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The Center for Sales Strategy Blog

Sales Leaders’ Challenges: Motivation and How to Motivate Your Team

Sales Leaders Challenges Motivation

Working in sales isn't getting any easier. In 2020, the majority of sales reps weren't expected to meet their sales quotas.

As the leader of your sales team, it's up to you to motivate your team to reach their targets and more. But that's easier said than done.

We've created a guide with 7 sales team motivation strategies that you can use to overcome the sales leaders' challenges you encounter as the face of your team, whether you're new to the position or on your way to becoming an expert.

Topics: sales leadership motivation

5 Steps to a Precise Internal Sales Diagnostic

internal sales diagnosticThis article was originally published on Sales & Marketing Management.

Sales leaders are responsible for more than closing deals. Teams depend on them to see the big picture, measure current strategies, and evaluate new opportunities. Sales diagnostics help leaders see their operations from all sides so they can identify bottlenecks and keep revenue climbing.

Topics: sales performance Sales sales process sales diagnostic

Sales Leaders' Top Challenges — Coaching

Sales Leaders Top Challenges — Coaching

You're not an Avenger.

I know that is disappointing. Trust me, I'm disappointed, too. Who doesn't want to be a superhero? We all want to be the man or woman who swoops in to save the day, but that only gets to happen in a Marvel or DC movie.

In the real world, we don't have these types of superheroes.

But as much as I would like this blog to be about my favorite Marvel characters, that would not be the best use of your time or mine.

Topics: sales coaching

Sales Development: 5 Ways to Grow Revenue Without Selling New Customers

5 Ways to Grow Revenue Without Selling New Customers

Most sales leaders talk too much about new business development.

The truth is: they would be better off yapping less about selling new customers and yapping more about growing existing customers.

Topics: sales performance sales process

Weekly Roundup: Hitting Holiday Quotas, Employee Benefits +More

Hitting Holiday Quotas


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

- Mike Bosworth


<< If you only read one thing >>

How to Help Your Team Hit Quota During the Holiday Season HubSpot

Break the cycle of pressure to hit quota by playing into the holiday season and spreading the cheer! The holiday season is prime time to hit quota and set your team up to smash their numbers for months to come — but only if you play your cards right.

Here are some key tips and tricks you can leverage to make sure you and your reps thrive this holiday season. >>> READ MORE

Topics: Wrap-up

Don't Step Over a Dollar to Pick Up a Dime

Dont Step Over a Dollar to Pick Up a Dime

For every sales manager and General Manager, November and December are always interesting months. And the reasons why: it's the end of the year and it's BONUS month. It's the months to prod, cajole, incentivize, and yes, even beg the sellers to get out there and close the year strong!  

2021 is nearly over!

If you're only a few dollars short of getting your year-end bonus, you should do everything within your power to do so.

However, the fact of the matter is that most years, that's highly unlikely, improbable, and even impossible to reach that year-end bonus money. But even if that was the case, we should do everything within our power to squeeze every dime we can out of the year. Right? 


Topics: prospecting

Sales Leadership Series: Arnie Malham | Founder & President, BetterBookClub


How do you create a culture that attracts and retains top talent?

One lesson Arnie Malham, Founder & President of BetterBookClub and Author of Worth Doing Wrong, teaches us in this episode is that it takes time and will not happen suddenly.

Tune in now or keep reading for a brief overview.

Topics: company culture

Sales Leaders Challenge: How to Effectively Manage Change

Sales Leaders Challenge How to Effectively Manage Change

As a sales leader, you can count on the fact that there will be constant change. It's all around you in technology, the economy, your team, and industry conditions.

At times, it can seem impossible to prepare for and navigate the sea of changes you face, but successful sales managers adapt and adjust, and even embrace the changes.

Whether the change is a small adjustment or a seismic shift, leaders have the ability to reduce uncertainty and smoothly maneuver the tumult of change.

Topics: sales leadership

How to Ask for Referrals (with Examples)

Ask for Referrals

Everyone agrees that referrals are an essential part of growing a business. Furthermore, it's the most cost-effective way to build customer relationships and win new customers. Despite the sundry benefits of a referral program, how to ask for referrals has never been easy.

Acquiring a referred customer will cost you almost nothing, and they have a high degree of loyalty and retention. In fact, a referred client has a twice lifetime value compared to a non-referred customer.

Let's face it: asking is the best way to get customer referrals. But breaking the ice and asking directly for referrals can feel awkward, right? It might sound like you are desperately trying to ask for a favor.

Topics: referrals

Weekly Roundup: Getting Buy-In From Your Entire Company, First Impressions + More

getting buy in


"It's not about having the right opportunities. It's about handling the opportunities right."

- Mark Hunter


<< If you only read one thing >>

3 Essential Steps to Get Buy-In from Your Entire Company The Great Game of Business

“If people don’t participate, they don’t buy in. If they don’t buy in, they don’t commit. If they don’t commit, they don’t deliver!”

