Authored by Tyler Haynes, Licensed salesQB, Nashville, TN
The sales landscape is shifting faster than ever. Technology, remote work, and rising client expectations have changed the way prospects and customers buy—and the way your sales team needs to operate. If you want your business to stay ahead, here are five action steps you can take right now to lead your team to success:
1. Coach Your Team on Prospect Self-Education
Today’s prospects are doing their homework long before they ever talk to a salesperson. They’re reading reviews, watching videos, comparing solutions, and educating themselves online. By the time your team gets a meeting, the buyer may already know as much about your product as some of your own staff. Encourage your salespeople to go beyond providing information—train them to offer insight and guidance that prospects can’t find on their own. Make it a habit to ask prospects what they’ve already learned, clarify misconceptions, and tailor your team’s expertise to each unique situation.
2. Audit and Manage Your Company’s Digital Presence
First impressions are happening online, not in the conference room. Prospects are researching your business, your leadership, and your salespeople before you ever get a chance to introduce yourselves. Regularly Google your company and key team members. Use an AI tool like ChatGPT to see what information is out there. Is your website up to date? Are your team’s social profiles professional and active? Are you sharing valuable insights on LinkedIn or other platforms? If you find outdated or unflattering information, take steps to update or address it. Your digital reputation is often your first impression—make it count.
3. Train Your Team to Ask Better Questions
Move your team beyond the standard “What do you need?” or “How can I help?” Instead, coach them to dig deeper with questions like, “What’s changed in your business over the last year?” or “What’s keeping you up at night right now?” These questions show your team cares about more than just making a sale and help uncover real opportunities to add value. Encourage your team to listen for what’s not being said—sometimes the real issue is under the surface. The best salespeople are the best listeners, and they know how to ask the questions that get to the heart of the matter.
4. Prioritize In-Person Connections—Strategically
The virtual space has changed the way we interact, making it easier to connect but harder to truly stand out. Video calls and emails are convenient, but nothing replaces a handshake or a face-to-face conversation. Depending on your industry and relationship, aim to have your team see every client at least once a quarter, and your best clients every four to six weeks. Set quotas for in-person appointments or outings, and put them on the calendar like any other critical business activity. These meetings build trust, keep your company top of mind, and turn business relationships into real partnerships. The people who are a part of your physical life are the ones who remember you when it matters most.
5. Foster a Culture of Curiosity and Continuous Learning
The best sales teams are always learning—about their clients, their industries, and the world around them. Encourage your team to read industry news, attend webinars, and ask clients what trends they’re seeing. Don’t let anyone assume they know it all, even if they’ve been in the business for years. The more curious your team is, the more opportunities they’ll uncover, and the more value they’ll bring to every conversation. Curiosity keeps your team adaptable, and adaptability is the key to thriving in a market that never stands still.
Bottom Line:
The sales world isn’t slowing down. The business owners and teams who adapt, connect, and keep learning will be the ones who thrive. Start with these five steps, and you’ll be well on your way to staying ahead of the curve—no matter how fast things change.
Why Consider a salesQB Fractional Sales Manager?
If you’re feeling the pressure of leading a sales team through all this change, you’re not alone. Many business owners find themselves stretched thin, trying to keep up with new technology, shifting buyer behavior, and the demands of coaching a team. That’s where a fractional sales manager can make all the difference. With deep experience across industries and a fresh, outside perspective, a salesQB fractional sales manager can help you implement these action steps, develop your team, and drive results—without the cost or commitment of a full-time hire. If you want to thrive in today’s fast-changing environment, bringing in a salesQB might be the smartest move you make this year.
