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The Future of Sales and Marketing

The Center for Sales Strategy Blog

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

How to Cast the Net for Millennial Salespeople

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In an article in Time Magazine describing the new generation of workers, many summarizations were made. Here are a few quotes from that article: “They are thought of as the entitlement, me, me, me generation,” “Want to postpone growing up,” “Overly sensitive at best and lazy at worst.”

Sounds familiar, doesn’t it? Which generation do you think this article was about? You may be quick to jump on Millennials for your answer, but you would be wrong! This article was written about 16-year-olds and is dated from a 1990 Time issue on Generation X!

Every older generation views the younger ones with that “What is up with the kids these days?” mindset. Scary to say, but you have become your parents! Millennials are the new YOU!

We hear that word often, but who exactly are Millennials? Let’s look at a quick breakout of your workforce by category:

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Topics: Talent, Sales

Top 10 Ways to Decrease Turnover on Your Sales Team

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Every sales manager has been there. You spend time and effort selecting just the right candidate. You get your “perfect” AE hired and trained, and they’re doing well. But then you get their two-week notice. Your heart sinks. You have invested time, energy, and most importantly money into this person, only to have them take their talent to another company. What happened?!

We have all heard the phrase, an employee joins a company but leaves a manager. So how can you keep your top talent? How can you become a manager whose people stay?

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Topics: sales management, Talent, salespeople

When Pigs Fly: Really? Why You Should Focus on Your People's Strengths

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Sometimes the most revelatory meanings come from parables. Storytelling is an art and has been a part of the human experience since cave men started drawing pictures on cave walls, since troubadours roamed the countryside telling stories through their songs. Storytelling helps us make sense of the world.

One of the most effective ways of telling a story is through a parable. It’s a short, allegorical piece meant to teach a lesson. It’s told in words that convey images people can easily understand and often include animals and nature like "The Three Little Pigs" and "The Grasshopper and the Ant."

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Topics: Talent, Sales, coaching

3 Important Considerations When Your Sales Team Grows

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Today we have a guest post from Danny Wong. Danny is a marketing consultant, sales strategist and writer. He does marketing at Tenfold, a seamless click-to-dial solution for high-performance sales teams. Connect with him on Twitter @dannywong1190.


Growth is good — it means that goals are being met and revenue is up. But hiring new team members brings challenges. The responsibilities of a sales manager change drastically as your sales team expands. Managing a modest team of five to 10 reps is easy when compared to overseeing a department with 30, 40, or 50 salespeople.

Here are three things you must keep in mind as a sales manager as your team begins to grow from small to large:

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Topics: hiring salespeople, sales management, Talent