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The Center for Sales Strategy Blog

Mindy Murphy

Recent Posts by Mindy Murphy:

How to Increase Productivity and Promote Teamwork with a Remote Workforce

promote teamwork with a remote workforceMore people than ever before are working from home. According to a Gallup survey, 43% of employees said they spent time working remotely in 2016. That number is up 4% since 2012.   

Topics: employee retention Management Talent

How to Set New Hires Up For Success and Decrease Turnover

onboarding plans when hiring salespeopleMany managers I work with have strong and detailed onboarding plans for new hires, but in general, onboarding is something that often does not get enough attention from managers. If you haven’t given it much thought, you might want to consider enhancing your plan.

Topics: Talent onboarding

The Secret to Finding Your Next Sales Superstar

finding your next superstar salespersonSuperstar salespeople have a unique combination of talents that lead to excellence, and this combination of talents is very rare. It can be tough to find the people with all of the right "stuff" who have the potential for greatness.

Topics: hiring salespeople Talent salespeople

Talent is Not Enough for Sales Performance

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It’s not enough to just have talent. You have to practice and use your talents in order to improve and make a positive impact on the people around you.

Professional athletes spend countless hours practicing and training in order to improve their performance. What if you could spend more time on your talents?

One of my favorite ways to help managers turn their talent into performance is through our executive coaching program, Talent Insights. During this program, I get the chance to help sales managers identify their unique talents, better understand how their talents are coming across to others, and determine action steps they can take to use their strengths and improve their performance.

Topics: sales management Talent

Are You Crippling Your Sales Growth By Not Delegating Effectively?

Delegation

“That’s okay, I’ll just do it myself.” I have uttered those words many times in my life and regretted it because I put too much on my plate, or because I offended the person I said it to. 

It may seem quicker and easier to do work yourself because it takes time to ask someone for help, explain what you need, and hand off the responsibility to others. The problem is, over time, that way of thinking negatively impacts productivity and growth. 

Recently, I was talking with a sales manager who said, “By the time I explain how to do this, I could just do it myself.” That may be true, but I told him to think about how that impacts the development of his direct reports. People will not grow if you do not give them responsibility in an area of strength. If they’re not using their talents, they are not growing. It’s not just about getting the work done, it’s how you grow and develop people. 

Topics: Talent

3 Ways to Help Top Salespeople Perform at Their Best

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Recently I went to my daughter’s last soccer game of the season and it was thrilling to see how much the girls have grown in the past year. They are a talented group with a couple of great coaches who have helped them develop their talent. 

The day of the game, their moves on the field were impressive. They were superstars, but I noticed during halftime that despite incredible talent on the field, one of the girls needed help tying her shoes. Without hesitation, her coach bent down and tied them. This same child dribbled the ball around everyone and scored twice against a great defense, but she still needed some very basic help from her coach before she could get back in the game.   

Sometimes you have to tie shoelaces to be a good coach!  

It immediately made me think about coaching a talented sales team. 

Their strengths are impressive. The more you coach them, the more they grow, but each one of them may need very specific support and coaching in order to perform at their best.

How do you get even more out of your top performers?

Topics: Talent coaching

Increase Sales Performance With a Pat on the Back – Not a Kick in the Pants!

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I’m sure those of you who are parents can relate to my recent struggle to get my 8-year-old to clean her room. A messy bedroom is often a bone of contention between parents and children. I tried numerous tactics to get my daughter to clean her room, and I heard every excuse for why she couldn’t clean up including, “I can’t because my hands are tired.”

Then, it dawned on me! Why am I threatening her with unpleasant consequences like timeout or no TV time, when I know a little encouragement works like a charm?

Topics: Management Talent

How to Get the Most from a Sales Candidate Interview

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Do you ever tell horror stories about the worst hire you ever made? These bad experiences tend to stand out, don’t they?

High turnover is a big problem for many sales organizations and hiring the wrong people for the job can be a big contributor to that turnover. It’s extremely important that you hire people with the right talents for the position.

Do your due diligence before you hire someone so you are not surprised by mediocre performance later. Perfecting your interview process will help you to put the right people in the right positions.

Here are some tips on how to get the most from a candidate interview:

Topics: hiring salespeople Talent Sales

8 Characteristics of a Winning Sales Coach

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There are tons of books, blogs, and articles about what it takes to be a great sales coach and manager of people. I often talk with managers who want to hire top-notch sales coaches and the list of their requirements is usually a long one—including experience, past successes, and “must have” talents. It’s definitely a hire you want to get right!

There are many natural behaviors and characteristics that make a sales coach really great, and it is important to uncover the intensities of these talents before you hire someone.

Here are 8 characteristics of winning sales coaches:

Topics: hiring salespeople Talent Sales

5 Practical Ways to Help Salespeople Build On Their Strengths

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A new school year is right around the corner – time for back-to-school shopping and wrapping up summer reading. In preparing for the new year, I came across a poster that my son’s class completed at the end of last year. Each student took home a poster full of compliments from classmates and teachers. In reading through my son’s, I realized that many of the “compliments” were about his talents. For example his teacher wrote, “You are my little leader. You set the mood for the class. If you say ‘yes,’ everyone will follow.” 

I am already noticing that leader talent in my 11-year-old, and others are picking up on it as well. That’s because our strengths are hard-wired in us from a very early age, and when they are strong, people notice and appreciate them. 

Topics: Talent Sales coaching