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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.

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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 felt awkward talking about price, or found yourself discounting too quickly, this one will hit home.

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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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 outcomes to help people decide, and avoiding the habits that stop salespeople going back to warm prospects. There’s also a look at the mindset issues that get in the way, and a follow-up phrase that probably needs to disappear from sales conversations for good.

If deals are stalling after a strong start, this episode will help you get clearer, more consistent, and more effective with your follow-up.

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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When buyers tell you what matters most, do you really use it?

In this episode, we explain Valued Added Propositions (VAPs) - how to take what your customer actually tells you and turn it into clear, relevant value that makes them feel heard.

Instead of reeling off features or trying to sound clever, it’s about showing you’ve listened and linking what you offer to what really matters to them.

You’ll learn how to extract the top three buying priorities with open questions, then turn them into simple “you told me/it does/which means” statements.

We also look at why VAPs work well beyond the pitch:

• In follow-up emails
• To handle objections
• In proposals
• When training your team to personalise value

All of our examples show why value that fits beats value that just sounds good. And because The Reality is Sales Training is all about bite-sized learning, the episode’s just 13 minutes – perfect for your next coffee break.

Leading a team? Share this one with them – it’s a great way to help people link what they sell to what customers care about.

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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Ever finished the day feeling like you’ve worked hard but achieved little?

In this episode of The Reality is Sales Training, Bob and Jeremy get straight into the idea that time really does equal money in sales – and how to make every hour count.

You’ll hear practical, no-fluff strategies for managing your day, protecting prime selling time, and getting more out of every call, conversation, and opportunity.

They cover:

· The Success Six: A 100-year-old method that still works today

· Why ‘worst first’ frees your focus and builds momentum

· How to block out prime selling time (and keep admin at bay)

· Covey’s urgent vs important matrix (and how salespeople often get it wrong)

· The Three D’s: Delay, delegate, delete

· The two-minute rule that keeps small tasks from stealing your day

· The end-of-day check: Accomplished or exhausted?

This episode is full of simple tools and sales productivity tips you can use immediately to sharpen your focus, boost your revenue, and finish your day with time and energy to spare.

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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Every salesperson faces difficult periods, but your response to these challenges defines your long-term success. This candid exploration of sales resilience provides practical strategies for navigating the inevitable ups and downs of sales performance.

We begin by acknowledging a fundamental truth: tough months happen to everyone. Whether due to seasonal business cycles, market fluctuations, or simply following an exceptional performance period, sales slumps are normal. The difference between top performers and others lies not in avoiding these downturns but in how they respond.

One particularly powerful strategy we examine is revisiting previous leads that weren't fully closed. As the great Zig Ziglar noted, "People don't change their minds, but they can make a new decision based on new information." Through a realistic role-play scenario, we demonstrate exactly how to approach past prospects with something genuinely new and valuable while validating their previous decision rather than making them feel wrong.

Beyond tactical approaches, we delve into the critical mindset components of resilience. Your feelings directly influence your behaviours, which ultimately determine your results.

Perhaps most importantly, we challenge the limiting effect of target fixation. By shifting focus from arbitrary numbers to delivering genuine value in every customer interaction, you not only serve customers better but often achieve better results naturally. Remember - customers don't care about your targets.

Ready to transform how you handle sales challenges? Visit realitytraining.com to discover how our training programmes can help your entire team develop the resilience needed for consistent long-term success.

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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Still opening with “Can I help you?” or “How are you today?”. It might be doing more harm than good.

In this episode of The Reality is Sales Training, Bob and Ann explore why the most common ways to begin a sales conversation often fall flat – and what to do instead.

Whether you’re speaking to customers in person, over the phone, or through digital chat, your first ten seconds can shape the entire interaction. From more natural openings to smart ways of showing you’ve done your research, this episode gives you practical ideas that build real engagement and credibility.

You’ll learn:

· Why greetings like “How are you today?” often feel insincere

· How to open in a way that feels natural and gets real responses

· What a small shift in your opening line can do for first impressions

· Tried-and-tested examples that work across industries

If you want to improve the way you start conversations and set the tone for better outcomes, this one’s worth a listen.

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