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The Center for Sales Strategy Blog

Deborah Fulghum

Recent Posts by Deborah Fulghum:

Are You Set Up to Recruit Top Talent?

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I’m in the midst of touring colleges with my son. There are so many choices and great things about all the schools. There are the big SEC football schools, schools in college towns and big cities, large campuses and small. So how will he choose? Finding the right fit when you are a senior in high school seems like such a concrete and monstrous decision.

The same can be true when graduating from college and looking for a job. What do millennials look for when searching for their “perfect” job? Many articles have been written about what they are searching for—collaborative work environments, recognition, opportunities for growth, flexible hours and a purpose to name a few. How does your company stand out to this group?

Topics: hiring salespeople Talent Sales

Invest in Your Top Sales Talent

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As a sales manager, your time is valuable and managing your sales team tops the list of priorities. How much time and with whom you spend your time are critical to achieving sales goals. Most of us spend time on those we think need the most attention, those not meeting goals. But is this a good use of our time?

Topics: Talent Sales

How to Help Your Salespeople Burn Strong, Not Burn Out

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As managers, we want to get everything we can out of our sales team. The harder they work, the more they will deliver, right? What if we looked at our sales teams differently? What if we asked instead, "What can we do to see results and stay on target, while keeping our team happy and ready to take on more?"

Topics: developing strengths Talent Sales

Be a Coach on the Sales Voice!

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In an earlier post, we talked about being a judge on the Sales Voice and how to listen for great talent. Now let’s talk about coaching on the Sales Voice. 

So you decided to push your button and turned your chair. Now what?!

Topics: Talent Sales

Be a Judge on The Sales Voice!

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How do you know when you have the perfect candidate for a sales position? Is it their stellar resume? Do they look professional? Do they come highly recommended? That is what most managers look for when hiring. It’s the way it has always been done, right? 

What if you looked at hiring for your next sales position differently? Pretend for a moment that you are Blake Shelton or Adam Levine on The Voice and your chair is completely turned around. Now what?

Topics: Sales