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Effective Feedback is Key to Developing an Elite Sales Organization

by Matt Sunshine, on December 11, 2019

Effective Feedback is Key to Developing an Elite Sales Organization

Great sales managers truly want to grow and develop the salespeople that report directly to them. And, we’re not just talking about the new hires to the organization. We’re talking about all the salespeople they are responsible for.

At our Talent Focused Management workshop — a workshop that sales managers who are clients of The Center for Sales Strategy attend — we highlight a famous quote from Peter Drucker:

“It is the people who determine the performance capacity of the organization.”

The best investment a sales organization can make is to commit to grow and develop its people. The great news is that salespeople want to learn and develop. In fact, the 2019 Media Sales Report found that 95% of salespeople said that learning and development are important to them. One of the best ways to grow and develop your salespeople is through the effective use of feedback.

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Topics: coaching talent focused management feedback
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4 Ways to Find Great Salespeople

by Trey Morris, on December 10, 2019

4 Ways to Find Good Salespeople

Sales managers in every market say the same thing —finding great salespeople is hard. We empathize, but of course, it is! Salespeople are often really good at selling themselves, and when you do hire, it takes six months to a year to know whether you made the right decision.

This is one reason you must develop a plan and execute that plan at all times. Managers often reach out to us looking for creative ways to recruit people to their companies. Unfortunately, most wait until they're in need. If you're waiting for an opening on your staff to begin recruiting salespeople for your talent bank, it's too late! 

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Topics: Talent recruitment talent bank
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2019 Media Sales Report-Company Culture Statistics

by Beth Sunshine, on December 9, 2019

Culture

Corporate culture has arguably always been important, but in recent years it’s become a popular point of discussion. To some, it’s become a buzzword, with an overabundance of content and discussions surrounding it. However, our 2019 Media Sales Report revealed some telling information related to how salespeople and sales managers feel about the culture of their company and industry today. 

Company culture is becoming even more important as the modern workplace continues to evolve. This is proven throughout the report as the biggest takeaways are related to how prepared salespeople feel to face the future and how likely they’ll be to recommend their company as a great place to work.

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Topics: media sales report employee engagement culture
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Weekly Roundup: Hit Your 2020 Sales Goals, Find the Decision Maker + More

by Amanda Meade, on December 6, 2019

Hit Your 2020 Sales Goals, Find the Decision Maker + More

- MOTIVATION -

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

-Og Mandino

 

- AROUND THE WEB -

<< If you only read one thing >>

4 Keys to Hitting Your Sales Goals in 2020 – LinkedIn

With 2020 around the corner, it’s time to begin thinking about and planning for your sales success in the year ahead. Buying is changing.

With technology, buyers have a wealth of information and an endless number of options at their fingertips. They are well-educated and know more about you, your company and solutions, and your competitors. They’re also more distracted than ever.

While some sellers are struggling with these changing buyer dynamics, others are consistently beating their sales goals and experiencing tremendous success. Here are four keys you can follow to join their ranks. >>> READ MORE

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Topics: Wrap-up
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Sales Training: The Illusion of a Quick Fix

by Matt Sunshine, on December 5, 2019

Sales Training: The Illusion of a Quick Fix

These days, there's a quick fix for everything. From a 21-day diet to a 3-step skin care plan and a 24-hour credit repair, it's our natural instinct as humans to look for quick solutions to our problems. We’re impatient by nature, and we want the kind of solution that turns everything around now.

While some of these quick fixes may work in the short-run, most are not sustainable and they leave you in worse shape than you were before. Ironically, the quick fix delayed the real solution.

In our world of quick fixes for everything, we also expect a quick fix to be applied to sales. However, the best sales performance solutions combine a jump-start plan to deliver immediate results together with a long-term plan to assure sustainability. And, the long-term plan must include three fundamentals.

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Topics: sales management Sales sales training
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Tips to Improve Your Culture in 90 Days or Less: Part 1

by Kim Alexandre, on December 4, 2019

Tips to Up Your Culture in 90 Days or Less Part 1

When it comes your bottom line, employee engagement is a powerful source you must have for growth and profit. 

Employee engagement is based on trust, integrity, and a two-way commitment and communication between an organization and its people.  A strong company culture means employees are engaged.  In turn, there is:

  • A reduction in regrettable turnover
  • Increased productivity
  • Increase in key customer retention

In part one of this three-part blog series, we'll address each attribute of a strong company culture, as well as tips on what you can do right now to lead the charge of increasing employee engagement at your own organization.

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Topics: company culture employee engagement culture
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2019 Media Sales Report - Get Back to the Basics With Sales Enablement

by Matt Sunshine, on December 3, 2019

Sales Enablement

Why is sales enablement important? Because buyers are more informed, and selling is more challenging than ever before. Our 2019 Media Sales Report found that some of the major challenges in sales today are that sales reps’ time is not actually spent selling and salespeople are simply not equipped with relevant materials.

Sales enablement is a strategy that aligns marketing, sales, and operations while lowering costs, increasing revenue, ensuring brand integrity, and ultimately closing more deals. Even the most talented sales reps can benefit from the right support, structure, and technology.

So, why did nearly 1 out of 4 sales managers feel that they don’t have the right sales collateral pieces to help their sellers in all stages of the sales process?

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Topics: content marketing crm sales enablement media sales report
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Consensus Decision Making: Trust the Process

by Stephanie Stoll, on December 2, 2019

Consensus Decision Making - Trust the Process

You’ve secured the appointment with the decision maker. You’re excited and feeling positive about the sales call. You’ve prepared for the meeting and think you have all the right questions. You move in for the close and just when you think it is about to happen, they throw you a curveball, “I need to talk this over with some other people in my company, can I get back to you next month?”

Other people? But aren’t you speaking to the decision-maker with the power to say yes? Of course, but you didn’t conduct the due diligence on the prospect’s decision-making process to uncover any possible decision influencers.

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Topics: Decision Makers sales process sales accelerator
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