<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

How Talent and Fit Affect Client Experience

How Talent and Fit Affect Client Experience

Great client experience is key to increased revenue and overall growth. And there are many things that affect your client’s experience with your company. From every encounter with the receptionist and support staff to the product itself, the client is forming an opinion on what the experience is like working with your company. While all of these aspects have an impact on experience, for many, it’s often the salesperson that has the biggest influence.

The best salespeople will focus on the client's needs and delivering their desired solutions. This, along with many other reasons, is why we focus on coaching sales talent and finding the perfect fit when hiring a salesperson.

Topics: Talent company culture buyer experience

Humanizing Your Sales Strategy [VIDEO]

Jims Video

Whether you’re a sales manager evaluating your team or in the field coaching salespeople who are trying to get quality appointments, you’re always looking to improve results.

Based on years of experience, we often see salespeople develop strong valid business reasons, but the delivery is too formal. Listen to the video for great before and after examples and keep reading for the secret to a successful sales strategy.

Topics: valid business reason sales strategy sales appointments

Weekly Roundup: Do You Need a CRM? Sales Enablement Trends for 2020 + More

Do you need a CRM, Sales Enablement, More

- MOTIVATION -

"Leadership belongs to those who take it."

-Sheryl Sandberg

 

- AROUND THE WEB -

<< If you only read one thing >>

10 Reasons Why You Don't Need a CRM – HubSpot 

You’ve seen article after article telling you why you should implement a CRM, but the last thing you need right now is another piece of software to learn.

CRM — or customer relationship management — refers to software that tracks interactions with prospects and customers. But do you actually need to be using a CRM, if you’ve been getting by without one? Ultimately, the choice is yours. If you’re on the fence, here are the reasons why you don’t need a CRM. >>> READ MORE

Topics: Wrap-up

How to Know if Your Job is Right for You

 

How to Know if Your Job is Right for You

Research shows us that 1/3 of our life is spent at work, that's over 90,000 hours. Given those statistics, it's safe to say that it's highly important to our overall well-being that we're in the right job.

We have a short window of time to make our mark on this world while at the same time finding happiness. At some point, we all complain about our jobs—and the grass can often feel greener somewhere else. But there’s a difference between job slump and being in the wrong career.

If you're asking yourself whether your job is right for you, here are some simple steps you can take to find out!

Topics: hiring salespeople employee retention

2019 Media Sales Report - What 95% of Sellers Think About Training and Development

Training and Development

All great sales managers will tell you that training and development are the cornerstones for building an exceptional sales team. The sales industry constantly changes and evolves as prospects learn and alter tactics to deal with enthusiastic salespeople. And, every salesperson needs to learn how to adapt to these changes and continue to grow in their field of knowledge.

This is why sales managers and salespeople share common ground when it comes to learning and developing new skills, but as the 2019 Media Sales Report found, there’s still room for improvement when it comes to performance.

Topics: business development sales training state of media sales media sales report

Best Practices to Improve Your Shared-Screen Calls and Telephone Etiquette

Best Practices to Improve Your Telephone Etiquette

Clients calls, webinars, team meetings, staff meetings, one-on-one's with a coworker, prospect meetings - we spend a lot of our time on the phone and using shared screens!

How you portray yourself over the phone and on shared-screen calls represents both you and your company. It’s important that we present ourselves as well long-distance as we do in-person. In an effort to improve your phone etiquette and ensure the person on the other end receives an excellent experience, implement the best practices outlined below.

5 Ways to Reduce High Turnover Rates

5 Ways to Reduce High Turnover Rates

From prospecting clients to making the pitch, it’s the sales team that brings your business profits. When you work in a profession where quarterly quotas and revenue goals need to be met, you can’t afford a high turnover rate.

When meeting with clients, how often are they experiencing sales problems that are often due to extreme turnover on their sales team? There are multiple reasons behind sales rep turnover, one of the biggest being ineffective sales managers. Other reasons range from poor company culture and inadequate pay to lack of training.

A modest amount of turnover is expected. Plus, it’s good to bring on new people with different perspectives, ideas, and capabilities. However, turnover rates near 35% can be costly and reflect poorly on your organization in more ways than one.

Topics: hiring salespeople Talent reduce turnover

Weekly Roundup: Metrics for Tracking Goals, How Millennials Are Transforming Sales + More

Metrics for Tracking Goals, How Millennials Are Transforming Sales + More

- MOTIVATION -

"Everyone lives by selling something."

-Robert Louis Stevenson

 

- AROUND THE WEB -

<< If you only read one thing >>

The 5 Sales Metrics That Every Sales Rep Should Be Tracking As Goals – Databox 

Sales management is not for the faint of heart. Not only are managers responsible for recruiting, retaining, and training high-quality teams  – they’re ultimately responsible for showing the results of those efforts.

Goal setting is widely seen as one of the most effective ways to manage teams. Not only can goals create motivation and measurability, analyzing the results can provide data that helps managers refine training programs and coach team members who could benefit from course-correction. But what kinds of goal-setting works best for these needs? What should you measure, and how often >>> READ MORE

Topics: Wrap-up

How Inbound Marketing Can Create Raving Fans for Your Business

How Inbound Marketing Can Create Raving Fans for Your Business

Every business wants raving fans; consumers that are so overwhelmed with great customer service that they can't stop talking about your brand. This is particularly important if your business has a relatively long sales cycle. If prospects take their time to research different offerings, building brand awareness and trust is big.

And, businesses are catching on. Those using effective inbound marketing initiatives are producing sales leads and, at the same time, establishing expertise and thought leadership in their specific industry. Those experiencing this success will tell you that it's contagious, but requires the constant sharing of quality content, which attracts interested prospects to their companies.  

So how do you get consumers to not only know about your brand, but like your products and services enough to engage with your company frequently, and rave to others about you?

Topics: content marketing content strategy Digital inbound marketing

Overlooking This One Key Factor When Hiring Will Hurt You!

Overlooking This One Key Factor When Hiring Will Hurt You!

Finding a candidate with top talent to fill an open position is a good feeling. You’ve found someone that possesses the skills and experience necessary to perform the job at hand and do it well. Box checked! 

During the interview process, you focused mainly on their qualifications and professional background, but it was hard to get a sense of who they are and what they are about. You tell yourself that it’s not too much of a concern though, with their skills and talent, it should all work out.  

Sometimes it does work out, but many times it doesn’t. Don't overlook this one key factor when hiring a new candidate!

Topics: company culture