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The Center for Sales Strategy Blog

Talent Acquisition: How Do I Hire Better Talent?

How Do I Hire Better Talent

We are always asking our salespeople to prospect and keep their eyes open for new potential clients. As sales managers, we need to treat recruitment the same way.

Recruitment will continue to be a buyer’s market in 2022. According to The Undercover Recruiter, the best candidates are in and out of the job market within 10 days. It’s tempting, and easy, to fall victim to lowering your hiring standards to fill positions.

The most effective way to ensure you’re able to hire better talent is to build and maintain a strong talent bank.

Topics: sales talent assessment sales talent

Weekly Roundup: Returning To The Office, Culture + More

Returning To The Office Not So Fast

- MOTIVATION -

"Innovation distinguishes between a leader and a follower."

 

- AROUND THE WEB -

<< If you only read one thing >>

Returning To The Office? Not So Fast. The Case For Remote Sales– Gong

Your team has been working remotely for 2+ years, and you are ready to bring them back to the office.

But are they ready? Do you have a plan? Do you know what your staff is really thinking? Do they want to come back in person? And if so, every day or more of a flex/hybrid? >>> READ MORE

Topics: Wrap-up

Innovative Strategies to Close the Sales Performance Gap and Boost Revenue

Performance Gap

The Pareto principle has been applied to everything from farming and land ownership to productivity and employee performance since the Italian economist Vincent Pareto first coined it in 1896.

Topics: sales performance sales pipeline

10 Things Your Clients Won’t Say Out Loud

10 Things Your Clients Won’t Say Out Loud

Creating an environment of trust and becoming a trusted advisor is one of the most important roles of a successful sales professional.  

That requires a shift from focusing on selling your product or solution to understanding and meeting the needs of the prospect or client in the now, near, and far.

Topics: customer satisfaction setting expectations Sales

The Art of Asking for Sales Testimonials

The Art of Asking for Sales Testimonials

Most salespeople will claim to have many happy customers, but can they prove it?

Renewals and repeat customers are one thing, but many buyers can live with being content with their seller and stick with who they know because nothing is broken, but what evidence is there of your raving fans?

Topics: sales strategy

Weekly Roundup: Upcoming Leaders, Sales Prospecting Tips + More

Upcoming leaders

- MOTIVATION -

"If you are not willing to learn, then no one can help you. If you are determined to learn, no one can stop you."

 

- AROUND THE WEB -

<< If you only read one thing >>

Who Are The Upcoming Leaders In Your Company?– The Great Game of Business

Most companies spend countless hours working on strategy, sales and growth plans, financial plans, and 5-year forecasts, also known as HIP (High-Involvement Planning™). They have numerous spreadsheets, presentations, and market data to support their plan. They bring in macro and micro-financial gurus to validate their information. The board approves the plan, and everything is ready to go.  

Wait a minute. The company forgot to answer the most important question. Who will be responsible/accountable for making sure this gets accomplished? Do we have enough capable and available leaders to grow the top and bottom line 10%? Who is going to open and manage the new locations or the acquisition? Who is going to lead the new product launch?

Good question/s. >>> READ MORE

Topics: Wrap-up

Sales Managers Can Help Salespeople Close More Deals

Sales Managers Can Help Sales People Close More Deals

I know what you’re thinking…  NO, I do not think sales managers should close deals for their salespeople. Doing that (consistently) only causes more issues, but that's not what this is about.

The reality is, while pending business is great, what we need to see is salespeople closing business.

Topics: Sales close a deal

4 Sales Team Challenges That Prevent Growth

4 Sales Team Challenges That Prevent Growth


Let's cut to the chase — it's important to quickly identify and address your sales team's challenges.

It's also important to note that no business or team is exempt from sales challenges. The differentiating factor is the ability to overcome those challenges. Below you'll find four of the most common challenges among struggling sales teams and how to address them.

Topics: sales challenges

Stop Spinning Your Wheels: Selling Techniques for Fast Closes

speed up sale

 

Stop spinning your wheels on lousy prospects!

Slow kills deals.   

Every seller knows (and loves) the feeling of a textbook sales process that goes from identify to closed-won, quickly.  The benefits of moving prospects to customers quickly through the pipeline expose several key leading indicators of the health of your sales team and sales process.

Topics: Sales

Fatal Sales Leadership Practices That Will Ruin You

Watch Out For These Fatal Sales Leadership Practices That Will Ruin You

Did you know that there are 397,900 sales managers in the United States?

It's expected that this number will jump by 7% each year, which is the average amount of growth in the U.S. for a profession.

As a manager, you need to ensure that your team is successful and happy. Keep reading, and we'll guide you through the fatal sales leadership practices you should avoid.

Topics: sales leadership