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The Center for Sales Strategy Blog

Tirzah Thornburg

Recent Posts by Tirzah Thornburg:

Building Strong Relationships: Can You Teach That?

salespeople building relationshipsYou have hired your next great seller. You have a strong on-boarding plan, a great training schedule, and amazing people in place to help with training. They are prepared to hit the street, right?

Topics: training salespeople sales training coaching

Giving Sales People a Confidence Boost

sales management coaching salespeopleYou have a salesperson with loads of talent, and they have always been successful. Suddenly, they are underperforming, missing goals, and really off their game. Or, perhaps you have a new hire with a lot of talents. You are expecting a sales rock star, but they just aren’t doing well. What’s going on?! The answer may be hiding in past setbacks, and it takes sales management skill to help them start performing to their potential.

Topics: sales management Talent coaching

The Power of Great Feedback

sales managementAs a person, you probably have an inborn knowledge of what your strengths are personally, as well as professionally. You might be a great cook, a strong tennis player, or great at board games. You know that you create strong relationships with clients, are great at the close, or really creative in helping your clients.

Topics: Management sales management leadership

Why The Talent of Problem Solving is Essential for Sales Performance

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You have a salesperson who has a great, positive attitude. The clients love this salesperson, and he or she does a great job at getting that first appointment and building a relationship with clients.  BUT when clients or coworkers come to this person with an issue, it ruins his or her day — it gets them completely off track and the salesperson just can’t seem to find the way back. What’s the problem?!  Is the individual's positivity not as high as it should be? Is discipline the issue? Actually, what you are seeing may all come back to their problem solving ability.

Topics: hiring salespeople Talent coaching

"You Expect Me to Sell How Much?!" How to Make that Budget Attainable

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When salespeople mention why the left their previous job, you often hear complaints of unreasonable budgets. Along the lines of, 'My sales manager was crazy! There was NO WAY that could hit that budget." As a manager, how do you make budgets attainable? And as a salesperson, how do you meet that goal?!

Topics: sales management goals

How to Write an Effective Personal Marketing Resume

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Recently I have had several managers asking about the value of a personal marketing resume for salespeople that are struggling with getting that initial call. Personal marketing resumes can be valuable in getting a prospect's attention and communicating how your salespeople can help, if done well. So, how do you get a personal marketing resume started, and what do effective ones include?

Topics: Sales personal brand prospecting

The Art of Analyzing Candidate Fit

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What is the first thing you do when you get a completed assessment on a candidate? You look to see if he or she is recommended or not, right? But what is the second thing you should consider with a recommended candidate? You should think about fit. How will the candidate fit with your organization and with your team?

Topics: sales management Talent

Find Those Underlying Talents

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Topics: sales management Talent

How to Turn Your New Hire into a Superstar in the First 90 Days

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You made the perfect hire, one who is talented and eager to learn. He or she had a great first day. Now what? How do you turn that potential talent into a real-life superstar?

Just like the first day, your new hire’s first 90 days need to be planned out. Before the employee starts, you need to have a set plan of how to acclimate the new hire to your company, your team, and your style. In other words, onboarding. The most successful companies have a general onboarding path to follow that includes not just filling out paperwork and getting the grand tour, but a roadmap for training, available mentors, and lots of hands-on advice from managers. Statistics tell us that organizations with a standardized onboarding process have 54% greater new hire productivity and 50% greater new hire retention. Managers' job satisfaction increases 20% when their employees have formal onboarding training.

Not a bad return on investment for thinking ahead. So, how can set your onboarding apart?

Topics: sales management sales training onboarding

To Keep New Hires Happy That They Chose Your Company, Have a Plan for Day 1

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We have all been there. You walk into your new office. You’re excited, maybe a little nervous, but ready to take on this new challenge. And…no one is expecting you. The receptionist says, “Oh, was that today?? No one told me. I’m not sure where to have you start…” Bad first impression, sure, but what’s the big deal?

The big deal is that in today’s market, qualified job seekers have choices. Chances are that from the time you agree to hire them to the time they walk in your door, they have had multiple other requests for interviews and maybe job offers. You spent time finding and qualifying just the right person for this position. Do you want your new employee to walk away on that first day, thinking about finding a better job?

Topics: hiring salespeople sales management Talent