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The Center for Sales Strategy Blog

Trey Morris

Recent Posts by Trey Morris:

John Wayne Need Not Apply: Coaching Your Sales Team

sales manager coaching teamI was listening to a sports radio station in town last week, and it had breaking news that the Major League baseball team had just fired their manager.

It wasn't a big surprise. The team had underperformed for the last couple of years, but what was surprising was the reason the club gave to the media.

His style wasn't connecting to his players.

What? His style? They didn't mention his performance, his attitude, or even lack of confidence by management. Nope, it was that his "old school" style didn't connect with his young(er) players. He didn't know how to connect with his millennial or Gen Z players.

One of the radio hosts said that he was too much like John Wayne. He was tough, to-the-point, and not very touchy-feely. He wasn't very caring, emotional, or even friendly with his players. To him, it was all business. They weren't friends. He was their boss!

Topics: sales culture sales management coaching motivation

What If They Leave? 3 Ways to Better Train Your Sales Staff

sales-training-manager-265882-editedCFO asks CEO: "What happens if we invest in developing our people and then they leave us?"
CEO: "What happens if we don't, and they stay?"
 
I really LOVE this "fictional" exchange. It drives a stake right through one of the arguments against training and developing your salespeople. 
Topics: sales training sales management sales performance

Feedback. Feedback. Feedback. (Today, We're Talking About Feedback.)

sales coaching feedbackPeople crave feedback. We want to know if what we are doing is good, bad, or just plain ugly.

It starts when we are little kids. We all desperately wanted our parent's attention. We wanted them to "watch us" run fast, jump high, or sing a song. We wanted them to be proud of us, but also to give us feedback. Were we doing it "right?" How can we do it better? 

Well, not much has changed since we were children. We still want to know how we are doing. Yet, so many managers seem to think that their people don't need feedback or even want it. WRONG! Your people desperately want to know how they are doing. Feedback is a fantastic way for a sales manager to improve their team's sales performance by reinforcing good behaviors and improving upon weak behaviors.

Topics: sales management sales training coaching sales performance

3 Ways to Accelerate Sales by Slowing Down

accelerate sales process by slowing downNo one likes to wait!

We don't like to wait in lines, on hold, or for Christmas morning. We want things now! As a society, we've become accustomed to instant downloads, on-demand programs, and same-day Amazon Prime deliveries.

Which is why sales organizations want to accelerate the sales process. For years, B2B sales were often seen as a long, complicated process where the salesperson could do very little to speed up the sale, but today you can speed up the process by simply slowing down!

Topics: sales process Needs Analysis Setting Appointments prospecting sales cycle

"We're Ignoring You." (Don't Give Up!)

don't give up strategy for salespeopleWe're ignoring you. 

You know it's true. You've always thought it to be the case, but now you have confirmation. Prospects are ignoring you! And how I do know this? 

I'm a reformed client. 

Topics: Needs Analysis prospecting sales strategy salespeople sales leads sales pipeline

3 Reasons You need an Annual Physical

annual sales checkupNo one likes going to the doctor. No one!
Topics: sales diagnostic sales culture sales performance sales training sales strategy

Know Your Numbers

salespeople know your numbers"If you don't know your numbers, you don't know your business!"
-Marcus Lemonis 

My friend (and Managing Partner at The Center for Sales Strategy), Matt Sunshine, got me into the CNBC television program, The Profit. And I am absolutely addicted to it. And I mean addicted… I might have just finished watching 6 hours of the program this weekend. 

And you should be watching it, too!

Marcus Lemonis is the CEO of Camping World, and he uses his money to invest in struggling businesses that he features on his show. The stories are exciting, compelling, and full of drama! But, that's not why you should be watching the program.

Topics: salespeople sales strategy sales management sales performance

What Do Practice, Coaching, and Feedback Have in Common? They Matter.

basketball practice"It's strange to me too, but we're talking about practice man, we're not even talking about the game... the actual game when it matters... We're talking about practice."  - Allen Iverson 

Topics: sales performance sales management

The Best Needs Analysis That I’ve Ever Seen (and WHY)

needs analysis reveals desired business resultsI just sat there and watched. I was too stunned to really do anything else. It was the best needs analysis that I've ever seen...

Topics: Needs Analysis sales performance salespeople

Explorers Needed

salespeople explore needs of prospectsMarco Polo, Christopher Columbus, and Magellan.

These are legendary explorers who set out to discover the great unknown of our world! These men were brave, bold, and courageous. They feared nothing. They were willing to risk it all for the sake of discovering a new world!

Topics: Needs Analysis salespeople sales performance customer focus