The Center for Sales Strategy Blog

The process of hiring and retaining employees is never easy. Hiring can be a rigorous, time-consuming endeavor that kicks off when a company publicizes its various job openings, and then ceases after a suitable candidate has been selected, vetted, and hired.

Naturally a newly-hired employee may feel out of place during the first few weeks of employment. It’s not uncommon to hear someone has submitted their resignation letter just months into the job.

Companies can put special structures in place to acclimate their new employees and help them feel more involved and part of a caring team. Employee onboarding is a crucial process that all organizations should implement to ensure that newly-hired talents not only feel comfortable, but also become content and productive in their roles. >>> READ MORE

Sales coaching is just one cog in the day-to-day life of a sales manager. But in between setting quota and goals, keeping the team motivated, measuring results, and forecasting future sales, how can you as a sales manager make sure you’re also coaching your team effectively?

We’re about to dive into 25 of the best sales coaching tips and techniques for managers to live by. These techniques will help you build a better strategy, onboard faster, coach low-performers and all-stars, and set goals that your team can reach. >>> READ MORE

Local businesses will boost their ad spending by 7.3% to $127.3 billion in 2021 with radio right in line with a forecasted 6.9% year-over-year increase. But the latest outlook from Borrell Associates points to “new trajectories” for local advertising this year with some ad categories upping their spend with radio far more than others.  >>> READ MORE

All of Benjamin Franklin's achievements are a credit to certain aspects of his personality — his patience, his rationality, his boldness, his bravery, and his fondness for pros-and-cons lists. He really did love the pros-and-cons lists, so it's only fitting that there's a pros-and-cons-oriented sales closing strategy that bears his name.

Here, we'll take a more thorough look at The Ben Franklin Close, go over the steps you need to take to nail it, and review the pros and cons of closing based on pros and cons. >>> READ MORE

We all know that hiring the wrong salesperson is expensive. Research shows that high-tech companies lose as much as $2 million per year on a bad sales hire. They lose revenue, damage reputation, impact market share, and hurt the culture to name a few. 

Here are five reasons many companies fail to hire top salespeople.  >>> READ MORE

Most work weeks are focused on business objectives, decisions from management, or customer issues. Employee Appreciation Day, on the other hand, is a special day that should be truly centered around the teams of employees that make things happen every single day.

Even a little bit of recognition can make a big impact on employee motivation. Research shows that feeling appreciated increases morale, improves engagement, and reduces turnover. In particular, employee recognition has been proven to boost oxytocin levels—that’s the chemical our bodies create when we bond socially! >>> READ MORE

The pandemic is extraordinary not just because it's a once-in-a-century event, but because it's a challenge literally every human on the planet has faced. To some degree at least, each of us has been impacted by Covid-19 this year. We are all in this together.