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The Center for Sales Strategy Blog

Have You Noticed? Showing Appreciation Drives Performance

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An Accenture study, written about in Forbes, found that 43% of employees who are about to quit their jobs cite lack of recognition from supervisors as the reason they would leave. Every time I read that stat I feel convicted that I don’t always show as much appreciation as I should. It’s not that I don’t appreciate the individuals on my team, it’s just that I have so many things fighting for my attention. It’s easy to miss this key leadership responsibility. Many times managers don’t think about showing appreciation until it’s too late—until someone on their team leaves for another opportunity.  

Topics: sales performance sales culture salespeople

Improve Your Sales with Hot Coals

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It's time to pull out the fire pit and get those spring fires burning. You need the right wood to keep a strong fire burning, just like you need the right talent to improve your sales.

Every client I am working with is telling me the changes in business are creating a need for a new breed of salesperson. In this good business climate, there is opportunity everywhere, but taking advantage of that opportunity requires stronger talent than in the very recent past.

This has everyone looking for great new sales talent to bring into their organization, and this pursuit of talent has leaders evaluating their current culture. You need the right culture to attract top talent.

Topics: sales culture Talent

The Five Common Misconceptions of Sales Talent

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I love the ah-ha moments in my job! You know that feeling… when you are talking about something you passionately believe in and then–bam–you can practically see the light bulb go off for the other person. That’s a highlight for me and one I was able to enjoy just this morning. Talking with a new client who has never been exposed to the concept of strength management before, I was struck by how differently we each perceived the talents of the young seller we were reviewing. He was stuck in the old management paradigm of fixing people and hoping for improvement with additional experience until it all finally clicked. While this salesperson had quite a few strong talents, her account list and project responsibilities required her to lean heavily on areas of weakness. The fit was all wrong! 

Topics: sales management sales culture Talent Sales

Are Your Best Salespeople Leaving Money on the Table?

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Top salespeople are often the veterans. They have deep relationships, and when there is an RFP (request for proposal) or a big contract up for bid, they know just how to zero in on that transaction and bring home the biggest share of the business.

The prospect has already decided they are going to spend that money for your product or industry. It's the "money on the table" or the low hanging fruit, and the issue was always about beating the competition.

Transactional business is critical to secure, and the big wins take hard work. But those successes can blind even the best sales reps from rocking the boat enough to look for more opportunities.

Topics: business relationships sales culture Sales

How to Create a Sales Culture Top Talent Will Love

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Sales managers often ask us how to create the kind of atmosphere where talented people want to be. To create a sales culture that attracts and develops top talent, jobs need to contain an element of fun. Fun isn’t all about ping pong tables and fluffy couches—there are so many other ways to create a fun and inviting culture.

Fun can be spelled out many different ways. Here are just a few.

Topics: sales management sales culture Sales

5 Steps in Creating a Winning Sales Culture

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There have been pages written, executive leadership training given and coaches hired all to help sales leaders build winning cultures. And yet the ability to build such a culture confounds many because it isn’t easy.

Topics: sales culture Sales

The Best Way to Sell Change to Management

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In business, change is necessary in order to adapt and grow to meet the needs of prospects and clients. Many companies and business executives tend to resist change, because change is hard and uncomfortable.

As a salesperson or a marketing professional, you probably have some good ideas that would help your company achieve its goals. Maybe you want to implement inbound marketing or add webinars or videos to your marketing mix. But how can you sell your ideas to management?

Proposing your change can be a daunting task, and rightfully so—only 54% of change initiatives succeed. To increase the chances of your idea for change to be successful, it can be helpful to use an organized change management system.

Topics: sales culture

How to Boost Morale for Better Sales

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Now that 2016 is here, how are you going to improve sales? With the arrival of each New Year we set personal goals, or resolutions. Do you set goals? These goals, hopefully, revolve around what’s truly important to you—what you value.

When it comes to sales, what do you value? If the answer to that question is hitting the numbers, then people are simply stepping stones. When you value people first, you'll watch the numbers stack up. The goal is to invest in people. The return on that investment is huge, because people account for a quality sales operation.

Topics: sales culture Talent Sales

Fuel Your Sales Team’s Engine with Premium Positivity and Watch the Magic Happen

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Many books have been written on leadership and many workshops given for leaders on how to build sales teams and influence positive change in cultures. Some observations:

Topics: sales management sales culture

6 Ways Management Can Get the Most from the Talents of Their Team

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The most important job of managers is to coach, develop, and maximize the talents of their direct reports—sales managers developing salespeople and general managers developing sales managers. When people are maximizing the talents they have, sales and productivity will follow.

Here are my top 6 recommendations to improve sales culture and make sure management is getting the most from the talents of the team.

Topics: sales culture Sales