The Center for Sales Strategy Blog

We’ve all heard, “You’ll never get a second chance to make a great first impression.” This applies to so many facets of life, and when it comes to sales, that first 7-10 seconds can make or break you.

Our brains make a thousand computations during the first seven seconds we see someone. That means within seven seconds, the person across from you is assessing whether you’re likable, trustworthy, and competent.

Is the impression you create a blend of your personality, body language, and communication skills? If not, it should be!

According to the World Economic Forum, by 2025, Gen Z will account for one-third of the workforce.

As a group, they are the most technologically savvy ever to hit the workforce. Many have definite opinions on what they expect from their companies and managers and are not afraid to express those opinions.

They have specific expectations of what their work life will look like, and unlike other generations, they are not afraid to hop to a new job or quit even if they don’t have another job lined up. In fact, according to ResumeLab, 83% of Gen Z employees consider themselves job hoppers, and 75% would leave a job even if they didn’t have another one waiting.

Undoubtedly, the newest generation to hit the workforce has a lot to offer your organization, so what are the secrets to retaining your Gen Z workforce?

In species terms, a hippo is the world’s third largest mammal, but in business terms, a hippo refers to the Highest Paid Person’s Opinion.

Have you ever been in a meeting where people ask for opinions, but no one speaks up until the HiPPO in the room speaks? Or maybe you’ve been the HiPPO in the room, and everyone’s simply always agreed with everything you’ve said. When the HiPPO dominates the conversation, other team members' ideas and perspectives can be overshadowed.

In the world of sales, the ability to effectively communicate, negotiate, and understand products is imperative. While traditional training methods often involve presentations and role-playing, integrating games and activities into sales training can be a game-changer.

These interactive approaches not only enhance engagement but also foster skill development in a more immersive and enjoyable manner.

How we work and live has changed in unprecedented ways over the last few years. We have experienced both the benefits and the challenges of remote, hybrid, and return-to-office work models, and most have strong opinions and preferences on the subject.

In the dynamic world of sales, striking a balance between professionalism and pressure is a delicate art. While closing deals is the goal, maintaining professionalism is crucial for building lasting relationships and fostering trust with potential customers.

Here are some best practices to help you move sales forward without crossing the line into pushiness.

Interviewing potential employees allows you to assess someone’s fit with your company while also allowing the candidate to evaluate your company as a potential employer. Hiring the right person is critical to your time and success.

There are a few do's and don’ts to keep in mind to ensure that both sides walk away feeling good about the decisions made in the hiring process.

Most of us have posted so much on social media, it’s hard to remember it all. But the internet doesn’t forget. When was the last time you did a brand audit of yourself?

If you’re a professional in sales or leadership, will your online brand send the message you want?

Strategic planning is a crucial aspect of any organization's success. However, creating your strategic plan is just the beginning!

To ensure success, it's essential to review progress regularly. Organizations that establish a plan to review progress reap the benefits. Set it and forget it seldom, or should I say, never have I seen it work.

Sales managers, let’s be honest… it’s hard to watch a salesperson that seems to be flailing in shallow water when they are on a prospect or client call. However, if you take a step back, you realize they are probably going to find their feet and be able to stand up and be fine.

Recently, I attended one of The Center for Sales Strategy's Talent Focused Management workshops led by Matt Sunshine (CEO), and I walked away with a few reminders.

The path to sales success is rarely a straight line. But what if I told you that there's a way to navigate this winding journey with a bit more clarity?

Enter the world of diagnostic assessment. It's not a magic wand, but it's pretty darn close. Let's dive in.

There is nothing more impactful than adding the right seller to your team. Conversely, nothing is more impactful than adding the wrong seller to your team!

Here’s a list of six scenarios managers find themselves in when hiring sellers that lead to hiring the wrong person, plus things managers can do to avoid them.

In today’s competitive job market, organizations are constantly looking for ways to find and secure top talent. Building a strong talent pool is the foundation of any successful company, and doubling that pool can be a game-changer for your organization.

With employers finding it difficult to fill positions, it’s even more important to have a talent bench to turn to when you have an open position. According to a Monster global report, 9 out of 10 employers are struggling to fill jobs.

When you adapt and expand your recruitment efforts, you will be ready for future openings and make smarter selection decisions.

Asking questions is one of our most important, yet overlooked, skills for effective communication, whether at work or in life. The best leaders are often not the ones who have the answers - they are the ones who ask the right questions and actively listen to what others have to say.

There is an art to asking questions that bring others to the table, encourage their opinions and perspectives, and help them see their value to your team and company.

Famous leaders throughout history have often used questions to inspire, lead, and drive change. As Oprah Winfrey herself said, "When you ask the right questions, you get the right answers."

Have you ever hired someone who seemed perfect on paper, but ended up being a terrible fit for your team? What about someone who blew you away during the interview process, but then turned out to be a totally different person once you brought them on board?

If we each had a crystal ball to gaze into, the hiring process would be so much easier. Instead, hiring the wrong person is oftentimes a tough learning experience.

Here are five important lessons every hiring manager needs to learn. Keep reading to avoid learning them the hard way!