The Center for Sales Strategy Blog

Throughout season 2 of the Improving Sales Performance Series, we’ve focused on the data and analysis of the 2020 Media Sales Report.

In this episode, John Henley, Managing Partner at The Center for Sales Strategy, and Greg Giersch, Vice President of Client Experience at The Center for Sales Strategy, join Matt Sunshine to discuss the data from the Media Sales Report surrounding the analysis of the sales training and development data.

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.

Throughout season 2 of the Improving Sales Performance Series, we’ve focused on the data and analysis of the newly released Media Sales Report.

In this episode, Beth Sunshine, VP of Talent Services, joined Matt Sunshine to discuss the Sales Department Structure section of the Media Sales Report, specifically looking at data on hiring and talent.

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.

How are you working to improve sales?

When it comes to sales, what do you value? If the answer to that question is hitting the numbers, then people are simply stepping stones. When you value people first, you'll watch the numbers stack up. The goal is to invest in people. The return on that investment is huge, because people account for a quality sales operation.

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. Partner and VP Senior Consultant Stephanie Downs and VP Senior Consultant Emily Estey at The Center for Sales Strategy, joined Matt Sunshine to discuss the Sales Department Structure section of the Media Sales Report, specifically looking at data on sales department size and compensation of sellers.

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.

By embracing technology such as lead intelligence, marketing automation, and effective use of a CRM, salespeople can waste less time doing data entry, understand more about their leads, and document all of this information so it's shared across the organization. 

In this post, we'll review each one of these productivity-enhancing technologies, enabling you to be one of the companies that gains a substantial advantage over competitors and develops a more productive sales team.

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. Trey Morris, VP Senior Consultant at The Center for Sales Strategy, joined Matt Sunshine on the second episode of the season to analyze the data around the effects of COVID-19 and its impact on the media sales industry.

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.

We just launched Season 2 of the Improving Sales Performance Series, which focuses on the data and analysis of the newly-released Media Sales Report. John Henley and Jim Hopes, managing partners at CSS, joined Matt Sunshine on the first episode of the season to discuss their key takeaways from the report, how sales management and leadership can use this data, and the feelings of the future and outlook of the media sales industry.

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.

At the beginning of a new year, it's tempting to set goals for the next 12 months. After all, you'll have your results from the prior year and can identify where you fell short and where you want your company to improve. 

However, try to resist the urge to create annual goals that are too detailed and contain too many action items. If you fall behind, it's hard to catch up. You can quickly lose momentum and focus on what you're trying to achieve.

Instead, quarterly goals make more sense when you're looking for action-driven results. At the end of each quarter, you can then set the appropriate goals for the next quarter. These can fit into some more general goals for the year but should also be aligned with the long-term strategy. 

Let's take a look at the steps to create a quarterly action plan, how to measure success, and how to plan for the following quarter.

So much has been said and written about what top sellers do to set themselves apart from the average and low performing salespeople.

Let’s look at this from a different angle. What things do they make certain to NEVER do?

In order to fully understand what makes a high performing sales person, it’s helpful to recognize behaviors NOT exhibited by this elite group.

How would it feel to be part of the 1%? You have a flexible schedule and have a reliable, dependable, top-performing sales team. To many, that life will only ever be a dream.

That's because the 1% are willing to do things that others aren't. From creatively improving sales performance to being a leader and mentor, here's how you can join the 1% as a sales manager.