Most sales teams aren’t struggling because they hired the wrong people. They struggle because leaders - often unintentionally, allow bad habits to become normal.
Think about the behaviors that show up day after day:
CRM updates that are late, incomplete, or missing altogether
Inconsistent prospecting activity
Little to no pre-call planning
Managers stepping in to rescue deals instead of coaching through them
If these behaviors are being tolerated, then stalled deals, thin pipelines, and unpredictable results aren’t surprising—they’re logical.
We coach leaders to manage behaviors, not outcomes. Outcomes are lagging indicators. By the time you’re talking about revenue or missed targets, the real issues have already happened weeks—or months—earlier.
Behaviors, on the other hand, are leading indicators.
Want a bigger pipeline?
Coach daily prospecting habits.
Want higher close rates?
Coach upfront contracts and stronger questioning skills.
The role of a sales leader isn’t to hope for better results—it’s to consistently inspect what you expect and reinforce what matters, every single day.
Because when the right behaviors improve, the outcomes take care of themselves.
Sales Training & Sales Leadership Development - Sandler Michigan, EAM Consulting
This perspective is core to the Sandler sales training and sales leadership development programs delivered by Sandler Michigan – EAM Consulting Group, based in Troy, MI. We work with sales leaders and organizations across Michigan to improve sales performance by strengthening coaching behaviors, accountability, and leadership effectiveness—creating sustainable growth through proven sales training systems. Contact if you want to talk further.
