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The Center for Sales Strategy Blog

Improve Your Sales Strategy: Learn How Your Customers Perceive You


Do you really know how you are valued by your customers? Are you seen as a source of expertise, connections, and solutions? Or, are you seen more as someone who simply provides access to your products? It’s an important distinction.

Topics: developing strengths sales strategy sales performance Sales

Improving Sales Performance… It Starts with Recruiting!


Many sales organizations miss revenue goals because they are understaffed and have open sales positions. This silent killer of productivity is a problem for many reasons: 

Topics: hiring salespeople sales performance Talent

Why You Should Stop Doing Annual Reviews


It’s not that annual reviews are bad… it’s just that they’re not enough! Whether the person you are managing is doing a great job, a terrible job, or performing somewhere in-between, waiting twelve months to let them know that information is damaging to them and to your company.

Topics: Management sales performance Talent

Ten Ways to Retain Top Performers and Improve Performance


After spending over a decade helping sales organizations select highly talented employees and coaching those salespeople and sales managers to turn talent into performance, I have discovered what I believe are two undisputable truths:

  • A shockingly high number of people are not engaged at work.
  • Talented people who leave their jobs usually point to their manager as the problem.

The latest numbers from Gallup tell us that 70% of our employees are disengaged in their jobs and a recent study by SAP and Oxford Economics revealed that one in five of our top performers are likely to leave their jobs in the next six months!

This means it’s not enough to hire highly talented people into your organization and it’s not even enough to put them in the right positions so they can effectively use their talents (although both of these things are critical!).

Once hired, these talented people need much more from their manager in order to consistently feel engaged and fully realize their potential.

So what can you do to increase employee retention and maximize the performance of your people?

Topics: sales performance Talent Sales

3 Resources to Help Turn Sales Talent into Performance


Every sales manager has, at some point, come to realize that sales talent isn't enough to reach revenue goals. The key is to hire talented salespeople and then help them optimize their performance. 

These 3 resources will help you, as a manger, turn sales talent into performance.

Topics: sales performance Talent Sales

Relationships Versus Pirate Ships: How to Build Trust and Win the Business


One of my colleagues at The Center For Sales Strategy described a conversation she had with her three young boys about relationships. They asked what a relationship was, and she responded, “There are friendships, business relationships, and…,” before she could get another word out her 6 year old blurted out “and there are pirate ships, and potato ships. . . .”

Topics: sales performance Sales

How to Make Your Weaknesses Irrelevant


Weaknesses. We all have them. But we all have strengths as well. Which do you focus on? 

Human nature leads us to naturally focus on our weaknesses, but it is a proven fact that we can be significantly more effective when we do the exact opposite! 

In sales coaching, you can get a 10x lift from a salesperson if you focus on their strengths. This is the most highly effective use of your coaching time when you consider that you will only be able to improve people in an area of weakness by about 10%.

Yes, easier said than done at times, so here are some suggestions on how to accomplish that.

Topics: sales performance Talent Sales

Sales Coaching: Why it's a Manager's Job to Give Tough Love


After a workshop recently, the sales managers and I strategized the best way to help reinforce the learning and training with their sales team. This is something I often do because a workshop is not a training event that stands on its own—it's just the start to what should be continuous learning.

Topics: Management sales performance sales management Sales

Can Sales Ability Really Be Taught?


Can sales ability really be taught? Or is it a natural talent that you are born with? I now know the answer after observing many real-life experiments in nature vs. nurture during our family’s tradition of participating in Lemonade Day.

Topics: developing strengths sales performance Talent Sales

Improve Your Millennials' Performance With Real-time Feedback


We’ve been talking about the Millennial generation for years now. Discussing their behaviors, styles, and attitudes, we have debated how this group will likely affect our business moving forward and how we can best develop them to succeed.

This understanding is vital since they will soon fill half of our entire labor force, and Pew Research reports that 58% of them expect to leave their jobs in three years or less. That kind of turnover can be a killer to a sales organization, so we need to figure them out and connect with them in a meaningful way.

But how? It may not be as hard as you thought!

Topics: sales performance Talent coaching