The Center for Sales Strategy Blog

72% of the population wants hybrid work for the future, so more businesses are forced to adjust to this new setup. But finding a balance between working from home and being social can be challenging. 

For instance, you still need to conduct regular team meetings and manage different personality types. Thankfully attracting sales talent is only one part of the puzzle when shifting to a remote staff management strategy. 

Here's how to ensure everyone's voice is heard at work, even through a screen.

This post was originally published on Startups.co

Ditch the "why" of your sales conversation and focus on the "how" to show prospects that you hear and understand their needs and can solve their unique problems.

Buyers want things to be easy. So easy, in fact, that 89% of buyers say that they choose vendors that made a return on investment easier to prove or that could be easily justified with a business case. They also preferred speed over price — with 80% of buyers citing deployment and ease of use as “very important.”

Your customers want to understand how to use your product — not sit through a pitch and wonder if it’ll actually fit their needs. Selling is less about explaining why buyers should buy and more about showing how an easy-to-use product or service will help them.

Every business needs a skilled sales team to generate a positive ROI, but on-the-job performance is rarely the product of training alone. In fact, a marketing novice could keep up with an unengaged expert provided they use the right motivation and productivity strategies.

However, it’s much harder to motivate staff than it is to train them. There’s no one size fits all approach to motivational tactics, as every employee is unique and requires wildly different incentives to sell. Understanding these differences will allow you to use your talent effectively.

As a sales leader, you often need to revamp your sales structure to improve your sales team’s or department’s effectiveness.

That involves carefully studying your current sales structure to determine what works and what doesn’t. In today’s rapidly evolving selling environment, many sales leaders have realized the benefits of shifting from a retained sales structure to a growth sales structure.

Companies that invest in sales training are considered 57% more effective than companies that don't. When it comes to selling a product or service, teaching workers sales training may be more beneficial than you thought.

Sales training is when you teach your employees skills and techniques for creating sales opportunities. When done correctly, sales training can boost your business' revenue. Failing to train your workers in adequate sales training can lead to negative customer experiences.

But it all comes down to this: How do you make sales training enjoyable for your workers?

Over 13 million people work in sales and related occupations. Yet, not all salespeople are created equal — some of them are better at the job than others. What separates a good salesperson from a great one?

Mainly being able to get past sales objections.

There is no salesperson who won't come up against these objections, so knowing how to handle them can make or break the deal. Here's what you should do when you meet the inevitable.

If your sales meetings are typically focused on reviewing the budget pacing numbers and other housekeeping notes, then WOW are you missing a great opportunity. Sales meetings are a great place to do sales training or sales warm ups.

While most sales managers agree with this, they often share that one of the reasons they don’t do that sort of activity is because they don’t have time to prepare. Clients of The Center for Sales Strategy (CSS) often use one of the “sales meeting kits, ” but not everyone has that available to them. So, if you're looking for some content to enliven your next sales meeting, here are four TED talks that we recommend.

Every career has challenges, and that’s certainly true for sales professionals who often experience selling highs and lows.

Sales pros face numerous obstacles in their quest for success. They might have a difficult sales territory that requires lots of travel away from home. They might face a selling slump because of factors beyond their control such as an economic downturn or even a pandemic like COVID-19.

Sales managers can support their teams by motivating them to weather the rough times and inspiring them to keep growing in their careers and persevering even when their goals seem difficult–even impossible–to attain.

Here, we’ve created a resource to help managers motivate their sales professionals to keep striving and building their careers day after day.

92% of potential candidates have abandoned online job applications without finishing them. Tedious, repetitive application processes send candidates a message about the employer that isn't great.

To attract better candidates, it's time to dump the old system. Instead, recruit employees and sales talent by thinking outside the box. 

Although recruiting qualified candidates is a different process in different fields, anyone can try one of these six surprising strategies to recruit great candidates.

Sales structure organization can bring new skills to light and help put tired and outdated concepts to bed. Just because a strategy worked for your team five years ago doesn't mean it will still bring out the best in each team member so that your team will flourish now.

Consider revising sales goals and implementing a new sales structure with new possibilities in mind.