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The Center for Sales Strategy Blog

Mindy Murphy

Recent Posts by Mindy Murphy:

3 Tips to Increase Productivity and Improve Sales Performance

3 Tips to Increase Productivity and Improve Sales PerformanceDo you often struggle with time management?

Do you always have way too much to do?

Do you ever feel buried in work?

If you answered "yes" to these questions, you may not be delegating as much as you should.

Delegation is one of the talents that separate the best from the rest in sales management and is crucial to developing the strengths of others, yet it’s often something leaders don’t think about on a regular basis.

Topics: Talent coaching productivity

One Thing You Can Do to Become a Better Leader

become a better leaderWhat if your greatest opportunity to grow as a leader was right in front of you every day? Your team may hold the key to unlocking new opportunities for your professional development, and there is one simple thing you can do to make sure you don’t miss out on information that could make you better. Ask for feedback.

The best leaders feel there is always an opportunity to grow, so they consistently ask for feedback on their performance. A study of more than 50,000 executives done by leadership development consultants Jack Zenger and Joseph Folkman, found that "Leaders who ranked at the top 10% in asking for feedback were rated, on average, at the 86th percentile in overall leadership effectiveness." Bottom line – asking for feedback can help you become a better leader.

Topics: Management sales management Talent

Talent is Not Enough for Sales Performance

sales_team_and_manager.jpg

It’s not enough to just have talent. You have to practice and use your talents in order to improve and make a positive impact on the people around you.

Professional athletes spend countless hours practicing and training in order to improve their performance. What if you could spend more time on your talents?

One of my favorite ways to help managers turn their talent into performance is through our executive coaching program, Talent Insight. During this program, I get the chance to help sales managers identify their unique talents, better understand how their talents are coming across to others, and determine action steps they can take to use their strengths and improve their performance.

Topics: sales management Talent

Set Your New Hire Up for Success: Continuous Strength Development

providing detailed sales feedbackThis is the fourth and final post in a four-part series on how managers can set new hires up for success. You can click to view the previous posts on providing detailed feedback, building relationships that will lead to stronger sales performance and maximizing strengths and working around weaknesses. 

Ongoing coaching and strength development are key factors in retaining people long-term, yet statistics show employees often feel as though they don’t have a specific development plan. According to a Saba survey, 60% of leaders believe they provide employees with a clear career path, but only 36% of employees agree. The very best managers spend time coaching their people and have an individualized development plan for each person. 

Topics: hiring salespeople Management developing strengths sales management talent dashboard

Set Your New Hire Up for Success: Up their Game with Detailed Talent Feedback

sales-feedback-manager-new-hire-750547-editedThis is the third post in a four-part series on how managers can set new hires up for success. You can click to view the previous posts on building relationships that will lead to stronger sales performance and maximizing strengths and working around weaknesses.

Giving your new hire detailed feedback on their talents is one of the best ways to set them up for success. This conversation can be very meaningful and will arm them with specific information about their potential and how they can maximize their strengths in their new role.

Topics: hiring salespeople Management developing strengths sales management Talent

Set Your New Hire Up For Success: How to Build the Kind of Relationship That Will Lead to Stronger Sales Performance

sales-manager-training-new-sales-hire-347801-editedThis is the second post in a four-part series on how managers can set new hires up for success. You can view the previous post on maximizing strengths and working around weaknesses here. 

The very best managers I work with understand the importance of growing solid, working relationships with their people, and they start working on those relationships even before their new hire’s first day on the job. Not all managers take this approach - many people feel their boss does not care about their success. According to a recent Monster poll, 72% of respondents said they do not feel like their manager or supervisor is interested in their job growth. Yet, caring about people and developing good working relationships with direct reports, is one of the best ways to boost sales performance.  

Topics: hiring salespeople Management developing strengths sales management Talent

Set Your New Hire Up For Success: How to Maximize Their Strengths and Work Around Their Weaknesses

set new sales hire up for successThis is the first post in a four-part series on how managers can set new hires up for success.
 

Onboarding new employees the right way is crucial in retaining them long-term.

According to an Aberdeen Group study, 86 percent of respondents felt that a new hire’s decision to stay with a company long-term is made within the first six months of employment. So you want to ensure you provide a challenging, but rewarding, experience that first six months and get it right immediately out of the gate! There are a few things you can do before and after your new hire’s first day to set them up for success and retain them.

Topics: hiring salespeople Management developing strengths sales management Talent

How to Increase Productivity and Promote Teamwork with a Remote Workforce

promote teamwork with a remote workforceMore people than ever before are working from home. According to a Gallup survey, 43% of employees said they spent time working remotely in 2016. That number is up 4% since 2012.   

Topics: employee retention Management Talent

How to Set New Hires Up For Success and Decrease Turnover

onboarding plans when hiring salespeopleMany managers I work with have strong and detailed onboarding plans for new hires, but in general, onboarding is something that often does not get enough attention from managers. If you haven’t given it much thought, you might want to consider enhancing your plan.

Topics: Talent onboarding

The Secret to Finding Your Next Sales Superstar

finding your next superstar salespersonSuperstar salespeople have a unique combination of talents that lead to excellence, and this combination of talents is very rare. It can be tough to find the people with all of the right "stuff" who have the potential for greatness.

Topics: hiring salespeople Talent salespeople