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The Center for Sales Strategy Blog

Coaching Salespeople: Handle with Care!

Coaching_SalespeopleHave you noticed that almost everything you interact with throughout the day comes with recommended care instructions? Some are simpler than others, but for the most part, there is a certain way that everything must be treated in order for it to thrive.

I may not always do it, but I know that I am supposed to:

  • Wash wool sweaters on cold and then lie them flat to dry
  • Change my AC air filters every 3-6 months
  • Wash my workout clothes without fabric softener in warm water and then dry on low
  • Run 48 ounces of undiluted white vinegar through my Keurig every 3-6 months
  • Feed my puppy ¼ cup three times a day, and make sure there are no meat by-products in her food
  • Keep my orchids in bright, but indirect, sun although they require some time in the shade

But, I’m the first one to admit that I have ruined more than one delicate garment by accidentally throwing it in on hot and drying it until it shriveled like a raisin. As a matter of fact, an unfortunate number of my possessions have passed through my hands as if disposable because I didn’t read the care instructions—or even more likely—I was just moving too fast to be able to give them the totally customized care they needed.

Of course I’m not writing this article to teach you how to wash your delicates. Let’s agree, a silk top is a silk top. It can be replaced. But what if we’re talking about a person? It’s not so easy, or inexpensive, or even humane to replace a person because you failed to know how to care for him. That’s a whole different league of handling with care!

Topics: developing strengths Sales

23 Follow-Up Sales Email Templates to Send Instead of "Just Checking In" + More

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We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

123 Follow-Up Sales Email Templates to Send Instead of "Just Checking In" — HubSpot

Salespeople shouldn’t send “just checking in” emails for one very simple reason: They don’t work. Buyers feel like the rep is virtually poking them, making them reluctant to answer. Not only do “checking in” messages rarely garner responses, they can even turn prospects against their senders. But reps still need a way to get in touch with buyers who’ve gone dark. Enter these 23 email templates.

Topics: Inbound Marketing Sales Wrap-up

It Pays to be Smart: Finding a Valid Business Reason to Connect

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I love when I hear a story and it stops me in my tracks. I love it even more when the story is about a salesperson that did something really smart! 

That happened to me recently. I was facilitating a workshop and one of the managers shared a great story of a salesperson who created a very strong Valid Business Reason to get the attention of an important prospect. 

Topics: Sales

Five Ways to Beat Cold Calling Boredom

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We know continuous and relentless cold calling can wear you down. It’s a numbers exercise at best, and unless you really enjoy leaving voicemail messages and constant rejection, the process can be boring and downright taxing. But, there are ways to spice things up so that you’re not only more engaged, but also way more productive. Here are five recommendations we have to help you:

Topics: Social Media Sales

5 Tactics to Earn Links Without Having to Directly Ask + More

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We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

15 Tactics to Earn Links Without Having to Directly Ask — Moz

Typical link outreach is a tired sport, and we've all but alienated most content creators with our constant link requests. This video outlines five smart ways to earn links to your site without having to beg.

Topics: Inbound Marketing Sales Wrap-up

3 Ways to Help Top Salespeople Perform at Their Best

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Recently I went to my daughter’s last soccer game of the season and it was thrilling to see how much the girls have grown in the past year. They are a talented group with a couple of great coaches who have helped them develop their talent. 

The day of the game, their moves on the field were impressive. They were superstars, but I noticed during halftime that despite incredible talent on the field, one of the girls needed help tying her shoes. Without hesitation, her coach bent down and tied them. This same child dribbled the ball around everyone and scored twice against a great defense, but she still needed some very basic help from her coach before she could get back in the game.   

Sometimes you have to tie shoelaces to be a good coach!  

It immediately made me think about coaching a talented sales team. 

Their strengths are impressive. The more you coach them, the more they grow, but each one of them may need very specific support and coaching in order to perform at their best.

How do you get even more out of your top performers?

9 Post-Pitch Follow Up Mistakes Keeping You From the Close + More

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We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.

19 Post-Pitch Follow Up Mistakes Keeping You From the Close — HubSpot

After a great presentation to a prospect that you feel certain will close, it's frustrating when the prospect just disappears on you. It's tempting to go off the rails at that point, but follow up mistakes can cost you the sale. Here’s a list of nine deadly follow up mistakes to avoid after a pitch.

Topics: Inbound Marketing Sales Wrap-up

The Fastest Way to Lose a Sale

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Yes, it’s a strange question to be asked, but it led to a great conversation. I remember the workshop so clearly. Someone once asked me what I felt was the easiest way to lose a sale.

Topics: Digital

Improve Sales Performance with In-Field Training

Generally when most people think “training” they envision a classroom with an instructor, a workbook, and some Power Point slides. For most jobs, this is not training — it’s classroom education. By the way, there is nothing wrong with classroom education. Just don’t confuse it with actual training.

Training is really a one-on-one activity between a manager and the person he or she is looking to develop, whereas classroom education is a group activity — big difference. Training is best accomplished on the job. In The Knowing-Doing Gap by Jeffrey Pfeifer and Robert Sutton, they point out that the best companies “Embed more of the process of acquiring new knowledge in the actual doing of the task and less in formal training programs.” 

Topics: Sales

Why is My Talented Salesperson Not Performing?

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I spent some time on the phone this morning talking with a new client. Brand new to the world of talent assessments and strength management, this sales manager was trying to wrap his mind around everything he was learning.

He called me because he was frustrated to learn that one of his lowest-performing salespeople had one of the strongest talent profiles on his team. He could not figure out how that could be possible!

Have you ever felt the frustration of managing a seller who was not performing on the job even though you knew the person had the potential? It’s maddening! And if it has happened to you, you’re not alone.

There are many reasons why a salesperson may fail to perform, even though they’ve got the potential.