<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

Do You Have A Personal Board of Directors?

personal board of directorsWhether you like it or not, we are faced with a multitude of decisions every day. Some are small, but some are monumental. And while we all like to think we make the best decisions, it's imperative that we seek wise and experience council. A personal board of directors is a group of people you regularly consult for advice or feedback on these major business and life decisions.

Topics: Management sales management personal development

6 Creative Recruiting Ideas to Help Keep Your Talent Bank Full

sales-team-talent-bankManagers often reach out to us looking for creative ways to recruit people to their companies. Unfortunately, most wait until they are in need, when in reality, consistent searching and recruiting to keep their talent banks full would not only prepare them for the future, but also save them money and time when the time comes to fill a position on their team.

Topics: hiring salespeople sales management Talent talent dashboard

Burn Your Ships: A History Lesson About How to Be a Great Leader

ship at seaIf you are a history buff, you may know the story of Cortés and the burning of his ships. In the year 1519, Hernán Cortés arrived in the New World with six hundred men and, upon arrival, made history by destroying his ships. This sent a clear message to his men: There is no turning back.

Two years later, he succeeded in his conquest of the Aztec empire. 

As leaders taking our people into new territories as unknown and potentially hazardous as did Cortés, we need to ensure those we are leading that there is no turning back. He knew how to be a great leader. We need to be certain there is no off-ramp our people can use to avoid the challenges of our own new business worlds. We need to burn the ships.

What Does Burning the Ships Mean Today? 

We’re long past the days of conquistadors, but the story of burning the ships is as relevant as ever. I bet you’re already thinking of some aspect of your company that needs attention right now, that needs your leadership. If you leave the ships in the harbor, your people will see that you’re not fully committing to the transition needed. If you’re not fully committed, why should they be? By burning the ships, by removing any available path back to the previous way, your team will become as fully committed as you obviously are.

Topics: Management sales performance sales management

5 Tips to Help Prevent Burnout in Salespeople

prevent-salesperson-burnoutLast year, Harvard Business Review estimated the turnover in salespeople to be around 27%. In an industry that’s seeing almost double the turnover rate than the overall labor force, it’s essential for managers and leaders to not only know how to recruit great talent that’s an excellent fit for your team, but also how to retain sales talent and improve their performance over the years. 

Topics: hiring salespeople sales performance sales management sales training coaching

What Do Practice, Coaching, and Feedback Have in Common? They Matter.

basketball practice"It's strange to me too, but we're talking about practice man, we're not even talking about the game... the actual game when it matters... We're talking about practice."  - Allen Iverson 

Topics: sales performance sales management

Summer Reading Recommendations: Business Books We've Read

summer-reading-recommendations-business-booksIt’s Memorial Day. A day to remember those who gave everything for us. For our country. For our freedom. Because of that, we’re able to celebrate with family, friends, and great food, as we kick off the summer season.

Topics: holiday sales management salespeople

The Only 6 Reasons A Sales Manager Should Be Attending Sales Calls with Their Team

saving the sale and coaching sales performanceSales managers, let’s be honest… it’s hard to watch a salesperson that seems to be flailing in shallow water when they are on a prospect or client call. However, if you take a step back, you realize they are probably going to find their feet and be able to stand up and be fine. Recently, I attended one of The Center for Sales Strategy's Talent Focused Management workshops led by Matt Sunshine (Managing Partner), and I walked away with a few reminders.

Topics: sales performance sales management coaching

Is There Anything Else We Should Be Talking About?

sales managers and salespeople should ask this questionA simple question, right? Yes. But, very powerful. So many salespeople and sales managers have well-planned, beautifully-executed meetings, but inadvertently leave some of the most useful information on the table simply because they forget to ask this simple, shared-control question that can reveal the real priorities for the person with whom they are speaking.  

Topics: key account growth sales management prospecting account list management

Weekly Roundup: The Future of Sales + More

sales predictionsWe hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

The Future of Sales: Predictions from the “Nostradamus's” of Selling — Hubspot

"I think there will be more and more specialization. The process will be broken up into a few parts -- depending on what you are selling -- with one person focusing on each part."

Read more on what Matt Sunshine (managing partner of The Center for Sales Strategy) and other sales leaders have to say about the future of sales in this Hubspot post.

Topics: sales management Sales Wrap-up salespeople

Developing Elite Employees Starts with an Elite Onboarding Process

sales onboarding by sales managerIf you want elite sales performance from your new hire, have an elite onboarding process. 

You breathed that sigh of relief after you received a signature from a new hire. Satisfying, right? Now, you must put as much effort into their onboarding as you did into the interview process because hiring elite performers is only part of the overall equation. You expect elite performance from them, but it is not guaranteed.

Topics: hiring salespeople sales management Talent sales training onboarding