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Are your salespeople making sales without understanding whether they’re good sales for the business?

A salesperson can hit their numbers and still have very little understanding of profit, margin, return on investment or how the customer they’re selling to makes money.

In this episode of The Reality is Sales Training, Bob and Jeremy look at what it means to have a commercially minded sales team and why salespeople need to understand the business behind the sale.

They discuss how commercial awareness can change the way people think about customers, value, targets and their own performance, before sharing a practical exercise sales managers can use in their next team meeting to find out just how commercially aware their people are.

If you lead a sales team and want your people to think beyond simply making the next sale, this is a useful place to start.

To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

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Sales managers and team leaders spend a huge amount of time trying to move people from “capable” to consistently good.

Most teams have a few strong performers, a few people who need a lot of support, and a large middle ground where standards can drift depending on confidence, pressure, energy, or habit.

In this episode, Bob and Jeremy talk about what raising standards looks like in practice and why consistency matters so much in sales teams.

They explore the coaching conversations that help people improve, the behaviours that can damage customer trust, and why some salespeople hit targets in ways that create bigger problems later on. There’s also a simple four-step coaching framework for leaders who want clearer conversations around performance, behaviour, attitude, and development.

The episode also covers:

• helping people understand the “why” behind expectations
• defining what good looks like
• closing the gap between current performance and consistent performance
• what to do when somebody slips back into old habits
• and how to recognise when coaching has stopped moving somebody forward

A practical episode for sales managers, team leaders, and anyone responsible for improving performance while keeping people engaged.

To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.

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How well do you know your competitors?

In this episode, Bob and Jeremy look at how sales managers and team leaders can respond more effectively to competitors. Instead of relying on assumptions, they explore the value of running real competitor checks – picking up the phone, testing the buying experience, and seeing what happens.

They talk about how competitor behaviour, not just products or pricing, can influence sales performance, and how teams can use simple benchmarking to improve their own approach.

There’s also a practical look at identifying gaps in the customer experience and using them to strengthen your position in a competitive sales market.

To find out more about our work and to see what we could do to help your organisation, visit www.realitytraining.com.