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The Center for Sales Strategy Blog

Weekly Roundup: Sales Coaching, Target Markets, Sales Enablement + More

go-get-em-motivation-coffee

- MOTIVATION -

"BECOME THE PERSON WHO WOULD ATTRACT THE RESULTS YOU SEEK."

-JIM CATHCART

 

- AROUND THE WEB -

<< If you only read one thing >>

How to Get the Most Out of Time Spent Coaching Your Sales Team  LinkedIn

Sales managers are master jugglers. In a single day, one might find herself doing everything from facilitating connections and participating in prospect meetings, to interviewing new hires and evaluating new tools, to analyzing sales strategies and helping drive deals to completion.

No wonder so many sales leaders find themselves short on time when it comes to meeting with their reps and providing personal guidance. In fact, 73% of managers spend less than 5% of their time coaching according to Altify. >>> READ MORE

Topics: Wrap-up

Are You a Thought Leader? 6 Ways to Tell.

are you a thought leaderIn almost every industry, there are people or businesses we think of as being thought leaders. These people and organizations are the ones that you check on regularly with regard to innovation, market challenges, and new initiatives. The thought leadership position is certainly an advantageous position to have, as it can help with lead generation, sales, recruitment and retention, new business opportunities, and more.

Topics: thought leadership inbound marketing salespeople sales strategy content strategy

Every Touchpoint Counts: Developing Authenticity and Setting Expectations

sales acceleration with authenticity in account-based marketingI recently attended a session at a conference that centered around incorporating authenticity into account-based marketing, also known as ABM. If you are not familiar with ABM, it’s simply a strategic approach to focus an organization's B2B sales and marketing efforts on a defined group of high-potential targets instead of everyone, in an effort to create more personalized messaging and content to increase engagement. 

Topics: sales playbook branding setting expectations sales process sales pipeline sales performance

Twenty Years of Sales Experience or One Year of Experience Twenty Times?

is your sales strategy set up for success in 2019?As we approach the end of another year, many people are planning for 2019. Today, I'm challenging you to consider how you are going to change the way you are doing business to improve your sales performance.

Topics: sales strategy sales process sales management sales performance using technology

5 Tactics to Activate Talent and Improve Sales Performance

activate sales talent improve sales perfomanceOver the years I’ve written posts about my favorite NFL team, the Cleveland Browns. Most of my previous posts reflected on their losing ways and focused on “what not to do” as a manager.

This post is different. This post sheds a positive light on the Browns related to activating talent and tells a nice story about how a new leader transformed the same players from losers to winners by changing five things. 

Imagine that: The same players being coached (managed) differently producing significantly different results!

Topics: Talent sales performance sales management coaching sales training

Weekly Roundup: Strengthen Your Sales Management Techniques for 2019 + More

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- MOTIVATION -

"WELL DONE IS BETTER THAN WELL SAID."

-BENJAMIN FRANKLIN

 

- AROUND THE WEB -

<< If you only read one thing >>

Strengthen Your Sales Management Techniques for 2019  LinkedIn

As a sales manager, two of the best words you can hear are “thank you.” While it’s of course great to hear them from a customer who feels you went above-and-beyond, it’s even better to hear them from a sales rep for whom you’ve made a real difference. When your advice and input resonate, making a positive impact on another person’s career and livelihood, it’s a big deal, and helping your reps succeed can be an equally vital aspect of sales team management. >>> READ MORE

Topics: Wrap-up

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

ways to coach your sales team

Editor's Note: This post was originally published on Salesandmarketing.com.

If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy. In fact, most of the time, it’s downright uncomfortable. Alas, it is absolutely essential.

What does it take to transform this dreaded responsibility into a positive, fulfilling part of your day? It’s all about dialing down “telling” and ramping up “showing.”

Topics: sales management coaching Talent

Understanding What Your Customers Value Most

focus for highest ROIWhich of the following will generate the highest return?

  • More customers
  • Keeping customers longer
  • More revenue per customer

Any one of these can grow revenue. But one has been shown to consistently bring in a higher return on your investment. Most businesses say they are focused on these in the order of the list: adding more customers, than keeping them longer, and finally getting more revenue per customer.

The problem is that the research shows that a focus on more customers is the wrong path to maximize your return. And that it leads you to build the wrong solutions.

Topics: sales performance account list management key account growth sales accelerator prospecting

Ever Feel Like Your Salespeople Are Bad at Picking Prospects?

are your salespeople bad at picking prospectsWell, you wouldn’t be alone  I hear this from sales managers all the time. Here are the reasons I see that salespeople too often select the wrong companies to pursue:

  • They are opportunistic and therefore look for low-hanging fruit where getting access to decision makers is relatively easy. Sometimes that works out, but too often it translates into prospects that do not have the resources to be a key customer in your organization.

  • They let their own preferences dictate who they pursue. There might be particular categories they are comfortable with, or types of individuals they like to deal with that prejudice their thinking about who they should pursue as a prospect.
Topics: sales performance sales pipeline account list management key account growth target personas sales accelerator

Advertising Sales is Changing — 5 Tactics to Stay Ahead and Win

sales revolutionThe advertising game for traditional media is changing and evolving. In this case, change is not a good thing. It’s time for a revolution on your sales team. Are you ready? 

This sounds kind of dramatic, perhaps over-dramatic, but it is true. Some type of revolution needs to take place on your sales team in order for traditional media companies to stay in the game. 

Need proof? Here are some samples of reality:

Topics: sales performance sales accelerator sales strategy sales management