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The Center for Sales Strategy Blog

Leadership: Improve This Skill, Improve Sales Performance

The Paramount Leadership Skill That Management Needs to Improve-1

Which skill do you think your manager needs to improve most?

When Robert Half Management Resources asked this question to more than 1,000 U.S workers, one skill clearly surpassed the rest communication skills. Adapting your communication style based on individual and situational needs is critical to improving sales performance.

You can have the greatest business strategy and sales plan, but those plans will never get implemented if you can’t communicate effectively. Communication is key, and below are four focus areas where every leader can start improving today.

Topics: sales performance sales managers communication

Weekly Roundup: Re-energizing Sales Efforts, Guide to Performance Reviews + More

Re-energizing Sales Efforts, Guide to Performance Reviews

- MOTIVATION -

"Perfection is not attainable, but if we chase perfection, we can catch excellence."

-Vince Lombardi

- AROUND THE WEB -

<< If you only read one thing >>

Re-energizing Sales Efforts in a Virtual World–Sales & Marketing Management

Is your sales team disengaged? This year, it’s hard not to be.
 
According to Gallup, the U.S. work force experienced the most significant drop in employee engagement in 2020. Notably, the largest decline in employee engagement was among those working in managerial or leadership positions. While not all sales teams may be struggling with demand, disen­gage­ment seems to be prevalent across all organizations and industries regardless of financial success.

Disengagement among your teams is costly and the change must come from the top. You have the power to reengage your teams. How? By recognizing team members’ achievements and rewarding them for a job well done. >>> READ MORE
Topics: Wrap-up

Annual Planning During Election Year

Annual Planning During Election Year

72% of Americans believe whoever is elected in the White House will directly impact their finances and 32% are putting off a big financial decision until Election Day.

Every four years, there’s a whirlwind of uncertainty about who will win the presidential and congressional elections. This year, our economic future tops the poll of concern. The unknowns are causing leadership to take fewer risks, hold off on making necessary business decisions, and hesitant to have conversations regarding annual contracts.

While we can’t predict the future and outcome, we can take control by being proactive. When it comes to business, time is money. And every business decision you delay is costing you valuable time and money.

Topics: metrics annual plannning

3 Ways to Improve Your IFM's

3 Ways to Improve Your IFMs

Your IFM's should be the most productive and most important time spent with your sales reps every week.

For those unfamiliar with the acronym IFM, it stands for Individual Focus Meeting. What is an IFM? It's what our team at The Center for Sales Strategy (CSS) calls your weekly one-on-one meetings with your salespeople (CSS loves to create an acronym for more common sales terms to keep you on your toes.)

Numerous studies support the fact that one-on-one meetings have a large impact on your team’s performance. So, if you’re struggling with IFM’s, it’s time to prioritize and improve with these three tips.

Topics: successful sales meetings IMPACT Individual Focus Meeting

Talk Tracks to Speed Up the Sales Process

Talk Tracks to Speed Up the Sales Process

Salespeople in different industries encounter different questions and objections, right? Wrong. Your products and services may affect the minor details of objections, but Google the phrase ‘most common sales objections’ and you’ll find most sellers face the same objections from their leads.

Whether it’s price objections, the prospect isn’t interested, or “now isn’t a good time,” sellers often encounter the same types of questions and objections during the sales process. Sales enablement resources help them anticipate and overcome these objections.

Creating talk tracks and related sales collateral material helps enable sellers to respond quickly — allowing them to move the sales process forward and close business sooner.

Topics: sales process sales enablement

Tips to Make Sales Meetings Meaningful Instead of Meaningless

Tips to Make Sales Meetings Meaningful Instead of Meaningless

When you think about the sales meetings you attend, are you delighted or disappointed? Are you engaged or enraged? Is your time spent in the meetings worthwhile or wasted?

Sales meetings are a staple in most every sales department. Time is money to every salesperson and sales leader. It’s up to the sales leader to make sure each meeting is positive, motivating, and worthwhile. Treat your sales team like customers who want to feel like their needs have been met and that they leave the meeting enlightened and energized.

Topics: successful sales meetings Sales

Weekly Roundup: Video Sales Letters, Win in Uncertain Markets + More

Video Sales Letters, Win in Uncertain Markets

- MOTIVATION -

"Management is doing things right; leadership is doing the right things."

-Peter Drucker

- AROUND THE WEB -

<< If you only read one thing >>

You Should be Using Video Sales Letters Instead of Emails–Sales Fuel

Which would you rather do: Read a letter or watch a short video?
 
You probably agree with most people and would choose the video, right? It’s just easier that way. A video is visually stimulating, easier to digest, and takes all the work out of receiving a message. So, why are you still sending sales emails instead of video sales letters? >>> READ MORE
Topics: Wrap-up

5 Ways to Work Your Marketing Content Into Sales Plays

5 Ways to Work Your Marketing Content Into Sales Plays

Marketing content isn’t just for branding and lead generation anymore. Today’s buyers aren’t interested in being sold. Instead, they want to be educated and informed.

Consequently, it’s more important than ever that sales teams have access to content relevant to their prospect’s business problems and positions the seller and the organization as thought leaders and subject matter experts. The content that Marketing creates to support the go-to-market objectives (blog articles, eBooks, whitepapers, case studies, etc.) is often repurposed to support the buying journey  and sales process as well.

To better support the sales team, marketers are not only creating and repurposing content, they’re also building specific sales plays (that include items like customizable email templates, voice mail scripts, and corresponding cadence schedule) that prescribe how and when the content should be leveraged to support the sales process.

Topics: sales enablement sales playbook

6 Tips to Help You Secure a B2B Sales Appointment

secure a B2B sales appointmentJust securing an appointment is one of the most difficult steps in the entire sales process. Having a referral or industry success story makes this task a little easier (so, use them if you have them).

But, what do you use if you don’t have either at your disposal? What if you just can't get the appointment?

Topics: valid business reason Needs Analysis sales process

5 Biggest Interview Pitfalls — And How to Avoid Them

5 Biggest Interview Pitfalls—and How to Avoid Them

Interviewing salespeople is tough!

Screening, uncovering, and selecting top talent takes a lot of practice and a reliable process. In order to better take advantage of every golden interview opportunity that comes your way, you need to know the common pitfalls and then avoid them.

Topics: hiring salespeople