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The Center for Sales Strategy Blog

How to Inspire your Employees and Increase Productivity

Inspire Employees

You want to get the most out of your people… so how do you really inspire them? 

Most of the managers immediately respond, “Pay them more!” Believe it or not, that’s not going to cut it. 

Most employees are not coin-operated, and more money does not lead to more engagement.

Wonderfully stated in a Harvard Business Review article, authors Eric Garton and Michael C. Mankins explained there are four levels of employee engagement: Dissatisfied, Satisfied, Engaged, and Inspired, and they pointed to recent productivity research related to each level. 

Here’s what they learned.

Topics: sales performance sales talent

Top Articles of 2020: Key Accounts + Account List Management

2020 Best Key Accounts Blogs

Exceeding revenue goals is linked to developing new customers as well as increasing revenue from existing clients, today we are bringing you a recap of the most popular posts we've published in 2020 on key accounts and account list management.

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. We've searched for the most popular blogs of 2020, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year. Check out these top blog posts on key accounts and account list management from 2020, and let them kickstart your 2021 sales strategy.

Topics: key account growth account list analytics account list management

Top Articles of 2020: Talent

 2020 Talent Blogs

We believe that talent + training + tactics = performance, and today we are bringing you a recap of the most popular blog posts we've published in 2020 on all things talent.

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. We've searched for the most popular blog posts of 2020, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year. Check out these top articles on talent from 2020, and let them kickstart your 2021 sales strategy.

Topics: sales performance sales talent

Top Articles of 2020: Sales Process

2020 Sales Process Blogs

It's hard to keep up with every article we publish throughout the year! So, today, we're making it easy by recapping the most popular sales process posts we've published in 2020.

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. We've searched for the most popular blogs of 2020, and we've curated these lists to bring you some of the most informative content from the year. Check out these top blogs on the sales process from 2020, and let them kickstart your 2021 sales strategy.

Topics: sales process

Silence is Golden: 3 Ways to Improve Your Listening Skills

improve listening skills"Silence is golden"—usually this is said right after your children leave the room and you finally have a moment of peace.

As much as that is a "funny" joke for parents, the concept of silence is a rare one in today's world. Are we ever "silent?" And when I say "silent," I don't mean staring at our phones for hours at a time.
 
In the context of sales, silence has another meaning. Silence is an opportunity to stop talking, be quiet, focus, and listen. Yes, I know this is a radical concept for those us that are gregarious, loud-mouth, salespeople.
Topics: Needs Analysis sales performance prospecting

Top Articles of 2020: Sales Culture + Company Culture

2020 Sales Culture Blogs

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success.

We've searched for the most popular blog posts of 2020, and we've curated these lists to bring you some of the most informative content from the year. Check out these top blogs on the sales culture and company culture from 2020, and let them kickstart your 2021 sales strategy.

Topics: sales performance company culture

Top Articles of 2020: Sales Management

2020 Best Sales Management

As we get closer to the New Year, we're taking some time to reflect on 2020 and the success we've seen our clients achieve. While many are enjoying this special holiday with family and friends, we're bringing you a recap of the most popular posts we've published in 2020. 

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. We've searched for the most popular blogs of 2020, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year. Check out these top blogs on sales management from 2020.

Topics: sales performance sales management

Welcome to My Home. Please Come In.

pandemic trends

So many things have changed this year in response to the pandemic we may not fully appreciate how different our lives really are. Most of the changes have not been positive, but certain outcomes have proven to be beneficial now and are likely to continue into future.

For example, if pre-pandemic shutdown I would have advised you not to bother meeting with a prospect in their office, but rather simply visit them at their home you might have thought I had lost my mind. 

But, that's what many of you are doing right now because most of our clients are working from home in the new Zoom video world. We’ve all been “inside” someone’s home, at their kitchen table, den, basement office, or spare bedroom via live video connection, and if you think about it, it’s startling. We could never have accomplished this pre-pandemic!

Topics: sales performance work from home

Weekly Roundup: Remote Work is Lonely, Overcome Team Burnout + More

Remote Work is lonely

- MOTIVATION -

"Happiness can be found, even in the darkest of times, if only one remembers to turn on the light."

