The Center for Sales Strategy Blog

Sales professionals are inherently focused on closing deals and increasing the number of accounts under their purview. As such, they are often impatient when it comes to their time and meetings with superiors are no exception.

One-on-one sales meetings need not be inefficient. Sales managers that want to maximize the effectiveness of their sales team can do so with Individual Focus Meetings. Far from your average sales pow-wow, these intense sessions will motivate your sales team to meet goals that may have seemed impossible before.

Our team coaches salespeople from markets across the country on tactical things they can do within their sales process to help them connect with a decision maker or decision influencer faster to grow their new business.

Many things can be done to accomplish this, but one that seems to be resonating with salespeople lately is identifying their target persona so they can clearly define WHO their target is and fine tune HOW they plan to approach a new business prospect.

This is not a new strategy, just one that is often overlooked.

To achieve your sales targets, it's imperative to effectively train the sales reps so they become more productive. Sales coaching can highly improve their skills as they become better salespeople. They can help generate more revenue for the company and help achieve business objectives. 

While sales experience is essential, it's equally important to train the sales managers to maximize sales productivity. Effective sales coaching coupled with good training and management can help skyrocket sales and build a stronger sales team.

30% of job seekers have left a job within 90 days of starting.

Staffing and HR experts say onboarding new hires at an organization should be a strategic process that lasts at least one year because how employers handle the first few days and months of a new employee's experience is crucial to ensuring high retention.

Beyond the basics, what else does a new hire need?

What are some best practices for running a successful virtual meeting? How should leaders go about unifying a remote team? 

These questions and more are answered in this Improving Sales Performance episode with Chad Littlefield, Co-Founder of We and Me, Inc.

As he shares his insight on running effective sales meetings in a work-from-home environment, he also touches on how to build a culture of trust and connection. Tune in now to hear the Live broadcast or keep reading for a brief overview.

Regardless of the industry you work in; every company ultimately has the same goal: to increase revenue and grow business.

To set your organization up for long-term success, you need more than just a goal. You need a strategic plan, and that’s where target drives come in.

In this episode of Improving Sales Performance, Alina McComas, VP / Senior Consultant at The Center for Sales Strategy, shares her insight on implementing target drives that help improve revenue performance. Keep reading for a brief overview or tune in now.

When you start a new sales job, there’s always a transition that includes many different learning curves. You learn how to embrace a new culture, learn to meet the expectations of new leadership, take on new functions within a sales job, and then there's the social pressure.

One of the best ways to ease the pain of transition is to offer new sales hires training—training in areas that help introduce skills needed or training for existing salespeople to enhance skills they may have already developed but can always improve. 

Sapling has found that “Without powerful onboarding, it takes around 8 to 12 months for new employees to reach their full productivity levels.”

By taking the time upfront to onboard people in a meaningful way, they’ll be able to begin contributing at higher levels quicker and make a more immediate impact on the organization.

Onboarding is a prime opportunity for employers to win the hearts of new employees. Don't waste it, experts say.

Vertical targeting is one of the most effective ways to capture a focused, intent-driven audience. You can use specific messaging tailored for that segment and curate the content to cater to your target market’s unique needs and interests.

In this episode of Improving Sales Performance, John Matthews, President and CEO of Gray Cat Enterprises, Inc., shares his insight on targeting a vertical market to improve an organization's sales performance.