Being a sales leader sucks
Sep 26, 2025
Sales leaders get a kicking on LinkedIn
Mostly unfairly
I think the majority want to do a decent job
A job that involves spinning many plates
Having a decent sales process helps
Why?
1. It shifts the role of the leader
From forecast wrangler or KPI tracker to coach, strategist, and enabler
2. It helps sales leaders focus on what actually drives performance
Rather than obsessing over activity metrics or dashboards, they can guide teams on the right thinking, conversations and outcomes
3. It embeds elements of the chosen framework as a shared language
Across coaching, pipeline reviews, 1:1s and onboarding
Now you’re not just 'checking in' you’re checking real progress
The VALUE Framework does this
Over the next couple of weeks I'm going to share how to lead and coach each part of VALUE:
🔸Validate – Help salespeople focus on the right opportunities
🔸Align – Equip them to do the right research
🔸Leverage – Coach better, braver sales conversations
🔸Underpin – Strengthen solution confidence and positioning
🔸Evolve – Encourage strategic account growth and retention
There are a load of free resources to go with this
If you see something that piques your interest get in touch and I'll point you in the right direction
Mostly unfairly
I think the majority want to do a decent job
A job that involves spinning many plates
Having a decent sales process helps
Why?
1. It shifts the role of the leader
From forecast wrangler or KPI tracker to coach, strategist, and enabler
2. It helps sales leaders focus on what actually drives performance
Rather than obsessing over activity metrics or dashboards, they can guide teams on the right thinking, conversations and outcomes
3. It embeds elements of the chosen framework as a shared language
Across coaching, pipeline reviews, 1:1s and onboarding
Now you’re not just 'checking in' you’re checking real progress
The VALUE Framework does this
Over the next couple of weeks I'm going to share how to lead and coach each part of VALUE:
🔸Validate – Help salespeople focus on the right opportunities
🔸Align – Equip them to do the right research
🔸Leverage – Coach better, braver sales conversations
🔸Underpin – Strengthen solution confidence and positioning
🔸Evolve – Encourage strategic account growth and retention
There are a load of free resources to go with this
If you see something that piques your interest get in touch and I'll point you in the right direction
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