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The Center for Sales Strategy Blog

Weekly Roundup: Employee Appreciation Day, Remote Work Obstacles + More

Employee Appreciation Day, Remote Work Obstacles

- MOTIVATION -

"Earn your leadership every day."

-Michael Jordan

- AROUND THE WEB -

<< If you only read one thing >>

15 Excellent Ways to Celebrate Employee Appreciation Day (+ BONUS Remote-Friendly Ideas)Bonusly

Employee Appreciation Day (March 5, 2021)—it's the best day of the year! 😄 🎉 🎶
 

Most work weeks are focused on business objectives, decisions from management, or customer issues. Employee Appreciation Day, on the other hand, is a special day that should be truly centered around the teams of employees that make things happen every single day.

Even a little bit of recognition can make a big impact on employee motivation. Research shows that feeling appreciated increases morale, improves engagement, and reduces turnover. In particular, employee recognition has been proven to boost oxytocin levels—that’s the chemical our bodies create when we bond socially! >>> READ MORE

Topics: Wrap-up

Selling Techniques for Getting that First Appointment

Selling Techniques for Getting that First Appointment

You called. Left a message. "Maybe they're busy," you think. Or, "maybe they just don't return calls." Perhaps it's neither of these. Maybe it's on you.

Maybe you just haven't given them a compelling enough reason to call you back.

If you want prospects to call you back, you need to give them a reason. If the reason you're providing is something along the lines of, "I have a really great idea to share with you," then you sound just like the other 25 calls they've received.

Your prospect doesn't want your ideas. They want solutions to their problems.

Topics: sales strategy Sales

Improving Sales Performance | Media Sales Report | Sales Training and Development

ISP Esp 13-1

Throughout season 2 of the Improving Sales Performance Series, we’ve focused on the data and analysis of the 2020 Media Sales Report.

In this episode, John Henley, Managing Partner at The Center for Sales Strategy, and Greg Giersch, Vice President of Client Experience at The Center for Sales Strategy, join Matt Sunshine to discuss the data from the Media Sales Report surrounding the analysis of the sales training and development data.

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.

Topics: sales performance sales training

Customized Coaching for Sales Talents: Coaching Discipline & Positivity

Customized Coaching for Sales Talents Coaching Discipline & Positivity

Do you have salespeople on your team that enjoy routine and structure? What about reps who have contagious enthusiasm?

If you answered yes to one, or either, of these questions then take a closer look at this article as we help you coach and develop the people with strengths of Discipline and Positivity. 

Topics: sales talent assessment sales talent

Understanding Talent and Fit with Better Interview Questions

Understanding Talent and Fit with Better Interview Questions

Do you want to conduct better interviews and ensure you make smart hiring decisions? Preparing better interview questions to determine talent and fit will help you improve this step in your selection process.

The first, and most important, step is to have your candidate complete a validated talent assessment specific to the role you are filling before you meet with them.

Topics: sales talent assessment sales talent selection

Weekly Roundup: The Perfect Remote Schedule, Building Trust Virtually + More

The Perfect Remote Schedule, Building Trust Virtually

- MOTIVATION -

"Always do your best. What you plant now, you will harvest later."

-Og Mandino

- AROUND THE WEB -

<< If you only read one thing >>

How to Build Trust & Deepen Connections With Your Buyer While Selling Virtually LinkedIn

One day we’ll look back at 2020 as a turning point in the world of sales. Trends that had been percolating for more than a decade sped up and crystallized as social distancing and stay-at-home orders uprooted some of the fundamental mechanics of selling.

But the shift to virtual selling has proven that the fundamentals of a great sale are still real relationships and customer value. And we’ve seen that you can still be present for your prospects even when you can’t physically be with them. >>> READ MORE

Topics: Wrap-up

Why Good Salespeople Leave

Why Good Salespeople Leave

According to a DePaul University study, the average turnover cost per Account Executive (AE) is $97,690 when you add up recruiting costs, training costs, and lost sales. So, if you lose five AEs in one year - you’re close to losing nearly a half a million dollars. 

Couple that with the fact that in a Glassdoor survey, only 19% of AE’s have no immediate plans leave their companies, but 68% of AE’s plan to look for a job within the next year.  

Why do sales reps leave? And what can your sales organization do to stop your top sellers from leaving?

Topics: sales process sales structure IMPACT

Improving Sales Performance | Media Sales Report | Hiring and Talent

large-ISP_MediaSalesReport_Ep__ 4_COVER

Throughout season 2 of the Improving Sales Performance Series, we’ve focused on the data and analysis of the newly released Media Sales Report.

In this episode, Beth Sunshine, VP of Talent Services, joined Matt Sunshine to discuss the Sales Department Structure section of the Media Sales Report, specifically looking at data on hiring and talent.

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.

Topics: hiring salespeople sales talent assessment sales talent

How to Boost Morale for Better Sales

 How to Boost Morale

How are you working to improve sales?

When it comes to sales, what do you value? If the answer to that question is hitting the numbers, then people are simply stepping stones. When you value people first, you'll watch the numbers stack up. The goal is to invest in people. The return on that investment is huge, because people account for a quality sales operation.

Topics: Sales company culture remote sales team

Customized Coaching for Sales Talents: Coaching Responsibility & Work Ethic

Customized Coaching for Sales Talents Coaching Responsibility & Work Ethic

We all have strengths, and we all have weaknesses and like fingerprints, each of our talent combinations is entirely unique.

Human nature drives us to focus on our weaknesses, so as individuals, we expend a lot of energy trying to master behaviors that will never become natural. Managers get stuck in that trap as well, wasting much of their time coaching in a way that feels like teaching a fish to climb a tree. These futile efforts greatly lower employee engagement and only result in marginal improvement (about 10%).  On the other hand, when people focus that same time and energy on their strengths, their level of engagement shoots up, and they can improve by as much as 10 TIMES!

We help managers understand their people's unique strengths so they can apply the right coaching strategies and improve their performance. That leads to a strong return on investment for both the individual and the manager!

Topics: sales talent assessment sales talent