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Lead Generation Toolbox

The Center for Sales Strategy Blog

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

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

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

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

3 Ways to Reduce Your Sales Staff Turnover

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Sales staff turnover may be the most expensive and frustrating thing a sales manager has to deal with these days. You know the cost of making the wrong hire extends far beyond their salary and commissions, but did you know that their compensation probably only accounts for about 28% of your total loss? A recent study determined that managers waste about 150 hours of time on each wrong hire on top of the additional costs from soured client relationships, additional disruptions, and opportunity costs. Your mis-hire could cost you as much as 15 times their annual income!

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Topics: hiring salespeople, Management, Talent

Increase Sales Performance With a Pat on the Back – Not a Kick in the Pants!

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I’m sure those of you who are parents can relate to my recent struggle to get my 8-year-old to clean her room. A messy bedroom is often a bone of contention between parents and children. I tried numerous tactics to get my daughter to clean her room, and I heard every excuse for why she couldn’t clean up including, “I can’t because my hands are tired.”

Then, it dawned on me! Why am I threatening her with unpleasant consequences like timeout or no TV time, when I know a little encouragement works like a charm?

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Topics: Management, Talent

Sales Coaching Quick Wins: How to Boost Productivity

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You’ve hired the perfect sales professional. This AE is eager, jumped right in, and you know they are going to be a rockstar. Now what? How can you help your rockstar reach their full potential?

Sales coaching really is an art form. Intuitively knowing what your sales professionals need to maximize their growth doesn’t just happen. It takes a step-by-step coaching plan that is well-thought-out ahead of each new hire and that is continued throughout your employees' careers. A lot of work? Sure, but it’s well worth it. So let’s get started.

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Topics: Talent, Sales, productivity