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The Center for Sales Strategy Blog

How to Identify Where Your Sales Team is Struggling

How to Identify Where Your Sales Team is Struggling

2020 has been a strange year for everyone. Successful teams who are used to winning find themselves struggling. And managers, who are used to leading successful teams, are trying to coach and help reps who aren’t used to struggling.

If this sounds like a situation you’re experiencing, how can you identify where your team needs help and get them back on track?

Topics: sales process sales talent

Is Your Organization Ready to Work from Home Permanently?

Is Your Organization Ready to Work from Home Permanently

It’s been quite a year of change for many salespeople and managers. What at first seemed like a temporary situation has slowly evolved into the potential for a new reality — working from home.

There are many benefits to working from home, such as no commute, which leads to greater productivity, better work/life blend, and looking professional from the waist up... just to name a few! Gartner's recent study shows that 74% of companies plan to shift some of their employees to working from home permanently.

In the past, many deals were built from the foundation of in-person relationships. The pandemic has shifted the sales cycle, and many salespeople have been forced to adjust. Mastering the art of both in-person selling and virtual selling is now a skill seller's must obtain.

As a sales leader, it’s important to ensure your sales team shifts their mindset and has the tools needed to perform at their best no matter what the situation holds.

Topics: COVID19 Resources Remote Team virtual selling

Weekly Roundup: Sales Leadership Stats, Virtual Recruitment + More

Sales Leadership Stats, Virtual Recruitment

- MOTIVATION -

"Gratitude makes sense of our past, brings peace for today, and creates a vision for tomorrow."

-Melody Beattie

- AROUND THE WEB -

<< If you only read one thing >>

37 Sales Leadership Stats to Know in 2020HubSpot

Sales leaders, be honest — you're curious about what your peers are up to.

This year has been unconventional (to put it lightly) and leaders have been faced with challenges that they likely haven’t seen at other points in their careers. The ability to share information with other leaders, or to ask "how are you managing?" is invaluable.

However, that’s far easier said than done when you’ve got work to do. If you don’t have the time or resources to commission your own data, you’re in luck because we’ve compiled a list of important data points sales leaders need to know. >>> READ MORE

Topics: Wrap-up

Thankful. Grateful. Blessed. Happy Thanksgiving from The Center for Sales Strategy

2020 CSS Holiday Video

Happy Thanksgiving to all those in the United States who celebrate! We know this year has been rough, but we see your strength and wish you all the best this Thanksgiving.

Even with all the chaos 2020 has presented, there’s still so much to be thankful for this holiday season. One of the greatest gifts this year has given us is a new perspective on the things we’ve been taking for granted all this time. A new perspective on just how grateful we are for the simplest of things.

And while many are still struggling this Thanksgiving, we hope you’re able to take a moment and practice some gratitude for all the lessons 2020 has brought us.

Topics: holiday

The 8 Talents Every Salesperson Needs to Succeed

The 8 Talents Every Salesperson Needs to SucceedHave you ever heard about Katie Francis, who shattered the 30-year-old world record by selling 21,477 boxes of Girl Scout Cookies in 2014?

On weekdays, Katie worked seven hours a day selling cookies. On weekends, she put in 12 hours a day. What started as a goal of selling 18,100 boxes, quickly raised to 20,000, and then to 21,000. Katie’s a goal-setter — and reaching a goal just motivates her to set a higher goal. She sold a record of 100,100 boxes of girl scout cookies in her seven years as a girl scout.

To be successful in sales, Katie quickly learned you can't take "no" personally. This young lady has a solid ego that rejects rejection along with an agile mind that readily learns and adapts.

Topics: sales performance sales training sales talent

Improving Sales Performance: Business Performance and Culture

Improving Sales Performance Business Performance and Culture

Your role as a leader is to drive your people toward your ambitious culture. How do you do that? You must connect with people!

When COVID-19 closed gyms, 58% of trainers lost some of all of their income, and 23% were furlough or laid off (PR Newswire). How did one gym manage to gain more members now than pre-COIVD?

Episode 4 of the Improving Sales Performance series with Tony Hartl, founder of Crunch Fitness Austin and Planet Tan, provides listeners with a few secrets of how he’s getting new members and keeping existing ones amid the pandemic. He also discloses how he keeps his team focused and energized.

Topics: sales performance company culture

Predict the Success of Your Sales Team with Leading Indicators

Predict the Success of Your Sales Team with Leading Indicators

"If you don't know your numbers, you don't know your business." — Marcus Lemonis

"It's a numbers game, but I don't know which numbers" — Average Salesperson

Okay — I made-up the last quote, but it's still true. Too many times, I meet with sales managers and salespeople who firmly believe that sales is a "numbers game", but they have no idea what numbers they need to know or even what numbers they should be tracking.

Most sales leaders focus on KPI's (Key Performance Indicators) and while they are important, they do not help produce sales improvements. KPI's are like your scorecard after a round of golf, fun to see how you played, but they can't help you play better for the round you just finished. 

Rather than focus on KPIs, it’s time to concentrate on Leading Indicators so that we can effect change during the game that will help you and your team win. Think of leading indicators as data that allows you to make "in-game" adjustments, so that your team can keep scoring.

Topics: sales performance sales process

Weekly Roundup: Organizational Change, Conquer the Chaos + More

Organizational Change, Conquer the Chaos

- MOTIVATION -

"Your failures make your successes so much more meanginful."

-Guy Raz

- AROUND THE WEB -

<< If you only read one thing >>

Organizational Change Can Successfully Transform Your BusinessOutreach

Organizational change has, historically, required meticulous planning across teams. As executives, we like to have all the moving parts in place before a major shift.

Leaders who oversee go-to-market teams understand better than anyone. You have transitioned from working with an in-house team of reps to managing people remotely. The events and in-person meetings your teams relied on for leads or relationship-building were canceled. Instead, your reps have to rely on technology to make those connections. Everyone now belongs to the “inside sales” team. The learning curve for leaders has been steep. >>> READ MORE

Topics: Wrap-up

Set Your Team Up for Sustainable Sales Performance Going into 2021

Set Your Team Up for Sustainable Sales Performance

Think of sales performance as a three-legged stool. When all three legs are strong, there's nothing sturdier. But if one of the legs isn’t holding up its weight, the stool can no longer do its job.

Just as you need all three legs on that stool, so too must a sales organization have three solid legs to carry the weight of the expectations placed on it. As we get closer to 2021, ensure your team is strong in all three areas and set your team up for improved sales performance in the new year.

Topics: sales performance sales training sales talent

Concerns and Considerations When Downsizing Sales Staff

Concerns and Considerations When Downsizing Sales Staff-1

Working with sales leaders and managers through a crisis like the pandemic is full of twists and turns and new discoveries!

Significant transformations such as downsizing and restructuring because of things like COVID can disrupt the flow of a sales team, however, done properly, they can improve sales performance. Many sales organizations are discovering that removing unproductive sellers (and not replacing them) creates a more productive team.

Since early this year, many changes have been implemented, but an emerging hot topic among sales leaders now is sales staff size. As a sales manager, is this something you have been thinking about?

Topics: sales structure IMPACT