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The Center for Sales Strategy Blog

What Does “Sales Strategy” Mean Anyway?

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I hear managers and execs talk all the time about the importance of sales strategy. “Strategy” is one of the words that gets used a lot. (In fact, Webster’s Dictionary says it is in the top 10% of most popular words.) After all, who gets heat for talking strategy? C’mon!

The problem I see in the field is that most sales “strategies” are not really strategies at all. If you look at that definition of strategy, you see, “a careful plan or method for achieving a particular goal, usually over a long period of time.” That means a strategy doesn’t change (or if it does change, this doesn’t happen very often), is long-term, and describes a set of consistent behaviors. Many sales strategies I see are more like tactics: making more calls in a defined period of time, approaching a new group of prospects, or introducing new offers to move the market forward. I am not saying these things are bad, but I am pointing out they are tactics, not strategies. Tactics can be helpful IF they support a strategy.

Topics: sales strategy Sales goals

Fail to Plan, Plan to Fail

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As we dive into fourth quarter, life starts to pick up the pace from lazy summer days to hectic school and work days. Traffic is heavier, vacations are over and the hustle and bustle of the holidays starts to take shape. Before you realize, it’s a new year (with new budgets!). Avoid being caught come January 2nd and make a plan now to set yourself up for success in the coming year. As Benjamin Franklin so famously stated, “If You Fail to Plan, You Plan to Fail.”  There is so much truth to this statement. 

Topics: sales management goals

"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

What Smart Sales Managers Understand About Vision

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I was talking to a client last week who was feeling defeated because his team was not meeting every goal he had set out for the year. I get it, good sales leaders hate to lose and should be upset when they don’t deliver the number. But this is a very strong team, delivering strong performance. And they keep setting tough goals in lots of different areas. They have a big vision for where they are going! They aren't going to be able to hit every goal, every time.

Topics: leadership goals vision

3 Things to Start Doing Right Now to Hold Yourself Accountable

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Today's post is from Kelly Klein, Business Development Sales Manager of KSDK-TV NewsChannel 5. Kelly is a highly driven, performance-focused sales leader with 14+ years of experience in media sales. She has a track record for developing high performing sales teams with ingenuity and strategic business plans.

Topics: salespeople goals