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Sales E Books

The Center for Sales Strategy Blog

Have You Conducted a Talent Check Up Lately?


Our sales departments are filled with Sales Managers, Directors of Sales, VPs of Sales, and even Chief Sales Officers who are charged with generating sales and growing business. What we don’t typically find in a sales operation is a  “Talent Manager” or “Talent Coach" — even though the best sales leaders out there know that the best way to drive sales is to hire exceptionally talented salespeople.  

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Topics: hiring salespeople, employee retention, developing strengths, motivation, Talent, Sales

You Can Get Anything You Want in Life, If…


Do you know the rest of the quote? Well, here it is… "you just help enough other people get what they want." So, who said this? Perhaps you might think this came from the leader of a social services organization, or perhaps from clergy or some Eastern philosopher. But that's not where this quote came from. It actually came from a long time, well known motivational speaker in the sales arena. That's right, some of you know it was the venerable Zig Ziglar who said that. Pretty heady words from a guy who got his start selling pots and pans door-to-door, eh?

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Topics: customer focus, Needs Analysis, developing strengths, Sales

Are You Doing What You Were Born To Do?

Most of us spend a lot of time trying to figure out what we are supposed to be doing with our lives. We wonder whether we are on the right path and if we are using our strengths as we should.    

Although some discover their passion and their purpose at a young age, for most, this is part of a life-long journey. Regardless of your age or experience, it may be easier than you think to spot the tell-tale signs of talent and figure out what your strengths are! Then, once you have pin-pointed your strengths, it’s just a matter of seeking additional opportunities to use them.

Many years ago I had the opportunity to hear Marcus Buckingham speak. He explained the difference between a strength and a weakness in a way so simple that a small child could understand—yet it was powerful enough to change how grown adults think. Don’t quote me here, but essentially what he said was that when you do something that uses a strength, you feel strong. Even after hours of practice, although you may be tired, you are left feeling energized and eager. When you do something that is a weakness for you, you feel weak. At the end, you feel depleted, disengaged, and you are ready to stop.

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Topics: developing strengths, Talent

Coaching Salespeople: Handle with Care!

Coaching_SalespeopleHave you noticed that almost everything you interact with throughout the day comes with recommended care instructions? Some are simpler than others, but for the most part, there is a certain way that everything must be treated in order for it to thrive.

I may not always do it, but I know that I am supposed to:

  • Wash wool sweaters on cold and then lie them flat to dry
  • Change my AC air filters every 3-6 months
  • Wash my workout clothes without fabric softener in warm water and then dry on low
  • Run 48 ounces of undiluted white vinegar throug
    h my Keurig every 3-6 months
  • Feed my puppy ¼ cup three times a day, and make sure there are no meat by-products in her food
  • Keep my orchids in bright, but indirect, sun although they require some time in the shade

But, I’m the first one to admit that I have ruined more than one delicate garment by accidentally throwing it in on hot and drying it until it shriveled like a raisin. As a matter of fact, an unfortunate number of my possessions have passed through my hands as if disposable because I didn’t read the care instructions—or even more likely—I was just moving too fast to be able to give them the totally customized care they needed.

Of course I’m not writing this article to teach you how to wash your delicates. Let’s agree, a silk top is a silk top. It can be replaced. But what if we’re talking about a person? It’s not so easy, or inexpensive, or even humane to replace a person because you failed to know how to care for him. That’s a whole different league of handling with care!

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Topics: developing strengths, Talent, Sales

Ten Ways to Increase a B2B Salesperson's Productivity

The job of a sales manager is a challenging one. One of the biggest challenges that they face is how to keep a team of sellers motivated and producing quality results.

Some of the best ways to make salespeople more productive don't include spending a fortune or sending them through another training class. A few of the best ideas are ones that help to reduce administrative burdens and increase time in the field or on the phones. 

The following are 10 ways to increase a B2B salesperson's productivity:

1) Make Sure They Have Up-to-Date Technology

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Topics: Management, developing strengths, sales performance

Ten Ways to Increase B2B Sales Performance with Successful Feedback

Leadership DevelopmentMy afternoon was filled with pat-a-cake and peek-a-boo, and that doesn’t happen very often around here! Smack-dab between my 2:00pm Sales Talent Interview and my 3:30pm talent coaching call, my daughter (who is working this summer as a nanny for an 11-month old cutie named Tripp) popped by my office with an armload of squealing energy.  

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Topics: Management, developing strengths, Talent, Sales