The Center for Sales Strategy Blog

Stephanie Stoll

Stephanie Stoll

Stephanie works with subject matter experts and our Client Experience team to design and deliver content and services to our clients. Her background in sales and training combined with her formal education in Adult Learning drive her to create and deliver impactful user experiences.

Recent Posts by Stephanie Stoll:

Motivating Sales Strategies for the Under 30 Crowd

Motivating Sales Strategies for the Under 30 Crowd

There is a lot of talk about the multi-generational workforce, and as history would have it, each generation will lament about “young people these days.”

They don’t want to work!
They lack discipline!
The attitudes!
The workplace demands!

Each generation rolls in with its own unique defining qualities, yearning to be different than those before them. Couple that with younger generations classified as digital natives who entered the workforce during a global pandemic, and you may be shaking your head on how best to coach them.

Topics: sales talent sales coaching

Email Tone: It Can Be Louder Than Words

Email Tone  It Can Be Louder Than Words

The remote and hybrid workforce offers opportunities and challenges that we may not have considered when working in a common location.

We take for granted the proximity to our coworkers and the ease with which we communicate and convey our emotions and intentions. Communication that we had in person tends to shift to digital and allows us to stay connected no matter where we are co-located.

However, we still need to be aware of the tone we are using, which in writing can be more complicated than spoken words (because our brain fills in the gaps when we lack information).

Topics: email sales process COVID19 Resources

SALES PERFORMANCE: Why Sales Training Fails

SALES PERFORMANCE Why Sales Training Fails

The world runs at a rapid pace these days.

Twitter tells you in 280 characters, TikTok shows you in 10 minutes or less, and we want all the episodes of our favorite shows released all at one time!

We’re impatient by nature, and we want the kind of solution that turns everything around now, including training our salesforce. While some of these quick hits may work in the short run, most are not sustainable, and they leave you needing more, especially in the world of employee development.

Topics: hiring salespeople sales performance sales training

Top Ways to Get Authentic Feedback from Employees

Top Ways to Get Authentic Feedback from Employees

Continuous improvement is dependent on feedback, and in most situations, we feel confident in the feedback we are giving and receiving.

However, sometimes people will tell you what they think you want to hear, and the feedback is not very useful or effective. In order to garner authentic feedback from your employees, and return the favor, the stage needs to be set for open two-way communication.

Topics: leadership feedback

Factors That Influence — What Sellers Can Control

Factors That Influence — What Sellers Can Control

When it comes to sales, you might feel as if there are many factors that are outside of your control. To an extent this is true, but when it comes down to it – you actually wield more influence over the situation than you think.

Once you realize what you can control, and what you can influence, you will feel more confident approaching prospects and delivering solutions and recommendations to your clients.

Topics: valid business reason prospecting

Priorities for the Modern Leader

Leadership-1

Work and career are areas that are ever-evolving.

New ways of working emerge, skill sets and experiences change, and employee expectations shift. As a leader, it's important to understand where your priorities need to be and how you can position yourself to help your employees grow.

Topics: sales leadership leadership development

The Art of Asking for Sales Testimonials

The Art of Asking for Sales Testimonials

Most salespeople will claim to have many happy customers, but can they prove it?

Renewals and repeat customers are one thing, but many buyers can live with being content with their seller and stick with who they know because nothing is broken, but what evidence is there of your raving fans?

Topics: sales strategy

4 Reasons Accountability Is Missing in a Sales Team

Accountability

Every relationship has ups and downs, and that includes relationships between coworkers.

The members of your sales team might be going through problems at home that can cause problems at work.

There might be conflicts with other members of the sales team.

When problems exist in other areas of life, it can affect the accountability of the whole sales team or individual team members. Either way, it's possible to remedy the situation and make accountability a priority for your team.

Topics: sales performance

Learning and Development Lessons from the Pandemic

Learning and Development

The pandemic has brought about numerous changes in the way we work and interact within our organizations, and it has also affected the way we develop, deliver, and assess employee training.

There has long been a push to incorporate more technology into training programs and the last two years have acted as the accelerant needed to push learning and development to new levels. Coupled with the new technologies is a shift away from more formal learning delivery and methods.

While many of these ideas were already in play, they have emerged as best practices in the virtual and work-from-home environment.

Topics: learning development

Sales Leaders Challenge: How to Effectively Manage Change

Sales Leaders Challenge How to Effectively Manage Change

As a sales leader, you can count on the fact that there will be constant change. It's all around you in technology, the economy, your team, and industry conditions.

At times, it can seem impossible to prepare for and navigate the sea of changes you face, but successful sales managers adapt and adjust, and even embrace the changes.

Whether the change is a small adjustment or a seismic shift, leaders have the ability to reduce uncertainty and smoothly maneuver the tumult of change.

Topics: sales leadership