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The Center for Sales Strategy Blog

Utilizing Talent Assessments for Employee Development

Utilizing Talent Assessments for Employee Development

Electronics come with user manuals, food packaging comes with cooking instructions, furniture comes with assembly instructions, and clothing comes with care instructions. People are much more complex than the items you buy, yet people don’t come with instructions on how to get the best out of them.

What if you knew how a person was wired before hiring or coaching them?

Topics: sales talent assessment employee development

Do These 4 Things EVERY Friday

Do These 4 Things EVERY Friday

In the world of sales, you are either a top performer or you're not!

Yes, there are new salespeople and journeyman sellers, but the reality is that even these sales reps are going to be top performers or not.

Top performers are driven, competitive, hard-working, positive, persuasive, and problem-solvers! They make the most of every day, every meeting, and every opportunity. They are prepared, confident, and start the day running.

So, the question of the day is, "Do you WANT to be a top performer or not?" If you do, then these are four things that you need to do every single Friday until you retire.

Topics: sales strategy sales performance

Essential People Management Skills for Sales Leaders

Essential People Management Skills for Sales Leaders

Sales leadership is not just about driving numbers and closing deals; it's fundamentally about people management.

The success of any sales team hinges on the ability of its leader to manage, motivate, and mentor their team effectively. Although many things contribute to your team’s overall success, there are five essential people management skills every sales leader must master to build a successful and motivated sales team.

Topics: leadership sales management

How to Transform From a Reactive Manager to a Proactive Leader

proactive leader sales manager

Leaders are busy. There are always more things to do than hours in the day: planning, budgeting, coaching, tracking KPIs, creating sales calendars, and the list goes on.

And then all the fires ruin the most well-planned day. No matter how organized a leader is, somehow, every day has multiple issues that must be addressed immediately. Oh well, that’s the job, right? It doesn’t have to be.

You can change your leadership style by transforming yourself into a Proactive Leader and your team into Proactive employees.

Topics: leadership sales talent

Unveiling New Business Success: The Top 6 Essential Talents for Hunter Sellers and Why

The Top 6 Essential Talents for Hunter Sellers and Why

Achieving excellence requires more than just closing deals—it demands a unique blend of talents that propel individuals to greatness.

As sales managers strive to curate their roster of business superstars, identifying candidates who embody the following six key talents, known as the "hunter themes," is paramount to new business development.

Topics: sales talent

How to Increase the Quality of Your Sales Leads

How to Increase the Quality of Your Sales Leads

What worked a few years ago and helped gain successful sales leads might be outdated and could never work now. For instance, there were times when cold calling was king, but it's not as effective in this age of digital marketing.

Therefore, adjusting your strategies is incredibly crucial in ensuring you get quality sales leads. Here's a detailed look at some of the strategies you can use.

Topics: Lead Nurturing Sales

10 Strategies for Breaking Through to Unresponsive Decision-Makers

10 Strategies for Breaking Through to Unresponsive Decision-Makers

  • You’ve worked with your marketing team to develop your Ideal Customer Profile (ICP).
  • You’ve built a database of target companies that match your ICP characteristics.
  • You’ve researched to identify the key decision-makers of your target prospects.
  • You have a great solution that has helped other similar companies.

You have a great story to tell.

Now you have one last problem. You need a chance to tell your story.

You can’t sell anything until you first talk to a decision-maker. But you can’t get a decision-maker to pick up the phone or even open your emails.

How do you break through to seemingly unresponsive decision-makers?

Topics: sales process prospecting

Improving Sales Performance: Are You THAT Kind of Coach?

Are you THAT kind of coach

Professional athletes have coaches.

Oscar-winning actors have coaches.

Pop icons have coaches.

Wait!? Even people who have been in the business for a long time? Why do they need coaches?

That’s easy! Top performers, whether they are professional athletes, Oscar-winning actors, pop icons, or sales professionals, are not content with just being good. They strive to maintain their edge, stay on top, and climb even higher.  

Their coaches, with their unique vantage point, can see what they can’t see themselves, making their perspective incredibly valuable. This investment in their talent is what sets them apart and propels them forward.

The same can be said for your direct reports.

Coaching leads to excellence.

Topics: sales coaching

Coaching for Career Development and Retention of Top Talent

Coaching for Career Development and Retention of Top Talent

It’s a fact that everyone wants the “best of the best” talent at their organization. Much attention, effort, and investment of significant time and money is given to finding and recruiting high performers.

Sadly, what often follows is the common scenario in which business leaders hire people they believe in and then sit back to see what they can do. However, growing and retaining strong talent requires leaders who can develop their people, not just manage them.

Topics: sales coaching employee development employee retention

10 Ways to Increase B2B Sales Performance with Successful Feedback

10 Ways to Increase B2B Sales Performance with Successful Feedback

The feedback a sales manager provides can either propel a salesperson to new heights or stunt their growth.

Yet, too often, managers fail to give the right feedback at the right times, missing critical opportunities to develop their team's talents.

Topics: developing strengths sales talent

Can My Top-Performing Salesperson Become a Top-Performing Manager?

Can My Top-Performing Salesperson Become a Top-Performing Manager

We know that top-performing salespeople are extremely driven to meet and exceed their goals. With that drive also comes the desire to continue to move up the ladder.

As a leader, it’s natural to have these salespeople “next on this list” to move up when a position becomes available. But are all top-performing salespeople destined to become top-performing managers?

Topics: sales talent assessment sales talent

From Stagnant to Stellar: A B2B Sales Leader's Guide to Growth

A B2B Sales Leaders Guide to Growth

As a B2B senior sales leader, you know the pressure of driving consistent growth. But what happens when your once-thriving sales organization stalls?

Stagnant sales pipelines and flat revenue can be a symptom of deeper issues. This is a roadmap that equips you with insights, action items, and a clear path to transform your team into a growth machine.

Topics: sales strategy leadership

How to Develop Farmers and Hunters to be More Effective

How to Develop Farmers and Hunters to be More Effective

There is a hierarchy in the sales world.

Most sales leaders come from the days when salespeople were responsible for every step in the sales process. You had to find your leads, get an appointment, and ultimately close the deal. You only ate what you killed.

We were hunters, so we tend to favor and even value hunters more than farmers. When I say farmers, I mean salespeople who spend most of their time nurturing clients, building relationships, and growing them.

Topics: sales performance sales accelerator sales talent