One thing readily apparent to anyone who works in sales is that the landscape is changing faster than ever. While the advent of new technologies has eased burdens and streamlined processes, today’s buyers are more advanced and armed with greater resources than their forebears, making it more difficult for sales professionals to differentiate themselves and consistently provide innovative solutions for their clients. As sales professionals strive to be more sophisticated, the challenge is greater for sales managers and leaders to understand the changes in the selling industry and equip their teams with the tools and skills they need to remain successful.

Through our research, we have identified several key areas in which high-performing sales leaders must excel in order to help their teams maximize their potential:

• Understanding sales coaching and its importance to sales performance
• Using data to effectively lead others
• Possessing the qualities of high-performing sales leaders