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The Center for Sales Strategy Blog

5 Movies that Teach Us about Talent Development

sales strategy lessons from moviesToday, we are taking our sales strategy lessons from the pages of pop culture, and we're talking movies. Grab your popcorn and find a comfy seat, because we’re heading to the movies!

Topics: Management sales performance sales management Talent Sales sales training coaching

We Interrupt This Blog To Bring You Something We Are Serious About: Our People!

At The Center for Sales Strategy, we are serious about and committed to delivering quality content to your inbox Monday-Friday, but today, we'd like to pause and bring you something that's even more serious: OUR PEOPLE! 

Topics: Talent

The 8 Talents Every Salesperson Needs to Succeed

girl scout cookie world record salesHave you ever heard about Katie Francis, who shattered the 30-year-old world record by selling 21,477 boxes of Girl Scout Cookies in 2014? On weekdays, Katie put in about seven hours every day selling cookies. So she rested on weekends, right? Nope. She put in 12 hours a day on the weekends! Since then, she's sold a record of 100,100 boxes of girl scout cookies in her seven years as a girl scout. She’s certainly got stamina and focus.

"I actually decided last year I wanted to beat the world record, and at the beginning of my sale my goal was 18,100. When I got to that goal, I raised it to 20,000. And then when I got to that, I went on to 21,000," she explained to a national TV audience in 2014. So Katie’s a goal-setter—and reaching a goal just motivates her to set a higher goal.

To be successful in sales, Katie quickly learned you can't take "no" personally. So this young lady has a solid ego that rejects rejection along with an agile mind that readily learns and adapts.

If you think she was taught all that—all that stamina, focus, goal-setting, inner motivation, healthy ego, rapidly learning, not to mention that ability to persuade and close—it’s time to reset your coordinates. These are talents, and talents are innate. Katie was born that way, and fortunately, her talents were fostered not quashed. Katie is exceptional, as are all talented people.

No parent, no teacher, no coach can train someone to behave in those ways. Talent cannot be taught or learned, but it can be identified, measured, and fostered. That’s what the best managers do.

Topics: sales performance sales management Talent sales training

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

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

What Is Your Draft Strategy?

draft-recruiting-top-salespeopleThe 2018 NFL Draft will take place this week. I root for the Cleveland Browns. The team with the 1-31 record over the past two seasons. The team with one of the worst track records when it comes to evaluating and selecting talent. That’s my team!

Topics: hiring salespeople sales management Talent

How to Recruit and Retain an All-Star Sales Team

salespeople trainingThe Tour of Duty Framework

There are so many young people out there with innate talent and tremendous potential… but zero sales experience

Topics: hiring salespeople sales management Talent training sales training

Giving Sales People a Confidence Boost

sales management coaching salespeopleYou have a salesperson with loads of talent, and they have always been successful. Suddenly, they are underperforming, missing goals, and really off their game. Or, perhaps you have a new hire with a lot of talents. You are expecting a sales rock star, but they just aren’t doing well. What’s going on?! The answer may be hiding in past setbacks, and it takes sales management skill to help them start performing to their potential.

Topics: sales management Talent coaching

How to Increase Productivity and Promote Teamwork with a Remote Workforce

promote teamwork with a remote workforceMore people than ever before are working from home. According to a Gallup survey, 43% of employees said they spent time working remotely in 2016. That number is up 4% since 2012.   

Topics: employee retention Management Talent

The Key to Turning Talent into Performance in Sales

sales performanceNothing fires me up like facilitating the Talent Focused Management live simulation workshop. The lessons are powerful, and the takeaways are career-changing! Following last week’s workshop, I asked our participants to share one of their greatest lessons learned from the program, and one response really stood out for me. 

Topics: sales performance sales management Talent