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Sales E Books

The Center for Sales Strategy Blog

5 Things You Must Do When Shopping For Sales Acceleration Software

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By the year 2020, it’s estimated that there will be over 6 million inside and outside sales professionals in the U.S. alone. They represent an incredibly valuable resource for companies across a variety of industries, and it’s clear that sales leaders nationwide are continually searching for new ways to get the most out of their sales teams.

It makes sense then that the sales acceleration technology market recently reached approximately $13 billion in North America, as companies dedicate themselves to finding better ways for their salespeople to connect with customers and improve productivity. Almost every sales manager will be faced with the prospect of searching for acceleration software, and there are several steps that must be completed before, during, and after any such search.

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Topics: sales management, sales enablement

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?

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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?

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Topics: sales management, sales training, onboarding

Why Sales Talent Isn’t Enough

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Have you ever heard music that was so brilliant, you couldn’t even carry on a conversation while listening? I had a friend in college who played like that. Her audiences would be nearly silent as she played, mesmerized by the sound, until her last note when they would go nuts!

She practiced both the piano and the guitar often, simply because she loved it, and she often played for us upon request. I’m not much of a musician myself, and I don’t know a lot about the business, but those who did were certain that she could be one of the few who actually made a career for herself in music. 

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Topics: sales management, Talent

Sales Promotion or Sales Prevention?

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As a sales leader whose responsibility is generating revenue, you would most likely answer that you are a Sales Promoter. But are you? Has an obstacle course actually been created that prevents your sales people from selling? Sales Prevention sounds like an oxymoron, but it exists in many sales cultures.

Sales Prevention exists when there is a misalignment between the sales manager and salespeople's challenges and priorities. Jim Hopes, Managing Partner of The Center for Sales Strategy, conducted a study based on the responses of 400 sales professionals. The results showed that of the top four responses regarding challenges, only one intersected between the sales manager and salespeople.

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Topics: successful sales meetings, sales management, coaching

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?

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Topics: hiring salespeople, sales management, Talent

5 Reasons Why CRM Should Matter to Sales

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For as long as there have been CRM tools in existence, salespeople have been suspicious of management’s motive for insisting their sales teams use the software. Sure, when everyone on the team is using a CRM the sales manager’s job can be made easier, but what’s in it for the rank and file salespeople? If you're a manager trying to get your salespeople on board with using a CRM, here are five reasons you can give them that convey what's in it for them.

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Topics: sales management, crm

Pre-Boarding: Get New Employees Engaged Even Before Their First Day

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OK, seriously, what is pre-boarding?! For most of us, pre-boarding has always been the handshake you get from the hiring manager with the words, “Welcome aboard.” And then, a few weeks later, you start work. That’s it. Nothing fancy, just, "You’re hired." But as most of us are well aware, the job market is changing with lightning speed. Blame it on technology, the Internet or millennials, but we all see the need to change with it. So, what is pre-boarding, and why is pre-boarding so important?

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Topics: sales management, Talent, onboarding