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The Center for Sales Strategy Blog

Leaders Should Focus on Two Things When Celebrating

fireworksIt's healthy for people and organizations to celebrate victories—that's a given! Some managers miss the chance to lead effectively when it comes to setting and celebrating goals. Effective leaders focus on two things in this area. They decide what goals are worthy of celebration and how big the celebration should be.  

Topics: Management sales strategy sales management Talent

7 Ways to Develop a Successful 2012 Revenue Plan

sales plan

Let's start with agreeing that simply hoping that things will go back to the way they used to be is not a strategy you can count on.

Topics: new business development Management sales strategy sales performance sales management Sales

How to Build a Winning Team for your Sales Organization

steelersIf you'd like to build a winning sales team, take a look at the Pittsburgh Steelers. As a Cleveland Brown's fan, this breaks my heart to admit this fact; however, one look at the bottom line (wins) tells the story. Here are 5 things that you could do to build a winning sales tradition like the Steelers:

Topics: Management sales management Talent Sales

When I Grow Up I Wanna Be A Sales Strategy Expert!

chefHonestly, that is not something that ever came out of my mouth… nor did it ever come to mind. When I was a kid I wanted to be a chef because I loved to cook and eat. I wanted to be a Michelle Pfeiffer in Grease 2. I wanted to be a Madonna (before she did all the weird stuff). After watching A Few Good Men, I wanted to be a lawyer, and for a brief moment, I worked at Express and thought I wanted to be a fashion merchandiser. Why didn’t I dream of becoming a sales person or better said, an expert in sales strategy?

Topics: hiring salespeople Management sales performance Sales

Sales Strategies for the New Year: It's never too late to get close to your top spending accounts

clockThe new year is almost here. Do you know everything you should about your top spending customers? If you are serious about improving sales performance in the coming year, here are 5 things you should know about all your accounts, especially your top spenders:

Topics: new business development Sales

5 Ways Your Sales Organization Can Deliver a 95% Renewal Rate

calendarMost sales organizations would be ecstatic if they could retain 95% of their customers from year-to-year. The reality is too few come close to this high standard.

Topics: setting expectations sales performance Sales

Coaching Sales People: Sales Meetings Are Expensive and Overrated

sales meetingIf you add up the value of everyone who sits in on a sales meeting—including yourself—you’ll realize how expensive sales meetings are. You should also remember the best training takes place in the field, with real accounts, not in a conference room with theoretical examples. But, there are still some legitimate reasons for having a sales meeting: education, training, team building, problem solving, positive psych and recognition. 

Topics: Management successful sales meetings Sales