The Center for Sales Strategy Blog

When you're starting your own company, you want to start out with the strongest foundation possible. 20% of new businesses fail in the first two years that they're open. The reasons why they fail can vary, but starting your business with the right planning will give you a better chance of success. 

If you're in the business of selling products or services to your customers, you need an effective sales strategy. A sales strategy will help you scale and grow your business and learn how to improve your sales. Each strategy devised by a business is unique to them and their customer base, but they all should include the same basic details.

This guide will go over what a sales strategy is, how your company can benefit from it, and different examples you can pull from.

When a successful salesperson is questioned on what makes them stand out above the rest, most don’t have specific answers.

The reason seems to be because these high performers are doing what comes naturally to them. These are not skills that can be taught or learned. It’s about behaviors that “fire naturally” in client-facing sales situations.

Specific traits are sales accelerators.

Kicking off the new season of the Improving Sales Performance series, John Henley, Managing Partner at The Center for Sales Strategy, gives viewers an overview and behind-the-scenes look at the creation of the Impact Leadership System: why it was created, who it was created for, and how sales leaders can make an impact on their sales performance by focusing on 4 key areas.

Tune in now to hear the Live broadcast or keep reading for a brief overview.

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.