-Albus Dumbledore

- AROUND THE WEB -

<< If you only read one thing >>

Remote Work is Lonely. Here's What Companies Can Do To Foster a CommunityOpenView

Some organizations have transitioned to hybrid models since the pandemic began, but many teams are still completely virtual.

A lot of people have adapted to the “new normal,” and many love the flexibility it affords. Others struggle with imperfect at-home working conditions and keeping themselves motivated and on task without the structure of a normal day or office environment.

One challenge that’s universal—especially for teams new to working remotely—is how hard it can be to form strong relationships with colleagues when you’re not inhabiting the same real-world space. The organic connections and conversations that happen around water coolers and lunchrooms aren’t as easy to come by when the only available modes of communication are email, Zoom and Slack. >>> READ MORE

Topics: Wrap-up

Movies and Series to Stream While Social Distancing

Movies and Series to Stream While Social Distancing

What do American crime dramas, musical fantasies, and a Canadian sitcom have in common? They can all help you practice social distancing and make you a better person. It’s true! Research provided by Psychology of Aesthetics, Creativity and the Arts found that watching high-quality TV dramas can actually increase our emotional intelligence and make us more empathetic people.

Our team at The Center for Sales Strategy (CSS) and LeadG2 survived 2020, but not without the help of streaming services like Netflix, Hulu, and Disney+. Here are some of the binge-worthy movies and shows that all of us have been watching while staying home and social distancing.

Topics: Sales COVID19 Resources

Why Storytelling Helps Attract and Recruit Top Talent

Why Storytelling Helps Attract and Recruit Top Talent

What are your most effective recruiting tools and strategies?

As a hiring manager, you’ve witnessed first-hand that simply posting a job listing is not enough to attract top talent to your organization. You may have tried to throw-out company statistics and numbers while interviewing, but even those impressive numbers didn’t set you apart from the competition.

So, how do you stand out and sell candidates on your company? The answer is surprisingly simple: storytelling.

Topics: recruitment sales talent

Improving Sales Performance: Consultant Roundtable

Improving Sales Performance Consultant Roundtable

These days you can never get enough information on work from home best practices, how to use video to help manage and sell, and how to manage a remote sales team.

In episode 7 of the Improving Sales Performance series, Matt Sunshine hosts a roundtable discussion with Jim Hopes, Stephanie Downs, and Kurt Sima all consultants at The Center for Sales Strategy (CSS). This is a rare opportunity for listeners to see what an internal meeting is like at CSS and to truly learn from a team of sales experts that offer different points of view.

Topics: sales performance

What Lessons Have We Learned in 2020?

lessons learned in 2020-1

None of us fathomed that a year ago we could do business without traveling. No one imagined that we would exclusively have online events, online trainings, online meetings, online calls, and so on. Lessons learned in 2020 boil down to three words — Accept, Adapt, Accelerate.

  • We’ve accepted that there’s a new reality for the way we do business
  • We’ve adapted to the way we sell and talk to clients based on our new reality
  • We’ve accelerated the sales process (and more) in order to improve

Although conducting business during a pandemic has been challenging, are all the changes we’ve made really that bad? Here are some lessons learned in 2020, straight from the mouths of experts at The Center of Sales Strategy (CSS), LeadG2, and Up Your Culture.

Topics: sales performance Inbound Marketing company culture

Weekly Roundup: Sales Follow-Up, Using Psychology to Close Deals + More

Sales Follow-Up, Using Psychology to Close Deals

- MOTIVATION -

"People are influenced to change by people they trust."

-Mike Bosworth

- AROUND THE WEB -

<< If you only read one thing >>

The Art of the Sales Follow-Up: 7 Ways to Keep the Conversation GoingHubSpot

Most of your business’s prospective customers will not buy from you instantly. You cannot simply introduce someone to your products or services once and expect that they will go the rest of the way by themselves. Unfortunately, this simply isn’t true.

The first point of contact is important, of course. You never get a second chance to make a first impression. But many salespeople and marketers make the mistake of crafting a perfect sales email, holding a great meeting, or running a fantastic product demo, and then sitting back and doing nothing. If you’re guilty of this, you might need to perfect your sales follow-ups. Read on to learn how to do this, and why it matters. >>> READ MORE

Topics: Wrap-up

The Lone-Wolf Sales Model is Making Your Life Tougher than It Needs to Be

Lone Wolf Sales Model

At The Center for Sales Strategy (CSS), we’re big believers in talent. And nothing confirms our trust in talent more than when we witness a direct connection between the talent level of a given salesperson and the success they achieve.

