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The Center for Sales Strategy Blog

2014: A Year in Review | Part Eight: Leadership


As 2014 comes to a close, we like to take a minute and reflect on the posts that resonated the most this year. Here's a year in review of our most popular posts regarding leadership. It's a great way to end 2014. See you next year!

Burn Your Ships: A History Lesson About How to Be a Great Leader

Those who know how to be a great leader understand what it means to burn their ships.

8 Things You Should Do To Turn Talent Into Performance

When does hard work beat sales talent? And how to you turn talent into performance?

The 4 Most Important Key Performance Indicators for Sales Managers

As a sales manager, you can measure anything, but there are only four that are the most important. Read to find out which they are.

Football vs Sales – Key Elements in Coaching a Winning Team!

A successful head coach of a winning football team can be likened to a successful manager of a winning sales team. A sales manager after all is “coaching” his team to success, wins and GROWTH.

24 Ways to Effectively Coach Millennial Salespeople

Millennial salespeople need to be treated differently than Generation X and Y. Here are 24 ways to effectively coach millennial salespeople.

5 Questions to Ask Yourself when a Salesperson is Underperforming

Are you dealing with an underperforming salesperson? Before you fire that person, look within and ask yourself these five questions.

How Do You Coach Salespeople Who Are Not as Competitive as You Are?

Are your salespeople wired the same way you are? If not, how do you coach them?

How to Set the Right Expectations When Coaching Salespeople

You have to set the right expectations when you manage salespeople. Find out 3 tips for turning expectation into reality at The Center for Sales Strategy's blog.

Which is More Important in a Sales Manager: Empathy or Accountability?

Are you an empathetic manager or an accountability manager? Which is better?

3 Things Great Sales Managers and Parents Have in Common

Have you ever thought about becoming a sales manager? Here are 3 things sales managers and parents have in common.

3 Steps to Improve the Dreaded Individual Focus Meeting

Sales managers and salespeople hate the individual focus meeting, and that's a shame. Follow these steps and make yours amazing.

12 Quotes About Leadership

We were recently inspired by these 12 quotes about leadership that we learned at our company's annual staff meeting.

The Sales Funnel Gut Check You Need

If you’re a sales manager, you need to know where your salespeople are in the sales funnel.

What Lights Your Fire? 6 Tips for Employee Motivation

What lights your fire? Six different types of motivations and how to manage them.

Are You Really a Focused Sales Manager or Just Pretending?

I am currently reading the New York Times bestseller called “Influencer, The New Science of Leading Change.”

5 Ways to Get the Most Out of Your Salespeople

If managing salespeople is part of your job description, read on for five ways to get the most out of your salespeople.

How to Help the Non-Warm, Non-Fuzzy Salesperson

The lone ranger salesperson needs to be coached differently than the warm and fuzzy salesperson everyone loves.

Corporate Culture Starts at the Top. But Who’s at the Top?

Corporate Culture is more than just a vision statement. Don’t look to a mission or vision statement hanging on the wall to discern the culture of a given organization. Just watch what the people do.

Tough Questions Sales Leaders Would Rather Not Be Asked

Here they are: the hard questions. The tough ones. The ones that sales managers would rather not be asked.

Was the Prospect Unqualified? Or Was the Salesperson Unqualified?

Qualifiying prospects only takes you so far. Make sure your salespeople are trained not to burn through quality prospects.

What Do Your Salespeople Think of You as a Sales Manager?

Do you know your own strengths as a sales manager?

Luck Happens when Preparation Meets Opportunity

Luck of the Irish? Nope. Luck is what happens when you're prepared for the opportunities that come your way.


Those were our best posts about leadership. What stood out to you?

In case you missed the previous editions:

Part One: Online Communication

Part Two: Interviewing and Hiring

Part Three: Sales Talent and Communication

Part Four: Inbound Marketing

Part Five: Needs Analysis

Part Six: Salespeople

Part Seven: The Sales Process

importance of decision influencers


Topics: Wrap-up