The Center for Sales Strategy Blog

Trey Morris

Trey Morris

Recent Posts by Trey Morris:

3 Unique Ways Sales Managers are Leading Hybrid Sales Teams

5 Unique Ways Sales Managers are Leading Hybrid Sales Teams

If you are like me, the idea of your sales team working remotely was beyond your imagination. Every once in a while, you might hear a rumor about a salesperson that worked from home a couple of days of the week, but they were more like myths than reality. Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard.

However, with the pandemic, the world changed seemingly overnight.  

You went from a team that worked 100% in the office to a team that worked 100% remotely, and now that COVID is "over," you have a team that works in a hybrid model. 

Have you changed your management style to match the new reality of a hybrid sales team?

Topics: leadership sales management hybrid work

How to Manage The 3 Career Stages of Salespeople

How to Manage The 3 Career Stages of Salespeople

Parenting small children is not easy. I recall when my daughters were toddlers and how exhausted my wife and I were at the end of the day. We fantasized about when they would be older and more independent. We imagined parenting would be a lot easier.

Well, as I prepare for my oldest daughter's wedding in two weeks, I can tell you parenting older children is different, but it's not necessarily easy. The challenges change, the decisions become more important, and our role as parents evolves.

Topics: sales coaching

Selection in the Time of the Great Resignation

Selection in the Time of the Great Resignation

Finding talented salespeople has never been easy.

Finding naturally talented salespeople has always been more difficult than finding successful sellers. Far too often, we confuse success with talent. We go after the big name at the big competitor who has some big sales numbers. Experienced salespeople tend to have bad habits that follow them.

We default to looking and hiring experienced salespeople over inexperienced talented salespeople because it's easier.

Topics: recruitment sales talent selection

2 Ways to Measure Top Performers

Top performer

I wanted to title this blog "Top performers WANT to be measured, but poor or average performers NEED to be measured," but I was told that isn't a very strong title for click-throughs.

Nevertheless, I will continue with this blog despite my disappointment. 

As you know, your best salespeople want to be better!

  • They want/need feedback.
  • They want to know the score.
  • They want to know how they compare to others.
  • And they want to be measured so they can see how good they are compared to the rest of the team. 
Topics: Sales metrics

3 Ways to Hold Salespeople Accountable

3 Ways to Hold Salespeople Accountable

Holding people accountable is tough.

You have to be tough and sometimes even be a jerk, right?

Topics: sales pipeline

3 Ways to Determine if You Should Invest in Poor Performers

3 Ways to Determine if You Should Invest in Poor Performers

Trigger Warning... If you get easily offended by brutally honest feedback that might seem harsh and mean, you might want to skip today's blog post.

Ok, now; that we've gotten that out of the way, here's that brutally honest and possibly mean content:

You should NOT invest resources into poor-performing salespeople!

Topics: sales performance sales talent assessment

3 Major Sales Time Wasters And How To Fix Them

3 Major Sales Time Wasters And How To Fix Them

You waste time! A lot of time. And so do I.

It's an epidemic in the world today. One of the biggest challenges that organizations and salespeople face is the lack of productivity while feeling like they work all of the time.

Topics: sales productivity

Using The Right Sales Strategy to Secure More Quality Appointments

Using The Right Sales Strategy to Secure More Quality Appointments

Today, I'm going to share with you 3 TOP SECRET strategies to help you secure more new business appointments. These proprietary strategies will help you get more meetings than you could ever imagine.

Topics: sales strategy

International Super Spy: Selling Techniques from a Veteran Salesperson

International Super Spy

If you have kids or watch a lot of Tik-Tok, you're familiar with the Backyardigans song 'International Super Spy'.

It's a catchy little tune that will not get out of your head. As silly as the song is, it reminds us that part of your job as a salesperson is to be a spy. No, not a real spy, but one that targets prospects and does some sleuthing to uncover inside information before your first Discover meeting.

The Discover meeting is the most important meeting you will ever have with any client, ever! If improving sales performance is important, read on!

Topics: Needs Analysis sales strategy Sales

Don't Do It! Stop Pitching and Start Asking!

Stop Pitching and Start Asking

Don't do it. I know you want to do it, but you can't.

Seriously!  STOP IT!

"Do what" you innocently ask?

Pitching your product or service in your first meeting with a new client.

"But…but…but," I can already hear your excuses. 

"We are SALES people!  We are supposed to SELL!" 

Technically, yes, you are "supposed" to sell, but not yet! 

Be patient.  Follow the process.  Trust the process.  We have to slow down the sales process so that we can speed up the sale!

Topics: Needs Analysis sales process