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The Center for Sales Strategy Blog

Kurt Sima

Kurt Sima

Recent Posts by Kurt Sima:

Developing and Using a Talent Bank Will Improve Sales Performance

Developing and Using a Talent Bank Will Improve Sales Performance

Take this five-question quiz to set the foundation for this blog post—simply answer agree or disagree.

1. I interview sales candidates every week, even if I don’t have openings on my staff. AGREE-1

2. I find my best sales candidates when I’m under the gun and have openings on my staff. AGREE-1

3. I move out underperforming sellers often because I keep a talent bank of qualified prospects.AGREE-1

4. I am a proactive recruiter, always looking for, and evaluating talent.
AGREE-1

5. I often tell candidates that I’m interviewing even though I don’t have a position open.AGREE-1

If answered disagree to the majority of these questions; continue reading this post.

Topics: sales performance talent bank sales talent

4 Things That Will Impact Your Sales Growth in 2020

4 Things That Will Impact Your Sales Growth in 2020

Of all the decisions and executive makes, none is as important as the decisions about people, because they determine the performance capacity of the organization." - Peter Drucker 

The new year is 1/12 complete, and January is old news. How is your organization doing so far? Are you on track to exceed your growth goals for 2020? Are you lagging behind?

Growth of a sales organization will not happen unless the people in the sales organization are growing. Here are four important elements to consider that are directly linked to growth of your people and the decisions you make in coaching and developing them.

Topics: business growth culture talent bank sales talent

A 10-Step Guide to Building an Account List Management Strategy

build an account list management strategyWith a new year in full swing, it's time to perform some routine maintenance to ensure a strong first quarter (Q1) . A great place to start is taking a second look at your account list. Follow these ten steps to get your sales organization’s account list cleaned up and ready for a successful year!

Topics: key account growth account list analytics account list management

5 New Year’s Resolutions for Struggling Sellers

New Year’s Resolutions for Struggling Sellers

A New Year's resolution is a tradition in which a person resolves to change an undesired trait or behavior, to accomplish a personal goal or otherwise improve their life. The New Year brings a fresh start and the opportunity for sales managers and sales teams to set goals and intentions for the coming months. 

Perhaps you, or a salesperson on your team, had a lousy 2019 and are ready to make some changes in 2020. A resolution can help reset the compass — here’s a list of options to help kick off the New Year and improve your (or your sales team's) sales performance.

Topics: sales strategy sales process

Do You Make Leadership Mistakes Like Freddie Kitchens?

Do You Make Leadership Mistakes Like Freddie Kitchens

We often use sports to relate to management behaviors to avoid. 

Reflecting back to 2011, there’s How to Build a Winning Team for your Sales Organization, then there's, Do You Onboard New Sellers Like the Cleveland Browns Onboard New Quarterbacks? Both articles provide insight on how to learn from coaches and teams' mistakes and apply lessons learned to sales today.

In this installment, let's focus on leadership — specifically, how a leader should respond and react when they make a mistake. Warning: sports analogies are included in this post.

5 Ways to Show a New Business Prospect You Care

show a new prospect you careThe things you do are often more powerful than the things you say. 

New business prospects are more likely to increase their engagement level when they know a seller truly cares about them and their business. Think about your own buying habits—are you more likely to do business with someone who cares about you compared to a slick talking salesperson who only cares about making a sale? 

Topics: Needs Analysis sales strategy prospecting

The Art and Science Blend of Sales Leadership

The Art and Science Blend of Sales Leadership

World-class leaders understand improving performance is part art and part science. A recipe that includes the proper blend of both—art and science—is often what separates failure from success and exhibits the following:

  • Outstanding performance (beating others in their peer group)
  • High level of employee engagement and satisfaction
  • Low turnover
  • A culture of engagement
  • A tribe that everyone wants to be part of

The debate on whether successful sales leadership is truly an art or a science has been running for decades. At The Center for Sales Strategy (CSS), we know that it’s a perfect combination of both. When blended and configured correctly, the fusion between art and science results in a powerhouse sales team and business.

Topics: Talent company culture talent focused management

How to Upsell Key Accounts Using the Consumer Journey

How to Upsell Key Accounts Using the Consumer Journey-1

Whether they realize it or not, consumers travel through a series of steps before purchasing an item. For the consumer, this journey is not something they think about; they’re simply trying to make a decision.

The process consumers follow to purchase a product or service has changed significantly over the years. To truly understand the consumer journey today, we must look at the past relationship between the brand and the consumer and how it has evolved over time.

Topics: Buyer's Journey customer journey consumer needs

Sales Management Tip: Helping Sellers Develop Trust with Customers

Helping Sellers Develop Trust with Customers

Sales managers and sellers can agree that developing trust with a customer is one of the most  important parts of the sales process.

Simply put, customers don't buy from people they don't trust. However, they buy more from people they do trust! Here are some tips on how to develop trust with your customers.

6 Common Objections Heard by Media Salespeople — and Responses that Improve Sales Performance

common objections heard by salespeopleEven media sellers who are skilled at talking about price and removing surprises throughout the sales process can encounter objections. Superstar sellers know that most strong responses to objections involve asking the prospect additional questions to get back to the desired business result, and most of these questions will logically lead to the next. 

Here’s a list of the most common objections heard by media salespeople along with ways you can respond to each. Feel free to keep this list handy — you might need it!

Topics: sales process increase sales performance