The Center for Sales Strategy Blog

In this episode, we’re once again consulting the latest Talent Magazine by The Center for Sales Strategy.

Today, we’re focusing on Engagement with Kate Rehling and Deborah Fulghum, joining Matt to help break it all down. Kate and Deborah both provide super valuable insights, like:

• How a company culture is like a garden. If you regularly tend to it, what you plant will flourish. If you don’t, weeds will start sprouting in no time.
• Why the success of your organization doesn’t depend on WHERE you work but HOW you work.
• And, finally, why engagement and satisfaction are in no way the same thing.

In this episode, we’re taking a good look at the Development section of the latest Talent Magazine from The Center for Sales Strategy. Here to help Matt determine the best ways to go about developing your people are Stephanie Downs and Kelly George.

Together, Stephanie and Kelly highlight some amazing points to think about, like:

• Why employees want to be coached rather than managed.
• How AI tools may soon be helping leaders build personalized learning paths through the identification of employee skill gaps.
• And, finally, why you should never assume that development is solely for new hires alone.

In this episode, we’re continuing our season-long deep dive into the latest Talent Magazine from The Center for Sales Strategy.

And today, Emily Estey and Tirzah Thornburg are here to help break down the latest facts and trends when it comes to selection.

Together, Emily and Tirzah bring so many great points to the table, such as:

• Why it pays to do the stressing BEFORE the hire, not after
• How talent banks are a great tool for hiring both internally AND externally
• And, finally, why holding out for talent, even when the candidate pool is tight, is always the right decision.

In this episode, we’re kicking off our season-long exploration of The Center for Sales Strategy’s latest Talent Magazine. In other words, we’ll be diving into exactly how you should go about recruiting, selecting, developing, and engaging your people.

Each week, Matt will be joined by experts from here at The Center for Sales Strategy to help break it all down.

In today’s episode, Trey Morris and Mindy Murphy are here to discuss the latest facts and trends relating to Recruitment, and they both share a ton of awesome insights, like:

• How the leaders who have the most success in recruiting almost always use multiple recruitment methods
• Why you won’t find as many Millennial and Gen Z job seekers on LinkedIn or Indeed anymore
• And how making recruitment part of your weekly routine is one of the best ways to avoid the dreaded “desperation hire.”

• How can sales managers better communicate and express their optimistic industry outlook to engage and inspire their teams?   
• What can sales managers do to turn a less-than-ideal company culture into one that their salespeople would evangelize about? 
• What is causing such different perceptions of what the ideal hybrid model should be? 

This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.  

In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.

Here, Matt is breaking down the Sales Enablement section of the Media Sales Report with VP/GM at LeadG2 by The Center for Sales Strategy, Dani Buckley, and Senior Consultant, Emily Hartzell.

Together, Dani and Emily give their take on some top questions that arise from the report, like:

• What would you tell those sellers and sales managers who feel as though their sales collateral pieces are lacking?
• What are the first features of a website that you look for in order to most easily communicate who your company is and what problems you solve?
• How would you suggest building a better bridge of communication between marketing and sales?

Click here to listen to this episode on your preferred podcast platform or keep reading as we break down the conversation from this episode. 

This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.     

In each episode, Matt will be joined by a rolling roster of outstanding experts from our team at The Center for Sales Strategy.   
 
Here, Matt is breaking down the Sales Process section of the Media Sales Report with VP/Senior Consultant, Alina McComas and Senior Consultant, Michael Mayer. 
 
Both Alina and Michael have such awesome takeaways on some top questions that arise from the report, like: 

• Why do you think appointments are becoming harder and harder to secure? 
• With 41% of salespeople telling us that finding qualified leads is only getting harder as well, what do you think is causing this? 
• What would you say to sales managers that are having a tough time with CRM adoption amongst their team?

Click here to listen to this episode on your preferred podcast platform or keep reading as we break down the conversation from this episode. 

This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.     

In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.   
 
Here, Matt is breaking down the Learning & Development Section of the Media Sales Report with VP/Senior Consultant, Emily Estey  
 
Emily has such excellent takeaways on some top questions that arise from the report, like: 

• What advice would you give to sales managers leading salespeople who aren't receiving trainings frequently (on a weekly or monthly basis)?   
• How can sales managers have meaningful conversations with their sellers on a consistent basis? 
• What would you say to managers trying to engage and inspire team members that are underperforming in their eyes?

This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.     

In each episode, Matt is joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.   
 
Here, Matt breaks down the Sales Department Section of the Media Sales Report with SVP/Senior Consultant Stephanie Downs and Senior Consultant Susan McCullin.  
 
Together, Stephanie and Susan give their insightful takes on some top questions that arise from the report, like: 

• Why does recruitment continue to be one of the hardest parts of a sales manager's job? 
• Why does the average size of sales teams seem to be shrinking? 
• With recruitment being a perpetual sore spot, how should sales managers maximize the performance of their small staff while also trying to find and hire new talent?