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The Center for Sales Strategy Blog

5 Reasons Why CRM Should Matter to Sales

5 Reasons Why CRM Should Matter to Sales

For as long as there have been Customer Relationship Management (CRM) tools in existence, salespeople have been suspicious of management’s motive for insisting their sales teams use the software.

Sure, when everyone on the team is using a CRM, the sales manager’s job can be made easier, but what’s in it for the rank and file salespeople?

If you're a manager trying to get your salespeople on board with using a CRM, below are five reasons you can give them that convey what's in it for them.

Topics: sales process CRM sales enablement

Close This Performance Gap, Get More Appointments [VIDEO]


Matt Sales Perfromance Gaps

Even your best sales reps aren’t immune to sales performance gaps.

There are common gaps like not following the sales process, poor listening skills, not properly preparing for calls, not identifying valid business reasons (VBR) early in the process… the list continues.

However, one of the most common sales performance gaps that you need to close in order to boost revenue is right at the very beginning of the sales process. Do you know what it is?

Topics: sales performance sales process

Sales Managers: Start Focusing More on Top of the Funnel Prospects

Top of the Funnel Prospects

When it comes to the sales pipeline, a good rule of thumb is — having nothing in the top of your sales funnel today, means nothing to close in the future.

This means it is important to add prospects to a sales funnel, as well as ongoing engagement to move them through the funnel. Simply put,  just because a prospect enters the top of the sales funnel, it’s not guaranteed they’ll move to the middle of the funnel.

Topics: Lead Nurturing sales process sales pipeline

Why Sales Coaching Matters, Plus 3 Ways to Get Started

Why Sales Coaching Matters

To achieve your sales targets, it's imperative to effectively train the sales reps so they become more productive. Sales coaching can highly improve their skills as they become better salespeople. They can help generate more revenue for the company and help achieve business objectives. 

While sales experience is essential, it's equally important to train the sales managers to maximize sales productivity. Effective sales coaching coupled with good training and management can help skyrocket sales and build a stronger sales team.

Topics: sales coaching sales management

Weekly Roundup: Hybrid Work Now & Next, Signs Your Pipeline Reviews Are Failing + More

Hybrid Work Now and Next


"If people believe in themselves, it's amazing what they can accomplish.”

-Sam Walton


<< If you only read one thing >>

Hybrid Work Now & Next: 5 Point Roadmap For Moving From Scrappy To Sustainable Growth Institute

According to a recent UpWork survey (2021) 1 in 4 Americans will be working entirely remotely in 2021 and by 2025, 36.2 million Americans will be working remotely - an 87% increase from pre-pandemic levels, the study revealed.

We predict the majority of companies will move to hybrid work environments, where there is a blend of remote-work and in-person work.

The location of our work is not the only thing that will be shifting.

It’s time to challenge our thinking and our habits to move from scrappy to sustainable. Our structures, our processes, our people practices, our tools.

Where to start? We’ve got you covered with a 5-point roadmap to help you and your companies evolve and own your culture.

Topics: Wrap-up

5 Things Every Great Sales Manager Should Do to Turn Talented Salespeople into Performers

 5 Things Every Great Sales Manager Should Do to Turn Talented Salespeople into Performers

“Get the right people on your bus and get the right people in the right seat on your bus.”

Jim Collins, leadership guru and author of the best-seller Good to Great

If you have the right people on your bus, how well do they fit into the role you have them in?

Even if you hired the right talent onto your bus, reports show that less than 20% of employees feel they get to use their talent and strengths each day at work which means adjustments are needed. How can you help?

Topics: hiring salespeople Sales

How the Right Sales Team Structure Can Maximize Revenue Performance [VIDEO]

Matt Sales team Structure and Revenue

Increasing sales productivity and performance is a top challenge for any sales leader. One study even found that it surpasses the obstacles of recruiting, hiring, and onboarding.

Data suggests that salespeople spend as little as 23% of their time actually selling. In conjunction, the 2020 Media Sales Report found that nearly 1 out of every 3 (31%) of salespeople spend 20-25% of their time in discovery meetings.

Sales managers try various things to hit their targets: hiring more reps, reassigning territories, changing compensation plans… and more. Yet there’s one thing that most organizations have not tried, and when done correctly, you’ll see the growth and revenue performance you desire.

Topics: sales process sales structure

Sales Leaders Have Two Jobs Related to Sales Process

2 jobs

Only two jobs? Most sales managers will meet that headline with an eye-roll but stay with us.

Great sales leaders individualize their coaching while they manage a standardized sales process. The first job of a sales leader is relatively easy - the second takes more discipline. The two jobs sales managers have related to sales process are:

  • Install a process that everyone on your team uses
  • Keep the team focused on the process at all times
Topics: sales process IMPACT

Resources That Are Helpful to Your New Hire

Resources for Onboarding

30% of job seekers have left a job within 90 days of starting.

Staffing and HR experts say onboarding new hires at an organization should be a strategic process that lasts at least one year because how employers handle the first few days and months of a new employee's experience is crucial to ensuring high retention.

Beyond the basics, what else does a new hire need?

Topics: onboarding sales talent

Weekly Roundup: Reinvent the Office Watercooler, What's Shaking Up Sales + More

Reinvent the Office Watercooler, Whats Shaking Up Sales


"Leadership is doing what is right when no one is watching.”

-George Van Valkenburg


<< If you only read one thing >>

How to Reinvent the Office Watercooler in a Hybrid Workplace Medium

It turns out that there’s more to miss about going into the office than some of us may have thought. Research indicates that when we transition to hybrid work, what we miss most is the relationship-building that happens spontaneously in our workplaces — “watercooler moments.”

Studies have shown that learning how to succeed at an organization doesn’t happen in an employee handbook, but instead as a result of those watercooler moments. Walking by a colleague’s desk to say hello, converging in the breakroom to discuss a Netflix show, catching up with a co-worker over lunch; these moments are in fact essential to building camaraderie, morale, and trust in our work lives.

Just eight months ago, these exchanges may have seemed like just a tedious and obligatory part of our work lives. But these face-to-face moments — and the relationships we cultivate from them — mean more than we knew. >>> READ MORE

Topics: Wrap-up