Businesses, small and large, struggle with employees delivering on their metrics. Maybe it’s not a delivery problem, but a buy-in problem. According to Great Place to Work, Employees who find their job to have “special meaning: this is not ‘just a job’” are

  • 4 times more likely to give extra to the company
  • 11 times more committed to stay
  • 14 times more committed to stay

How can you give special meaning to their job? Get their buy-in on the plan. >>> READ MORE

Topics: Wrap-up

Sales Leadership Series: Mike Searson | Vice President, Local Revenue at Corus Entertainment

Mike Searson

Being a sales manager has always been a difficult job. But we can all agree that over the last couple of years, it’s gotten a lot harder.

In this episode of the Sales Leadership Series, Mike Searson, Vice President, Local Revenue at Corus Entertainment discusses sales and executive leadership tips. He also addresses some of the top KPIs he looks at and what sales managers should be focused on in the upcoming years.

Tune in now or keep reading for a brief overview.

Topics: sales performance sales leadership

Sales Leaders' Top Challenges— Setting Clear Expectations

Sales Leaders Top Challenges — Setting Clear Expectations

As a sales manager, here’s an easy concept to get your head around: sales performance improves when sales managers set clear expectations with each salesperson.

Think about it, when sellers know what to do—and managers establish performance tracking metrics and leading indicators to monitor progress—life becomes easier for all involved.

Simply put, when life is easier for a salesperson, they perform at a higher level.

Topics: sales leadership

Sales Pain Points You Need to Address in 2022

Sales Pain Points You Need to Address in 2022

This past year has been full of changes due to the pandemic. More and more people prefer to shop and find their information online.

By now, you realize it's going to take more than just clever marketing and hard work to compete in this ever-changing landscape.

If you want to prepare for 2022, you must look at the pandemic’s impact and how the business landscape has changed. Otherwise, you’ll quickly fall behind. With so many shops competing for consumer attention, and 22% of businesses closing since the pandemic, the pressure is on.

Topics: sales performance pain points

Weekly Roundup: Stop Telling People What to Do, Giving and Receiving Feedback + More

Stop Telling People What to Do, Giving and Receiving Feedback


"Expect the best, prepare for the worst, capitalize on what comes."

- Zig Ziglar


<< If you only read one thing >>

How Do You Get Stuff Done Without Telling People What to Do? Radical Candor

Certainly part of why Steve Jobs “always got it right” was that he was a genius. You can’t operationalize or imitate genius. But genius was only part of the story; there are plenty of geniuses with brilliant ideas who can’t turn them into anything tangible. More important than genius was the way, Steve led people at Apple to execute so flawlessly without telling them what to do.

This leads to important questions: how did everyone in the company decide what to do? How did strategy and goals get set? How did the cultures at these two companies, so strong and so different, develop? >>> READ MORE

Topics: Wrap-up

5 Ways Automation Enables Deeper Relationships Between Prospects and Salespeople

5 Ways Automation Enables Deeper Relationships Between Prospects and Salespeople


For most sales reps, the benefits of employing automation tools are manifest. Who wouldn’t want to hand over humdrum tasks to digital systems so they could spend more time on activities that are fulfilling. Studies have shown sales professionals typically spend only 11% of their time actively selling, which is doubtless something many workers in the profession would like to change.

However, many of these same salespeople live in fear that reliance on automation will damage their ability to build deep and meaningful relationships with their clients.

It makes sense because often times we associate the word “automated” with the impersonal. Although it may sound counterintuitive, many of the processes facilitated by sales automation software actually make it easier for sales reps to dedicate additional resources to enhancing client relationships.

Topics: Sales marketing automation

#WomenInSales Month with Guests Jaleigh Long and Katie Reid

ISP_Ep.39__ Cover Graphic (2)-1

Guests Jaleigh Long, VP/GM Atlanta and Athens Radio, Cox Media Group and Katie Reid, VP/GM Jacksonville, Cox Media Group, join the livecast to help wrap up season 5 of the Improving Sales Performance Series #WomeninSales.

As female thought leaders, experts, and industry gurus, both Jaleigh and Katie share their insight, tips, and knowledge on various topics that help companies improve sales performance.

Tune in now or keep reading for a brief overview.

Topics: women in sales

Fixed Mindset vs Growth Mindset in Sales

Fixed Mindset vs Growth Mindset in Sales

Your answer to the classic 'sell me this pen' exercise shows whether you're trapped in a fixed mindset or excelling in a growth mindset. 

Everyone knows that you perform better after a year in sales than a day in sales. But, what about after five years? Do your skills keep leveling up, or do you slip into repetitive routines? 

Adopting the growth mindset in sales is the way to make sure every contact your team has is memorable, the orders start pouring in, and the customers keep coming back for more. If you want your team to exceed your highest targets in 2022, it's time to learn about the growth mindset now! 

Read on for true insight on how to crush your targets with a growth mindset.

Topics: growth mindset

5 Mistakes Businesses Make When It Comes to Virtual Sales Meetings

5 Mistakes Businesses Make When It Comes to Virtual Sales Meetings

Sales meetings have always been stressful. But with the recent shift to digital, many sales professionals have had to adapt to a whole new way of closing deals.

Naturally, as with anything new, mistakes are still being made. And since sales meeting blunders can cost you business, we've created a list of the five most common ones so you can avoid them in the future.

Topics: successful sales meetings