The Center for Sales Strategy Blog

Employee turnover is an inevitable reality.

However, underestimating the far-reaching consequences of losing experienced sales representatives can have detrimental effects on a company's overall growth and profitability.

The ripple effects of sales team turnover extend far beyond the immediate vacancy, creating a wave of challenges that can impact an organization in the short, mid, and long term.

Every sales organization dreams of having a team composed entirely of superstars. Imagine a workforce where each member consistently exceeds targets, possesses exceptional communication skills, and demonstrates unwavering dedication.

While building an entire team of superstars may seem ambitious, it's a goal worth pursuing.

In the intricate dance of human interaction, understanding the underlying psychology that governs why people say "yes" can be a powerful tool.

Robert B. Cialdini's groundbreaking work, "Influence: The Psychology of Persuasion," dives deep into the psychological principles that drive decision-making and provides invaluable insights on ethical persuasion.

Here are six compelling lessons from the book that can be applied across various contexts and industries.

Depending on the organization, the person leading a sales team may be called a manager, a leader, or a coach.

For many people leading a team and for their team members, the name doesn’t matter because the job description is the same. They are the person responsible for guiding their team toward hitting their sales goals.

But the difference between managing and coaching has become a hot-button issue. Why? Because Gen Z cares, and they are set to become the dominant group in the work force by 2025.

Salespeople fill a fundamental role in society, so why do they get a bad rep?

In a HubSpot’s Research study, Buyers Speak Out: How Sales Needs to Evolve, respondents were asked to submit the word they most associated with salespeople.

The number one response was “pushy."

Persistence is part of being a salesperson, but there’s a difference between consistently adding value with each check-in and rambling about the benefits of what you’re selling. It’s decades and decades of the “pushy” kind of sales tactic that has made the average salesperson somewhat unpopular. We’re here to help change that with an updated look at the customer-focused sales process.

A Customer Relationship Manager, also known as a CRM, can be a powerful tool. It can help to streamline your sales process and provide benefits to complete sales teams.

Here are five ways using a CRM efficiently can help improve your sales process.

There is a fundamental yet often misconstrued aspect of sales leadership that gets a lot of airtime: the fine line between managing and coaching. At The Center for Sales Strategy, we understand the pivotal role that effective leadership plays in propelling sales teams toward success.

Managing and coaching are two distinct, albeit interconnected, approaches that leaders employ to guide their teams. But what sets them apart?

Top-performing sales managers are on top because they are continually finding ways to encourage their team to be more productive.

Constructive feedback is vital to ongoing development. In fact, 91% of salespeople said they want more learning and development opportunities.

Almost every sales organization has various types of sellers. There are the highest performers, who are needed even more after they reach their goals, their average performers that are “make or break,” depending on the month, and the low performers, who are a drag on achievement. There is an important technique that can give you a big boost with all of the above: Feedback. 

Managing a sales team can be challenging, especially when salespeople consistently miss their budget or sales targets.

While it's natural for sales professionals to have their ups and downs, it's essential to address performance issues promptly and effectively to ensure the overall success of your team and organization.

In this blog, we'll explore strategies and tips for managing salespeople who miss their budget, helping you turn underperformance into improved results.

As businesses focus on attracting new customers, they often overlook the importance of nurturing existing relationships to boost their bottom line.

Don't let your hard-earned customers slip away. Read on to discover five powerful ways to elevate your organization and achieve a higher renewal rate.

Developing sales leaders is not just about their individual growth; it’s the secret to the continued success of the organization.

Sales leaders play a pivotal role in coaching teams, driving revenue, and creating a positive culture. With all of this responsibility, it is often difficult for leaders to find time to focus on their own development. Yet, there are many proven benefits to providing leaders with growth opportunities, including increased productivity and performance, better recruitment and retention, improved decision making, and better customer relationships.

Here are three ways to grow leaders and make a positive impact on your sales organization.

Almost 60% of all businesses lack strong leadership, causing a ripple effect that leads to 37% of workers leaving their jobs. Those who stay are less likely to be motivated or productive.

For these reasons, your employees need effective business leaders who encourage continuous and stable growth in the workplace. Leaders can accomplish this by constantly evaluating their team, acknowledging their strengths, and investing in ongoing development and support.

Navigating through the selection process to find the next strong addition to your team can feel like navigating through an obstacle course.

The direction that seems like a safe bet may be mired with hidden traps. The direction that makes your internal “red flags” go up could be just as dangerous, though. How do you know what the right decision is?

Let’s walk through some common “red flags” and “green lights” hiring managers experience with candidates. They may not always be what they appear to be.

2024 is here, and we can already point to one major trend – the big return to the office. 

In a new survey by Korn Ferry, 99% of more than 500 US C-suite and business leaders said that they expect employees in the office at least one day a week, a big change from last year when that number was just 66%.

In the dynamic world of B2B sales, the pivotal moment of any successful sales journey is, without a doubt, the discovery meeting.

This initial encounter with a potential client is your golden ticket to unlocking a world of opportunities. However, to truly capitalize on this crucial interaction, a strategic approach is imperative.

Let's dive into the essential strategies that transform a discover meeting from a mere conversation into a powerful tool for driving sales success.

Are you tired of struggling to close deals and wondering why your sales process is not bringing in the results you desire?

It's time to align your sales process to the buyer's journey. By understanding the stages your customers or clients go through before making a purchase, you can effectively tailor your sales approach to meet their needs and expectations.

Across markets and industries, one consistent hiring theme. It’s hard to find strong candidates. Big cities, rural communities, and everyone in between are struggling to find talented candidates or, sometimes, any candidates at all.

We know the talent is out there. But where? Where can you find your next great seller?

One of the most difficult things for a seller is releasing an account they have not been able to sell.  It is human nature to keep it, ‘just in case,’ and it is a manager’s responsibility to work with sellers to keep a short list of key and target accounts. 

There are many ways to accomplish this goal.