’s success. The question is, will the training program result in permanent behavior change and lasting sales performance improvement, or will it be a “flavor of the month” that your sales team abandons a few weeks after the experience?

November 29, 2018
Written By: Marcia Neese
12 Tips to Help Your Reps Deliver a Killer Online Sales Presentation

Online sales presentations have become a critical part of almost every B2B sales process. Presenting online reduces many of the cost and time barriers associated with traditional in-person presentations, while modern conferencing technology makes it possible to deliver all of the benefits. 

November 26, 2018
Written By: Steve Hackett
4 Tactics for Asking Great Follow-up Questions on Sales Calls

The key to understanding what a prospect wants and needs lies in the follow-up question.

Great questioning is a skill every successful salesperson has mastered, and the follow-up is a critical part of that questioning process.

November 14, 2018
Written By: Lisa Rose

Few jobs are more demanding than that of the sales manager. Meetings, more meetings, emails, coaching, and reporting are among the mountain of tasks you have to juggle on a daily basis.

With just a few tools and techniques for managing your time better, you can stress less, get more done, and spend time on the high-gain activities that move you and your team forward.