When highly talented, that success happens more quickly and it lasts over the long haul — and when talent is softer, success is modest at best. Same is true for highly talented sales staffs versus those less talented. 

But our confidence in the predictable relationship between strong sales talent and strong sales performance has confirmed something else — talent is rare and precious. Talented salespeople are worth their weight in gold not only because they produce prodigious returns on the investment employers make in them, but also because they’re so darn hard to find.

And a staff full of such salespeople? A sales manager should count themselves an unusually outstanding recruiter and manager if half the staff is highly talented. 

Topics: sales talent sales structure IMPACT

Technology Sales Teams Need to Work From Home

Technology Sales Team Need to Work From Home

With most of the workforce now working from home, sales managers are figuring out what the new normal is when it comes to their team’s workflow. 

While there are numerous benefits to an at-home, flexible work schedule (like lower stress and a higher employee retention rate), sales teams still need all the help they can get for constant communication, effective project management, goal setting, and team building. 

Thankfully, there is an arsenal of apps, integrations, and platforms that will not only help teams to stay motivated and productive, but will also help to crush quotas as well. Keep reading to find out which tech is right for your team.

Topics: sales performance Remote Team

Improving Sales Performance: Exploring the IMPACT Sales Leadership System

Improving Sales Performance: A Simplified Framework to Driving Winning Performance

The IMPACT sales leadership system is both a training curriculum and an ongoing guidebook for sales leaders of all organizations and levels of experience. This system ensures sales leaders make the right People decisions, follow the best Processes, and engage in effective Planning to deliver top Performance.

In episode 6 of the Improving Sales Performance series, Managing Partner at The Center for Sales Strategy (CSS) John Henley uncovers details about the new IMPACT leadership system and how sales leaders can use all four stages in various ways.

Topics: sales performance IMPACT

Are You Training for the Right Reasons?

Are You Training for the Right Reasons

To start something at the beginning and complete it (in order) to the very end is seen as a virtue. Linear thinking is logical, and experts say that most of us in the western world rely on it 90% of the time. But don’t let that limit you into believing there's always just one path to the best result.

What result do you want from sales training? To say the team completed all the courses or learn to sell smarter or faster?

Topics: sales process sales training

Weekly Roundup: Sales Skills You Aren't Practicing, Fun Sales Meetings + More

Sales Skills You Arent Practicing, Fun Sales Meetings More

- MOTIVATION -

"Leadership and learning are indispensable to each other."

-John F. Kennedy

- AROUND THE WEB -

<< If you only read one thing >>

The Top 3 Sales Skills You Aren't PracticingMailshake

Every sales rep is constantly looking for ways to up their game.
 
And while it’s often about employing some awesome new tech tool or learning the latest closing technique, you can get a lot more out of your prospects and clients simply by getting a ton more out of the basics.
 

With this in mind, Sujan Patel sat down with Joseph Fung, CEO of sales bootcamp Uvaro. He’s a repeat founder who has been building and selling software for decades, and he shared the three top sales skills reps should be constantly practicing and building on. >>> READ MORE

Topics: Wrap-up

Improving Sales Performance: From Team Engagement to Overall Performance

Improving Sales Performance: From Team Engagement to Overall Performance

Is it possible to drive sales performance and keep an amazing company culture during these challenging times? Yes! And Taja Graham, Vice President of Sales for Emmis Communications Indianapolis, provides the proof in her interview with Matt Sunshine.

Episode 5 of the Improving Sales Performance series deep dives into things Graham is doing in her market to drive performance, as well as what she’s doing to keep her team engaged. Plus, she touches on how they’ve modified planning for next year to drive performance.

Topics: sales performance employee engagement

7 Ways to Develop a Successful 2021 Revenue Plan

7 Ways to Develop a Successful 2021 Revenue Plan

Let's start by agreeing that simply hoping that things will go back to the way they used to be is not a strategy you can count on.

Revenue growth is still obtainable even in the most uncertain and challenging of times. However, achieving your growth targets for 2021 and beyond requires a solid revenue plan.

Topics: sales strategy sales performance

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