The Center for Sales Strategy Blog

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.

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.

This 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.

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.

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.

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.

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.

Some people are skilled at closing a sale. It's easy for them to build rapport with customers, gather information, pitch a product or service, and then close the sale. Others excel only in connecting with prospects and find it incredibly hard to present a product or close the sale.

Utilizing a sales process can help salespeople become better at what they do. In this article, we cover the basics of the sales process and teach you how to improve sales performance.

At The Center for Sales Strategy (CSS), our mission and reason for being is to Turn Talent into Performance. Talent is foundational, but it’s not the only element.

It starts with talent, but you must also develop. After you’ve selected the person, you must commit to growing and developing them if you really want to turn talent into performance.

How do you grow someone?

Even your best sales reps aren’t immune to sales performance gaps.

There are common gaps like not following the sales process, poor listening skills, not properly preparing for calls, not identifying valid business reasons (VBR) early in the process… the list continues.

However, one of the most common sales performance gaps that you need to close in order to boost revenue is right at the very beginning of the sales process. Do you know what it is?