The Reality is Sales Training

20 Episodes

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How to Make Your Sales Team More Commercially Minded

2026-09-1511:09

Send us Fan Mail 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 ...

Sales Managers & Team Leaders Coaching - How to Raise Sales Standards

2026-05-1909:38

Send us Fan Mail 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 co...

Sales Managers & Team Leaders: How to Respond to Competitors

2026-04-1406:04

Send us Fan Mail 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 t...

Price Integrity & the Awkwardness of Discounting

2026-03-2510:59

Send us Fan Mail Why do so many salespeople reach for a discount the moment things get uncomfortable? In this episode of The Reality is Sales Training, Bob and Jeremy look at price integrity – why it matters, and what happens when you don’t believe in your price. They explore why arbitrary discounting creeps in, how your own mindset affects how you present cost, and why confidence in value is what really drives sales. There’s also a simple takeaway: say the price… and stop. If you’ve ever fel...

Sales Follow-Up: The Part Most Salespeople Get Wrong

2026-02-0910:02

Send us Fan Mail A lot of sales fall apart after a good first conversation. Interest is there, the meeting goes well, and then the follow-up never quite lands. In this episode, Bob and Jeremy talk through what effective sales follow-up looks like. They cover how to set it up properly in the first place, how to agree next steps that actually stick, and why so many opportunities get left hanging. You’ll hear practical advice on managing follow-up without overcomplicating it, using proof and out...

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