--- title: Better Than You Believe (A Note to the Sales Leader) | The Sales Blog description: Your salespeople are better than you think they are. They deserve more credit than you sometimes give them. The job your salespeople do is more difficult that you think it is. Selling is more difficult now than when you did it. It’s much more challenging, and in some ways, it isn’t the same at all. […] image: https://www.thesalesblog.com/hubfs/Imported_Blog_Media/shutterstock_154216694.jpg --- ### [Now booking SKO meetings for 2026/27! 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They deserve more credit than you sometimes give them. The job your salespeople do is more [difficult](http://thesalesblog.com/blog/2011/10/02/none-of-this-is-easy-bring-your-a-game/) that you think it is. Selling is more difficult now than when you did it. It’s much more challenging, and in some ways, it isn’t the same at all. Developing [relationships](http://thesalesblog.com/blog/2013/08/30/relationships-and-competitive-threats/) isn’t what it used to be. It’s tougher and the need to create more value makes opening new relationships a serious challenge. They are trying harder than you might believe, and they need your help. It’s tougher to create [opportunities](http://thesalesblog.com/blog/2013/08/23/your-problem-is-opportunity-acquisition/) than it used to be because people (and companies) are overworked, understaffed, stressed out, and supremely risk averse. Getting the decision to move forward isn’t an easy commitment to obtain. They need your support. Your salespeople are challenged beyond belief when it comes to [pricing](http://thesalesblog.com/blog/2013/07/29/price-is-an-expression-of-value/). Your margin is under constant and continuous assault. Your competitors are part of that margin pressure. And so are your clients (existing and dream clients). Capturing the value they need to capture isn’t easy—if it ever was. They need more help. Your salespeople are better than you believe them to be. But there still not good enough. Your salespeople need more help than you think they do. They need more training, more development, and much more [coaching](http://thesalesblog.com/blog/2012/02/03/the-differences-in-managing-and-sales-coaching/). They need you to invest more time and energy in helping them to succeed if you want them to produce bigger and better results. Your better than you believe you are, too. And you are going to need bring your game up a few notches to lead your sales force on the path you have chosen for them. ###### Tags: [Leadership](https://www.thesalesblog.com/blog/tag/leadership) Post by [Anthony Iannarino](https://www.thesalesblog.com/blog/author/anthony-iannarino) on December 19, 2013 Written and edited by human brains and human hands. ![Anthony Iannarino](https://www.thesalesblog.com/hubfs/ai-blog-profile-crop.jpg) Anthony Iannarino is an American writer. He has published daily at [thesalesblog.com](https://www.thesalesblog.com) for more than 14 years, amassing over 5,300 articles and making this platform a destination for salespeople and sales leaders. Anthony is also the author of four best-selling books documenting modern sales methodologies and a fifth book for sales leaders seeking revenue growth. His latest book for an even wider audience is titled, The Negativity Fast: Proven Techniques to Increase Positivity, Reduce Fear, and Boost Success. Anthony speaks to sales organizations worldwide, delivering cutting-edge sales strategies and tactics that work in this ever-evolving B2B landscape. He also provides workshops and seminars. Connect with Anthony on LinkedIn, X or Youtube. You can email Anthony at [iannarino@gmail.com](mailto:iannarino@gmail.com) [Follow me on my website](https://www.thesalesblog.com/anthony-iannarino) [Follow me on Facebook ](https://www.facebook.com/thesalesblog) [Follow me on LinkedIn ](https://www.linkedin.com/in/iannarino/) [Follow me on Twitter ](http://www.twitter.com/iannarino) [![AISA-square-ad-SKOs-26-27](https://www.thesalesblog.com/hs-fs/hubfs/AISA-square-ad-SKOs-26-27.jpg?width=400&height=400&name=AISA-square-ad-SKOs-26-27.jpg)](https://www.thesalesblog.com/authority) [![ai-cold-calling-video-sidebar-offer-1](https://www.thesalesblog.com/hs-fs/hubfs/ai-cold-calling-video-sidebar-offer-1.jpg?width=318&height=179&name=ai-cold-calling-video-sidebar-offer-1.jpg)](https://www.thesalesblog.com/free-cold-calling-video) ![how-to-lead-ebook-v3-1-cover (3)](https://www.thesalesblog.com/hs-fs/hubfs/how-to-lead-ebook-v3-1-cover%20(3).jpg?width=768&height=994&name=how-to-lead-ebook-v3-1-cover%20(3).jpg) ### How to Lead: The Leadership E-Book As leaders, we're faced with decisions everyday—not all of which are easy to make. Learn how to make those tough decisions, hold yourself and your team accountable, and build a legacy with How to Lead: The Leadership E-Book. [![DOWNLOAD EBOOK](https://no-cache.hubspot.com/cta/default/2922376/d345d648-812a-428a-81e4-53ce30822212.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d345d648-812a-428a-81e4-53ce30822212) ## Are You Ready To Solve Your Sales Challenges? ![Anthony-Solve-Sales](https://www.thesalesblog.com/hs-fs/hubfs/Anthony-Solve-Sales.png?width=290&height=221&name=Anthony-Solve-Sales.png) Hi, I’m Anthony. I help sales teams make the changes needed to create more opportunities & crush their sales targets. What we’re doing right now **is working**, even in this challenging economy. **Would you like some help?** [![Solve for Sales](https://no-cache.hubspot.com/cta/default/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035.png)](https://cta-redirect.hubspot.com/cta/redirect/2922376/d3a4938b-2008-4a27-8b44-7b2223f6d035) ### Join my Weekly Newsletter for Sales Tips Join 100,000+ sales professionals in my weekly newsletter and get my *Guide to Becoming a Sales Hustler* eBook for FREE! --- ```json { "@context" : "http://schema.org/", "@type" : "BlogPosting", "author" : { "@type" : "Person", "name" : "Anthony Iannarino" }, "dateModified" : "2022-06-16T3:27:54 PM", "datePublished" : "2013-12-19 21:00:15", "description" : "Your salespeople are better than you think they are. They deserve more credit than you sometimes give them. The job your salespeople do is more difficult that you think it is. Selling is more difficult now than when you did it. 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