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The Center for Sales Strategy Blog

Kelly George

Kelly George

Recent Posts by Kelly George:

The Big Return: Managing the Return to the Office

Managing the Return to the Office

2024 is here, and we can already point to one major trend – the big return to the office

In a new survey by Korn Ferry, 99% of more than 500 US C-suite and business leaders said that they expect employees in the office at least one day a week, a big change from last year when that number was just 66%.

Topics: leadership hybrid work

The Power of Asking Questions as a Leader

The Power of Asking Questions as a Leader

Asking questions is one of our most important, yet overlooked, skills for effective communication, whether at work or in life. The best leaders are often not the ones who have the answers - they are the ones who ask the right questions and actively listen to what others have to say.

There is an art to asking questions that bring others to the table, encourage their opinions and perspectives, and help them see their value to your team and company.

Famous leaders throughout history have often used questions to inspire, lead, and drive change. As Oprah Winfrey herself said, "When you ask the right questions, you get the right answers."

Topics: leadership

Don’t Let That Stop You: Overcoming Objections in Discovery Meetings

Overcoming Objections in Discovery Meetings

One of the most important, and often most fun, parts of the sales process is discovery meetings. These are often referred to as “needs analysis meetings,” and their main goal is to uncover the desired business results of the prospect or client.

The success of these meetings lies in both the setup and the execution.

It’s important to:

  • Prepare yourself and the prospect or client by sharing an agenda and expectations for the meeting.

  • Create psychological safety to help prospects and clients let their guard down and open up for a more honest discussion, whether in person or with a shared screen remotely.

  • Master the art of asking questions to uncover key information.

  • Use a Needs Analysis process to uncover desired business results, prioritize the most important needs first, and confirm next steps.
Topics: Needs Analysis discovery meetings

Reasons Behind High Turnover Rates in Today's Economy

Reasons Behind High Turnover Rates in Todays Economy

One of the most common sentiments that leaders share is, “How can our company keep great people?”

And, as if this wasn’t already enough of a challenge, recent data is showing a new trend of high turnover in our current economy.

Here’s what we know about turnover.

Topics: reduce turnover

Boosting Sales Motivation: Strategies for the Fall Season

Strategies for the Fall Season

Four months are remaining in 2023.

Yes, you read that correctly. And with only a few months left in the year, boosting sales motivation is crucial for achieving your annual targets and ending the year on a high note.

Topics: sales motivation

Managing Burnout for Leaders and Employees

Managing Burnout for Leaders and Employees

These past few years have been incredibly challenging for leaders worldwide.  As you take a look around your organization, have you noticed any of the following for your leadership team or your employees: 

  • Exhaustion: Physical, emotional, and mental exhaustion that doesn't go away after time off.
  • Decreased job satisfaction: A feeling of disillusionment and negative attitude towards work.
  • Decreased motivation: Loss of drive, energy, and motivation to perform tasks.
  • Increased absenteeism: Taking more time off work, frequently calling in sick.
  • Decreased productivity: Decline in quality and quantity of work being produced.
  • Decreased engagement: Lack of enthusiasm and investment in one's job and responsibilities.
  • Increased cynicism: Negative outlook and mistrust towards one's employer, coworkers, and/or job duties.
  • Health problems: Physical symptoms such as headaches, sleep disturbances, and digestive issues.

If so, you are not alone.  These are all symptoms of burnout.

Topics: employee burnout

It’s No Secret: The Best Sales Managers Know How to Maximize Their Own Talents

The Best Sales Managers Know How to Maximize Their Own Talents.

If you’ve ever been in sales, you know first-hand that one of the most powerful ways to go from good to great is having a strong sales manager. The best sales managers are active listeners and innovative thinkers. They know how to inspire and motivate their teams.

So, is there a secret that only these superstar managers know?

Of course not. But what we know for certain is that they are the ones who give just as much attention to managing their own talents as they do to managing their teams.

And how do they do that?

They begin with themselves and their own self-awareness. It sounds simple, but you truly can’t know and lead others if you don’t know yourself.

Topics: leadership development 360 coaching

Where We Can Innovate, We Can Grow.

Where We Can Innovate, We Can Grow.

If we think about the metaphor of flying a plane, we can all agree that there are some major headwinds tossing and shaking the plane around at the altitude of business right now. And yet, as Peter Drucker said, “The greatest danger in times of turbulence is not the turbulence; it is acting with yesterday’s logic.”

Often the best solution in severe turbulence is not to ground the plane or fly around in repetitive circles but instead shift the course to rise above it.

The word for 'crisis' in Japanese, 危機 (Kiki) is written with the words 'danger' and 'opportunity,' meaning that a crisis can be seen as a dangerous time but equally as a time for opportunity.

And this is certainly an unprecedented and historical time of opportunity for innovating, trying new things, thinking outside the box, and driving the growth of your organization.

Topics: sales talent growth mindset

3 Ways to Drain Your Talent Bank

3 Ways to Drain Your Talent Bank

Talk with any manager or leader, regardless of their company, industry, or size, and without a doubt, you will find one thing they all have in common – the struggle to find great talent. Building, and maintaining, a talent bank is not for the faint of heart.

Now imagine the added stress that occurs when you’ve made a heroic effort to build a great talent bank, and it runs dry.

Topics: recruitment sales talent

Do You Have the Right Mindset to be a Successful Leader Today?

Do You Have the Right Mindset to be a Successful Leader Today

When we think of leadership, we often think of qualities or characteristics such as courage, inspiration, or perseverance. These qualities or traits are actually one of several ingredients in a powerful recipe for success and winning. That recipe is mindset.

Unprecedented headwinds over the past few years have created immense challenges and uncertainty. Leaders of companies big and small have faced a global pandemic; supply chain issues; inflation; and talent shortages just to name a few.

Topics: leadership sales leadership