The Center for Sales Strategy Blog

According to research, over $5 billion is spent solely on sales training and sales improvements every year in the US. If your remote sales team is not up to speed with the latest sales strategies and techniques, you could be costing your business a lot of money in missed opportunities.

Coaching a remote sales team has its perks, you have less overhead because there is no brick and mortar location, plus, everyone has a bit more freedom and flexibility.

That being said, there are also many challenges of coaching a remote sales team, including the lack of connection and distance. 

So the problem is knowing how to lead a remote sales team effectively so that you can increase your sales and get a major ROI on your sales training costs. The last thing you want is to spend a lot of money on sales training and not have it be well-received. 

Thankfully, we've created this article to solve those problems, keep on reading to learn more.

The pandemic affected more than just the health and daily lives of people across the world. It affected behaviors and perceptions—including how media is used.

With media plans reconfigured and millions of dollars’ worth of ad budgets shifted - to say the rug was swept out from under the advertising industry is an understatement.

In case you missed Episode 8 of the Improving Sales Performance series, here’s a breakdown of the conversation that host, Matt Sunshine and guest, Gary Pizzati had on how many traditional clients are buying and selling in 2021. Plus, recruiting and selecting top talent, the impact of technology, and how to keep a sales culture alive during these unprecedented times.

What do American crime dramas, musical fantasies, and a Canadian sitcom have in common? They can all help you practice social distancing and make you a better person. It’s true! Research provided by Psychology of Aesthetics, Creativity and the Arts found that watching high-quality TV dramas can actually increase our emotional intelligence and make us more empathetic people.

Our team at The Center for Sales Strategy (CSS) and LeadG2 survived 2020, but not without the help of streaming services like Netflix, Hulu, and Disney+. Here are some of the binge-worthy movies and shows that all of us have been watching while staying home and social distancing.

What are your most effective recruiting tools and strategies?

As a hiring manager, you’ve witnessed first-hand that simply posting a job listing is not enough to attract top talent to your organization. You may have tried to throw-out company statistics and numbers while interviewing, but even those impressive numbers didn’t set you apart from the competition.

So, how do you stand out and sell candidates on your company? The answer is surprisingly simple: storytelling.

These days you can never get enough information on work from home best practices, how to use video to help manage and sell, and how to manage a remote sales team.

In episode 7 of the Improving Sales Performance series, Matt Sunshine hosts a roundtable discussion with Jim Hopes, Stephanie Downs, and Kurt Sima — all consultants at The Center for Sales Strategy (CSS). This is a rare opportunity for listeners to see what an internal meeting is like at CSS and to truly learn from a team of sales experts that offer different points of view.

None of us fathomed that a year ago we could do business without traveling. No one imagined that we would exclusively have online events, online trainings, online meetings, online calls, and so on. Lessons learned in 2020 boil down to three words — Accept, Adapt, Accelerate.

• We’ve accepted that there’s a new reality for the way we do business
• We’ve adapted to the way we sell and talk to clients based on our new reality
• We’ve accelerated the sales process (and more) in order to improve

Although conducting business during a pandemic has been challenging, are all the changes we’ve made really that bad? Here are some lessons learned in 2020, straight from the mouths of experts at The Center of Sales Strategy (CSS), LeadG2, and Up Your Culture.

With most of the workforce now working from home, sales managers are figuring out what the new normal is when it comes to their team’s workflow. 

While there are numerous benefits to an at-home, flexible work schedule (like lower stress and a higher employee retention rate), sales teams still need all the help they can get for constant communication, effective project management, goal setting, and team building. 

Thankfully, there is an arsenal of apps, integrations, and platforms that will not only help teams to stay motivated and productive, but will also help to crush quotas as well. Keep reading to find out which tech is right for your team.

The Impact Leadership System is both a training curriculum and an ongoing guidebook for sales leaders of all organizations and levels of experience. This system ensures sales leaders make the right People decisions, follow the best Processes, and engage in effective Planning to deliver top Performance.

In episode 6 of the Improving Sales Performance series, Managing Partner at The Center for Sales Strategy (CSS) John Henley uncovers details about the new Impact Leadership System and how sales leaders can use all four stages in various ways.

Is it possible to drive sales performance and keep an amazing company culture during these challenging times? Yes! And Taja Graham, Vice President of Sales for Emmis Communications Indianapolis, provides the proof in her interview with Matt Sunshine.

Episode 5 of the Improving Sales Performance series deep dives into things Graham is doing in her market to drive performance, as well as what she’s doing to keep her team engaged. Plus, she touches on how they’ve modified planning for next year to drive performance.