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The Center for Sales Strategy Blog

Matt Sunshine

Matt Sunshine

Recent Posts by Matt Sunshine:

So You’ve Hired Some “Green” Salespeople. Now What?

So You’ve Hired Some Green Salespeople

All sales managers know that it’s important to have a full staff of salespeople in order to hit your goals. But you know how risky and ineffective it is simply to hire anyone who can fog a mirror. It’s essential to hire only the right people. 

When searching for the right talents, skills, and experience, strong sales managers recognize that talent is primary.

Topics: Sales sales training

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

ways to coach your sales team

Editor's Note: This post was originally published on Salesandmarketing.com.

If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy. In fact, most of the time, it’s downright uncomfortable. Alas, it is absolutely essential.

What does it take to transform this dreaded responsibility into a positive, fulfilling part of your day? It’s all about dialing down “telling” and ramping up “showing.”

Sales Leaders’ Top Challenges: Time Management

Sales Leaders’ Top Challenges Time Management

No matter how good a product is, nobody will buy it if they have not heard about it. On top of that, sometimes it takes a skilled and informed presentation of a product for people to realize how much value it can bring to them. That is the job of the more than 13 million people who are employed in sales just in the United States!

Of course, the world of sales comes with its own challenges. One of the most common challenges that sales leaders work with is time management. Learning to manage this one area can greatly increase success and productivity.

But there is a reason that time management is one of the most common sales leaders' challenges. It can be difficult to figure out how to make it work for you. Read on to learn all about the time management techniques that can help you tackle this sales challenge!

Topics: sales leadership sales challenges

20 Motivational Videos for Your Sales Team

20 Motivational Videos for Your Sales Team

Stressed? Anxious? Unmotivated?

Everyone requires motivation. And, your sales team is no exception as they strive to keep up performance, reach goals, and deliver results. The constant pressure (combined with adversity and uncertainty) is physically and mentally draining.

Motivation is crucial for performance. The real purpose of a motivational speech is to get the recipient, to do something differently, because the speaker has got you to think differently. Browse through our list of 20 motivational videos, watch a few, and share the list with your team.

Topics: sales performance COVID19 Resources motivation

Sales Leaders’ Challenges: Motivation and How to Motivate Your Team

Sales Leaders Challenges Motivation

Working in sales isn't getting any easier. In 2020, the majority of sales reps weren't expected to meet their sales quotas.

As the leader of your sales team, it's up to you to motivate your team to reach their targets and more. But that's easier said than done.

We've created a guide with 7 sales team motivation strategies that you can use to overcome the sales leaders' challenges you encounter as the face of your team, whether you're new to the position or on your way to becoming an expert.

Topics: sales leadership motivation

5 Steps to a Precise Internal Sales Diagnostic

internal sales diagnosticThis article was originally published on Sales & Marketing Management.

Sales leaders are responsible for more than closing deals. Teams depend on them to see the big picture, measure current strategies, and evaluate new opportunities. Sales diagnostics help leaders see their operations from all sides so they can identify bottlenecks and keep revenue climbing.

Topics: sales performance Sales sales process sales diagnostic

The Expert's Guide to a Successful Sales Organization Structure

Experts Guide to Sales Structure

Sales organizations have evolved over the years, and the old hierarchical structure just won’t do anymore.

A successful sales organization structure allows you to maximize your profit. This article will help you get started.

Topics: sales structure sales leadership

Leadership Development–Developing Managers Into Leaders

Leadership Development

Promoting someone to a manager doesn't make them a leader.

While managers have power, they too often lack the skills to use that power effectively. What you want is a strong sales leader, but how do you get there?

That question is why we've written this guide to people management and leadership development. We'll review the core difference between a manager and a true leader and how to train managers to get there.

Topics: sales leadership leadership development

How Do You Improve Sales Performance?

How to Improve Sales Performance

It's obvious why sales performance is a crucial part of any organization. Good sales performance leads to increased sales and greater profits. These results become a motivating factor for your sales force.

A motivated sales team will perform well. This creates a cycle of continued success. However, it's often hard to achieve. 

Poor sales performance results in lost time and increased costs. Sales managers end up spending 90% of their time trying to manage poor sales performance. Your organization can avoid this by implementing an effective sales performance strategy.

This will facilitate the productive use of your sales managers' time and a motivated sales force that helps improve your company's bottom line. Read on to learn more about sales performance and how you can improve it with a comprehensive strategy.

Topics: sales strategy sales performance

The Ultimate Bucket List for Sales Managers

 

Bucket List

A bucket list is an ultimate list of things you would love to have happen, or be able to do, at least once in your lifetime.

While many of us use bucket lists for personal achievements, we couldn't help but wonder what's the ultimate bucket list for a sales manager look like? Improving sales performance in your organization is critical. But how will you get there?

We invited several of our team members to help compile this list, which is certainly not a complete list, so we invite you to add to it in the comment box below.

Topics: sales performance Sales