The Center for Sales Strategy Blog

Let’s face it—not every prospect deserves a spot on your call list.

That can be a tough realization, especially for newer sellers who assume every business with a budget is a viable lead. But experienced sales pros know better. Your time, energy, and focus are limited resources. If you want to grow your revenue and hit your goals, you have to get ruthless about prioritization.

Here are three key questions to help you separate real opportunities from the ones that just waste your time.

If you're grappling with organizing your sales team or pinpointing issues in your current structure, you're not alone. Many sales leaders face these challenges, and understanding the right sales organizational structure can make a significant difference.

Determining the best way to organize your sales team is important, and you're likely looking to find the most efficient sales structure. Your sales team organization matters, because it can affect the sales that you make and the revenue you bring in.

Let's talk about what the different kinds of sales organizational structures are and list some pros and cons. Then, we can discuss how you should go about organizing your own sales team.

As a sales manager, your role in guiding your team through the initial Connect phase of the sales process is crucial.

At The Center for Sales Strategy, the connection phase is an integral part of our comprehensive sales process, known as the Sales Accelerator. This process is designed to align with the modern buying journey and includes six critical steps: Identify, Connect, Discover, Advise, Close, and Grow.

The Connect phase focuses on using insights to develop a compelling reason for engagement and build rapport with potential customers. By mastering this phase, sellers can establish trust and credibility, making it easier to move prospects through the subsequent stages of the sales process. It is all about establishing meaningful connections with prospects, and it sets the foundation for a successful sales journey.

Here are some effective coaching ideas to help your team excel in this critical phase:

In this Quick Take episode, we’re exploring the undeniable power of sales coaching, the challenges of traditional approaches, and how AI-powered solutions are setting a new standard for skill development. 

On the other side of this brief episode, you’ll see how AI sales coaching truly can elevate the game of your sellers.

The Power of Consistent Sales Coaching

There are no two ways about it: sales coaching is helpful for driving performance in any sales team. Its benefits are well-documented, with consistent coaching leading to improvements in both individual and team productivity.

While training alone can boost sales production by 20-30%, integrating regular coaching and practice can amplify this impact fourfold, reaching an 80% improvement.

This transformative power is essential for sales leaders focused on not just meeting but exceeding revenue targets. By fostering an environment of continuous development, sales coaching enhances not only skills but also confidence and customer relationships, laying the foundation for sustained success.