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The Center for Sales Strategy Blog

5 Metrics that Should Matter Most to Sales Managers

metrics that should matter to sales managersEditor's Note: This post was originally published in Sales & Marketing Management.

As a sales manager, you spend serious time and care setting clear expectations; this is how you help your salespeople approach their work with purpose. But to see real improvement, you need a system in place that measures how those expectations are being met.

Unfortunately, this is easier said than done. You’ve got so much on your plate—there are so many threads and tangents crisscrossing your managerial path every day—that you risk spending all your time pulling reports and never being able to actually dive into the data you’ve collected.

Worse, metrics these days are like pop songs: They’re catchy for a while until a new one comes along and grabs everyone’s attention. A sales manager I once knew was in love with a particular metric: the number of calls each seller made in a day. While call volume certainly contributed to sales success, it shouldn’t have been this manager’s sole focus. What he ended up creating was a team that blustered through calls without making meaningful progress with sales.

Topics: metrics sales management

My 5 Coolest Performance Improvement Discoveries of 2018

sales performance improvementI’m a sales performance improvement geek, and I admit it!

I enjoy discovering, and sometimes creating, things that help sales organizations improve revenue performance. I encountered some really cool things in 2018 — here’s a list of my top 5.

Topics: sales performance sales management sales accelerator

Always Be Helping > Always Be Closing

sales-help-trust-closeIt's not out of character to hear a sales manager say, 'ABC: Always Be Closing.' Or to have a salesperson live out that phrase daily. But in reality, to close more business, you must sell less and help more. 

Topics: sales process sales cycle sales strategy

5 (More) New Year's Resolutions for Struggling Sellers

new year's resolutions for sellersRecently, I provided five options for New Year’s resolutions for struggling sellers and managers who had a less than awesome 2018. If none of these options seemed attractive, here are five additional things you can do to reset your sales compass for 2019—plus some information to help make these resolutions part of your sales routine to improve sales performance. 

Topics: sales process sales strategy

Weekly Roundup: CSS Listed as Top Blogs for Sales Managers + More

top sales blogs for sales professionals

- MOTIVATION -

"GREAT THINGS ARE DONE BY A SERIES OF SMALL THINGS DONE TOGETHER."

-VINCENT VAN GOGH

 

- AROUND THE WEB -

<< If you only read one thing >>

The Top 27 Sales Blogs Every Sales Professional Should Read Hubspot

As a busy sales professional intent on meeting your objectives and lead your team, you might wonder if you can afford to consistently read sales blogs. But the real question is: Can you afford not to read sales blogs?

We're excited and honored that the CSS blog made Hubspot's Top 27 Blogs Every Sales Professional Should Read! >>> READ MORE

Topics: Wrap-up

Have a Bloated Sales Pipeline? Here’s the Remedy.

iStock-1086352612Editor's Note: This post was originally published on Liveplan.com.

The longer a sales proposal sits, the less likely it is to convert to an actual sale.

The trouble with these stalled proposals is that you could have 100 potential sales stuck in limbo, but you can’t use those possible sales to pay your real bills. A bloated sales pipeline can start to have a real impact on your company’s cash flow if you’re not careful.

Topics: sales pipeline sales process prospecting sales performance

Books Our Team is Reading Now: One Book per Month for 2019

books to read in 2019Setting your New Year’s Resolutions?  Did you add exercise more frequently to your list? We are here to help you!

Many studies show that exercising your brain is a key to professional development. One of the best ways to do this is to read a good book. In this age of podcasts and blogs, it is still a good idea to set aside time to go deeper than surface information and picking up a good book gives you more in-depth insight and provides ideas for your personal growth.

Topics: company culture personal development developing strengths

One Thing You Can Do to Become a Better Leader

become a better leaderWhat if your greatest opportunity to grow as a leader was right in front of you every day? Your team may hold the key to unlocking new opportunities for your professional development, and there is one simple thing you can do to make sure you don’t miss out on information that could make you better. Ask for feedback.

The best leaders feel there is always an opportunity to grow, so they consistently ask for feedback on their performance. A study of more than 50,000 executives done by leadership development consultants Jack Zenger and Joseph Folkman, found that "Leaders who ranked at the top 10% in asking for feedback were rated, on average, at the 86th percentile in overall leadership effectiveness." Bottom line – asking for feedback can help you become a better leader.

Topics: Talent sales management Management

The 5 P's of Selling (Don't Skip #3!)

5 p's of sellingProper preparation prevents poor performance! 

Take these five P's for a test drive, and your sale performance will improve. 

Topics: sales process sales performance Proposal prospecting

Weekly Roundup: 2019 Sales Trends, Predictions + More

2019 sales predictions and trends

- MOTIVATION -

"BEGIN BY ALWAYS EXPECTING GOOD THINGS TO HAPPEN."

-TOM HOPKINS

 

- AROUND THE WEB -

<< If you only read one thing >>

10 Critical Sales Trends That Will Define 2019 (And Predictions) Sales Hacker

This post reviews the recent 4th Annual Sales Enablement Study (2018) and the performance, impact, and trends of sales coaching and organizations this year. >>> READ MORE

Topics: Wrap-up