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The Center for Sales Strategy Blog

Trey Morris

Trey Morris

Recent Posts by Trey Morris:

Hunter vs Farmer Personality, Characteristics, and More

Hunter vs Farmer Personality

You hear the terms "hunters" and "farmers" thrown around a lot in the sales world. Sales leaders are always looking for "hunters" as they should. New business is the lifeblood of any sales organization. Without salespeople that know how to "hunt" for new clients, a company can and will be in trouble.

Of course, companies must also have salespeople who are "farmers." Reps need to be able to cultivate clients by building relationships and growing accounts. Organizations must ensure that their key accounts renew and develop.

Topics: sales performance sales accelerator sales talent

Silence is Golden: 3 Ways to Improve Your Listening Skills

improve listening skills"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.
Topics: Needs Analysis sales performance prospecting

Predict the Success of Your Sales Team with Leading Indicators

Predict the Success of Your Sales Team with Leading Indicators

"If you don't know your numbers, you don't know your business." — Marcus Lemonis

"It's a numbers game, but I don't know which numbers" — Average Salesperson

Okay — I made-up the last quote, but it's still true. Too many times, I meet with sales managers and salespeople who firmly believe that sales is a "numbers game", but they have no idea what numbers they need to know or even what numbers they should be tracking.

Most sales leaders focus on KPI's (Key Performance Indicators) and while they are important, they do not help produce sales improvements. KPI's are like your scorecard after a round of golf, fun to see how you played, but they can't help you play better for the round you just finished. 

Rather than focus on KPIs, it’s time to concentrate on Leading Indicators so that we can effect change during the game that will help you and your team win. Think of leading indicators as data that allows you to make "in-game" adjustments, so that your team can keep scoring.

Topics: sales performance sales process

3 Ways to Improve Your IFM's

3 Ways to Improve Your IFMs

Your IFM's should be the most productive and most important time spent with your sales reps every week.

For those unfamiliar with the acronym IFM, it stands for Individual Focus Meeting. What is an IFM? It's what our team at The Center for Sales Strategy (CSS) calls your weekly one-on-one meetings with your salespeople (CSS loves to create an acronym for more common sales terms to keep you on your toes.)

Numerous studies support the fact that one-on-one meetings have a large impact on your team’s performance. So, if you’re struggling with IFM’s, it’s time to prioritize and improve with these three tips.

Topics: successful sales meetings IMPACT Individual Focus Meeting

3 Real Tips to Improve Virtual Role Plays

3 Real Tips to Improve Virtual Role Plays

What is mankind’s biggest phobia? Hint: It isn’t spiders, heights, or even dying. It’s glossophobia, the fear of public speaking.

Also, on the list of soft skills that people fear most are acting and the public test of career competence. In sales, there’s one awkward activity that happens to combine all three role playing.

As a sales manager, we often use sales role play exercises as a form of punishment. When salespeople fail to make the progress we expect, we summon a team meeting where we role play. Now, as everyone is working from home, the idea of practicing our craft with role plays seems even more difficult.

How can you improve something that was dreaded even before the pandemic?

Topics: Needs Analysis sales coaching

Develop More New Business in 10 Minutes

Develop More New Business in 10 Minutes-1


From a management perspective, a properly deployed Customer Relationship Management (CRM) allows you to assign and reassign sales goals to your sales team, transfer responsibilities, and enhance the client and sales rep experience.

However, many organizations and sales teams are quick to dismiss CRM software’s effectiveness, and many stop using it for several reasons. Merely investing in a CRM solution will not help your business grow until your sales team effectively uses its functionalities.

Below is an example of a 10-minute strategy that will help put into perspective the effectiveness and value of the right CRM system.

Topics: business development CRM sales enablement

How to Improve Virtual Selling

How to Improve Virtual Selling

It's been nearly six months since the first social distancing orders were issued—six months of working from home, Zoom meetings, and not wearing work clothes. Back in early April, most of us didn't think that this new normal would last more than a few weeks.

Well, we were wrong.

Working remotely, Zoom meetings, casual every day, is here to stay for a while and maybe forever. We must ensure that we’re not only enhancing our techniques for virtual selling but also becoming as personable on a Zoom call as we are face-to-face. If you’re not comfortable with virtual selling, you’re going to have serious problems moving forward and succeeding in this brave new world.

Topics: Remote Team virtual selling

Are You Ready to Build a Sales Assembly Line?

Are You Ready to Build a Sales Assembly Line

Last week, we discussed why the sales industry needed a Henry Ford assembly line. We determined that while the technology that we use has changed over time, our sales structure’s foundation has not.

Before Ford's assembly line, auto manufacturers built cars one-at-a-time. They hired a skilled artisan who would build the vehicle from the ground up, which meant that Ford had to hire people who knew every aspect of the vehicle.  From connecting an engine to a frame, steering to the chassis, installing seats, builders had to know how to do it all.

It’s what we expect salespeople to do with radio and television stations. Don't we still expect salespeople to also do it all? 

Topics: sales structure IMPACT

The Sales Industry Needs a Henry Ford Assembly Line

The Sales Industry Needs a Henry Ford Assembly Line1

History is fascinating! You can learn so much from the past. The History channel offers some amazing documentaries that can enlightening for those of us that want to learn from the past to improve our future. One of the most popular series on History is the "The Men Who Built America".  These epic documentaries tell the story of how great men and women shaped our country through their entrepreneurial spirits and built companies and brands that built America.

The latest series, "The Cars that Built America," obviously highlight stories of American auto manufacturers. And, you can’t talk about automobile history without telling Henry Ford's story. As a visionary, Ford was an entrepreneur that developed many of the best practices that companies still use today. The most famous of his designs was the assembly line.

Topics: sales structure IMPACT

3 Reasons to Update Your Marketing Strategy

3 Reasons to Update Your Marketing Strategy

Amidst the worldwide pandemic and historic economic shift, sales managers and business leaders everywhere are busy trying to adjust business models. A majority of business owners are re-inventing their business operations in a time where most people are "sheltering-in-place" and can no longer physically visit their place of business.

Once you figure out what this new world order entails for your organization, it’s time to re-examine your marketing strategy—not just your advertising and commercial messaging. COVID-19 is shifting consumer behavior and media habits, and we all need to make sure our strategy changes with them.

Topics: sales strategy sales and marketing alignment COVID19 Resources