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The Center for Sales Strategy Blog

How to Set New Hires Up For Success and Decrease Turnover

onboarding plans when hiring salespeopleMany managers I work with have strong and detailed onboarding plans for new hires, but in general, onboarding is something that often does not get enough attention from managers. If you haven’t given it much thought, you might want to consider enhancing your plan.

Topics: Talent onboarding

Talent and Personality Assessments: What’s The Difference and What to Look For

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Recruiting and hiring top talent is a tall order!  But it is critical for success in a sales organization.

Topics: hiring salespeople Talent

How to Hire a Salesperson Who Sells Integrated Solutions

hire a salesperson who sells integrated solutionsSales managers in the media space are faced with the challenge of hiring sellers who sell integrated solutions. No longer is hiring a one trick pony—a master negotiator who secures large shares of available opportunities—the recruitment and selection gold standard. Hiring great negotiators who can also develop business by selling integrated solutions is now standard operating procedure.

Topics: hiring salespeople integrated media solution Talent

Does Employee Engagement Translate to Hard Dollars?

does employee engagement translate to hard dollarsThere has been considerable talk over the years about so-called soft measures, like employee engagement, which begs the question, is this a nice-to-have element or a must-have element?  I doubt any executive would say he or she doesn’t really care about employee engagement, but when you examine the time and money spent on establishing such an outcome, it would appear most companies and most managers don’t devote enough. 

Topics: sales strategy Talent

The Secret to Finding Your Next Sales Superstar

finding your next superstar salespersonSuperstar salespeople have a unique combination of talents that lead to excellence, and this combination of talents is very rare. It can be tough to find the people with all of the right "stuff" who have the potential for greatness.

Topics: hiring salespeople Talent salespeople

How to Hire Better Salespeople and Decrease Turnover

how to hire better salespeople

Topics: hiring salespeople Talent salespeople talent dashboard

Replace HR with an HF Department

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I wonder if we could all treat people better if we replaced human resources with a department focused on human flourishing (HF). People are certainly more human than they are resources, but I wonder if there is a better way to think of them than merely resources. One of the dictionary definitions of flourish is "to thrive or grow luxuriantly." Pretty cool way to think of your people.

Topics: sales management Talent salespeople sales training

How to Set Yourself up to Recruit and Hire Top Talent this Year

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Here it is, the beginning of another new year and the perfect time to make sure you are setting yourself up for success in 2018. If you manage people, one of the best ways you can do this is to ensure that you have a strong talent bank — even if you do not plan on making a single hire. 

A strong talent bank allows you to set the bar high for your team, hold people accountable to meeting expectations, and move forward without missing a beat if one of your people chooses to leave.

Here Are 5 Pro Tips for Strong Recruitment and Selection in 2018:

Topics: hiring salespeople Talent

What You Can Change Today to Increase Sales Performance Tomorrow

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“Do unto others as you would have them do unto you.”  

I would bet, like the rest of us, you learned this Golden Rule in Kindergarten and you were probably raised to believe you should always treat others as you would want to be treated.

It sounds great in theory, and I applaud your kindness and compassion, but make no mistake, the Golden Rule does not work when developing people.

WHAT?!

It’s true. The sentiment is nice, but it just doesn’t work.    

Topics: sales management Talent coaching

How to Develop a Great Sales Hunter

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My recent article on how to hire a great sales hunter stirred up great conversations about how to coach and develop those hunters once they are onboard. Great stuff, so I want to share it with you!

The best way to grow an organization is to grow each of the people within that organization, including your sales hunters. Great managers do this by keeping the natural behaviors of these people top of mind and committing to a handful of strategies to maximize their strengths. 

When we studied the very best new business developers out there, we found 6 specific behaviors that great sales hunters had in common. We also discovered the best ways to maximize these natural strengths and help them to turn raw potential, or talent, into performance.

Here are our Pro Tips on how to develop each of the 6 behaviors commonly found in the best new business developers out there:

Topics: sales management Talent coaching