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The Center for Sales Strategy Blog

Trey Morris

Trey Morris

Recent Posts by Trey Morris:

All Clients are NOT Created Equal

client meeting handshakeMy favorite book in high school was George Orwell's Animal Farm. If you haven't read it, it is an allegorical novel that tells the story of how Communism took over Russia and ultimately ruined their economy. I loved this book because a) it's brilliant, and b) it's a great defender of capitalism, which I LOVE!

Topics: sales performance account list analytics account list management

Silence is Golden: 3 Ways to Improve Your Listening Skills

improve listening skills manager"Silence is golden"—usually this is said right after your children leave the room and you finally have a moment of peace.

As much as that is a "funny" joke for parents, the concept of silence is a rare one in today's world. Are we ever "silent?" And when I say "silent," I don't mean staring at our phones for hours at a time.
 
In the context of sales, silence has another meaning. Silence is an opportunity to stop talking, be quiet, focus, and listen. Yes, I know this is a radical concept for those us that are gregarious, loud-mouth, salespeople.
 
How many times have you gone on an appointment with an account executive, expecting to hear your rep ask questions and then wait to hear the client's answers, only see them never stop talking! They are so excited to a) have an appointment and b) thrilled to "pitch" their product that they never take a moment to listen to what the client has to say. It's horrible, and it happens all the time. What a waste of new business appointment! How can you sell someone anything if you don't know or understand what they want to achieve? You can't.
Topics: Needs Analysis sales performance prospecting

How To Get The Most Out Of Your Sales Team: Sales Gamification (VIDEO)

Motivation Video 5 - Sales Gamification

This is the fifth and last post in the series, "How to Get the Most Out of Your Sales Team." Check out other posts in this series - linked at the bottom of this blog post.

I'm back again for the fifth week to talk about ways you can get the most out of your sales team, and this week I'm talking about sales gamification.

Sales gamification is one of the hottest trends going in the world. Everyone wants to "gamify." It's what "the kids are doing." And as silly of a buzzword that it is, it's actually a pretty good idea to motivate your sales team and get the most out of them

What is sales gamification? It makes your daily activities into some kind of game. You want to motivate and get the most out of your team? You need to do this.

Topics: motivation sales management

How To Get The Most Out Of Your Sales Team: Invest In Your People (VIDEO)

 

Motivation Video 4 - Invest in your people

This is the fourth post in a series, "How to Get the Most Out of Your Sales Team." Check out other posts in this series - linked at the bottom of this blog post.

I'm back again with the "How to Get the Most Out of Your Sales Team" series, and this week, I'm talking about investing in your people

I realize that's not an "Exciting! Rah-Rah! Go Team!" sales contest-type of way, but it's important. When people know that you believe in them, support them, and that you're investing in them, they're going to be motivated to help you succeed. 

So, how do you invest in your people in a way that gets them excited and motivated? Here are three examples you can start today.

Topics: motivation sales management

How To Get The Most Out Of Your Sales Team: Building Trust (VIDEO)

Motivation Video 3 - Building Trust

This is the third post in a series, "How to Get the Most Out of Your Sales Team." Check out the rest of the posts in this series - linked in the bottom of this blog post.

I'm back again to talk about ways you can get the most out of your sales team. One of the best ways to motivate your team is to build trust with your team. A trusting team is a motivated team.

Think about it. Have you ever had a boss that you didn't trust? Did you work really hard for them? The answer is: you probably didn't.

So, how do you build trust with your sales team? 

Topics: motivation sales management

How To Get The Most Out Of Your Sales Team: Manage Them Like They Want (VIDEO)

 

Motivation Video 2 - Manage them like they want

This is the second post in a series, "How to Get the Most Out of Your Sales Team." Check out the rest of the posts in this series - linked in the bottom of this blog post.

Last week, I started a series on how you, as a sales manager, can get the most out of your sales team. This week, I'm focusing on working with them in a way they like to be worked with, and how they want to be managed.

NEWS FLASH: You can't do that if you don't know your salespeople. The only way you'll know your salespeople is if you spend some time with them and ask them some questions about what they like, what they don't like, and honestly... what motivates them.

Topics: motivation sales management

How To Get The Most Out Of Your Sales Team: Get Creative (VIDEO)

Motivation Video 1 - Get Creative

CASH IS KING… or at least that's what we've always been told

Over the next few weeks, I'm going to talk about how you can get more out of your sales team by motivating them. I'm going to focus on ways to motivate your sales team to get the most out of them.

We've always thought that cash is the way to do that. You do a sales contest, you give out money, people are happy, and BAM! You're doing great work. That's still the case, and it might be for your sales team.

But if you've found that cash isn't the motivator that you've always thought it would be, it's time to think outside the box and get creative. There's two main ways you can get the most out of your sales team by getting creative.

Topics: motivation sales management

What Will You Do This Week to Help Your Salespeople Get Better? (VIDEO)

Trey

I've always found it fascinating that the greatest athletes of all time  -- whether it be Michael Jordan or Tom Brady -- always practiced. Every single day, they would go to the gym or go to the field, and they would practice the basics.

I find that interesting, because in sales, rarely do we ever practice. Pretty much every needs analysis or presentation is game day. We walk in, ready to play, and hope it works out. We don't spend much time rehearsing, practicing, or game planning, and I think that's a mistake. 

As a sales manager, it's your job to help your salespeople get better at what they do. So, how do you do that? 

Topics: sales strategy sales process prospecting account list management

Are Transactional AE's an Endangered Species?

prepare for direct new business development

As I look into my "crystal ball," I foresee a future where the transactional salesperson is an elusive and rare creature. Have they all been completely wiped out by Artificial Intelligent (AI) computer networks where all advertising buying and selling occurs? Probably not, but I do know they will be an endangered species. In the future, AI networks and computers will be placing a larger and larger percentage of ad schedules. And even for the business that is placed the "old fashioned" way, we'll have a need for fewer transactional sellers. And those sellers will probably be covering not just clusters, but states and regions for your media group.

I know that no one wants to admit it, but advertising sales are changing at an unprecedented rate. The way that companies have done business over the last five years will not exist in the next five years.

But, it's not all bad news. Media companies that want to grow revenue in a marketplace where 50-90% of their revenue is handled by computers or an endangered species transactional sales rep, will have to find people who can call on small and midsize businesses and develop new business. So, while we wait on our computer overlords to takeover transactional business, we should probably prepare for the days of direct, new business development.

Here are three tips to get you ready for our new media world order:

Topics: new business development

Looking for Talent in all the "Wrong" Places

looking for superstar sales talentA recruiter walks into a bar, a church, and a mall…

No, that's not the opening line of a mildly inappropriate joke, it's where you need to go to find superstar talent. No, I'm not kidding. 

Let me guess, you've been recruiting from your competition for years, right? How is that working out for you? Wait, don't tell me. You don't need to. I hear the complaints from sales managers every day from every part of the country. It doesn't matter if you are in one of the largest markets or one of the smallest, finding great, talented salespeople is TOUGH! 

Topics: hiring salespeople sales management Talent