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The Center for Sales Strategy Blog

Beth Sunshine

Beth Sunshine

Recent Posts by Beth Sunshine:

How to Recruit and Retain an All-Star Sales Team

salespeople trainingThe Tour of Duty Framework

There are so many young people out there with innate talent and tremendous potential… but zero sales experience

Topics: hiring salespeople sales management Talent training sales training

3 Ways to Increase Productivity on Your Sales Team

increase productivity sales teamPeople who use their strengths every day are six times more likely to be engaged in their jobs, and they will have 12.5% higher productivity (Gallup.com).

Topics: sales management coaching

The Key to Turning Talent into Performance in Sales

sales performanceNothing fires me up like facilitating the Talent Focused Management live simulation workshop. The lessons are powerful, and the takeaways are career-changing! Following last week’s workshop, I asked our participants to share one of their greatest lessons learned from the program, and one response really stood out for me. 

Topics: sales performance sales management Talent

How to Know if You’re in the Right Job

 

talent-are-you-in-right-jobRecently I read an article by James Altucher, author of The Power of No in which he explained, “I’m going to be dead for about 9 or 10 trillion years. And only alive for the next 40 or so.” Pretty depressing stuff there, Mr. Altucher, but actually a little inspiring too. It puts things into perspective, right? We have a short window of time to make our mark on this world while at the same time, finding happiness.

Topics: hiring salespeople employee retention

Talent and Personality Assessments: What’s The Difference and What to Look For

iStock-692740076 (1)-646015-edited

Recruiting and hiring top talent is a tall order!  But it is critical for success in a sales organization.

Topics: hiring salespeople Talent

How to Hire Better Salespeople and Decrease Turnover

how to hire better salespeople

Topics: hiring salespeople Talent salespeople talent dashboard

How to Set Yourself up to Recruit and Hire Top Talent this Year

Keeping_a_Talent_Bank.jpg

Here it is, the beginning of another new year and the perfect time to make sure you are setting yourself up for success in 2018. If you manage people, one of the best ways you can do this is to ensure that you have a strong talent bank — even if you do not plan on making a single hire. 

A strong talent bank allows you to set the bar high for your team, hold people accountable to meeting expectations, and move forward without missing a beat if one of your people chooses to leave.

Here Are 5 Pro Tips for Strong Recruitment and Selection in 2018:

Topics: hiring salespeople Talent

What You Can Change Today to Increase Sales Performance Tomorrow

Golden-rule.jpg

“Do unto others as you would have them do unto you.”  

I would bet, like the rest of us, you learned this Golden Rule in Kindergarten and you were probably raised to believe you should always treat others as you would want to be treated.

It sounds great in theory, and I applaud your kindness and compassion, but make no mistake, the Golden Rule does not work when developing people.

WHAT?!

It’s true. The sentiment is nice, but it just doesn’t work.    

Topics: sales management Talent coaching

How to Develop a Great Sales Hunter

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My recent article on how to hire a great sales hunter stirred up great conversations about how to coach and develop those hunters once they are onboard. Great stuff, so I want to share it with you!

The best way to grow an organization is to grow each of the people within that organization, including your sales hunters. Great managers do this by keeping the natural behaviors of these people top of mind and committing to a handful of strategies to maximize their strengths. 

When we studied the very best new business developers out there, we found 6 specific behaviors that great sales hunters had in common. We also discovered the best ways to maximize these natural strengths and help them to turn raw potential, or talent, into performance.

Here are our Pro Tips on how to develop each of the 6 behaviors commonly found in the best new business developers out there:

Topics: sales management Talent coaching

How to Hire a Great Sales Hunter

hunter.jpg

Simple life lesson: One of the best ways to find exactly what you need is to know exactly what you’re looking for.

We regularly work with hiring managers and recruiters to clearly define the role they are working to fill so they know exactly what they need for superstar performance. This morning I received an email from a sales manager asking which talents he should look for to hire a strong sales hunter. Great question! So good, in fact, I thought I’d share my response with you.

Topics: hiring salespeople Talent