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The Center for Sales Strategy Blog

If You Aren’t Growing, Where Are You Going? The Secret to Continued Success!

If You Aren’t Growing, Where Are You Going

Developing sales leaders is not just about their individual growth; it’s the secret to the continued success of the organization.

Sales leaders play a pivotal role in coaching teams, driving revenue, and creating a positive culture. With all of this responsibility, it is often difficult for leaders to find time to focus on their own development. Yet, there are many proven benefits to providing leaders with growth opportunities, including increased productivity and performance, better recruitment and retention, improved decision making, and better customer relationships.

Here are three ways to grow leaders and make a positive impact on your sales organization.

Topics: Leadership 360 coaching

How to Constantly Evaluate Your Team - What Their Strengths Are And Where to Invest Support?

How to Constantly Evaluate Your Team

Almost 60% of all businesses lack strong leadership, causing a ripple effect that leads to 37% of workers leaving their jobs. Those who stay are less likely to be motivated or productive.

For these reasons, your employees need effective business leaders who encourage continuous and stable growth in the workplace. Leaders can accomplish this by constantly evaluating their team, acknowledging their strengths, and investing in ongoing development and support.

Topics: business development sales productivity

Red Flag or Green Light? Deciphering the Signals Your Candidate Sends

Red Flag or Green Light Deciphering the Signals Your Candidate Sends

Navigating through the selection process to find the next strong addition to your team can feel like navigating through an obstacle course.

The direction that seems like a safe bet may be mired with hidden traps. The direction that makes your internal “red flags” go up could be just as dangerous, though. How do you know what the right decision is?

Let’s walk through some common “red flags” and “green lights” hiring managers experience with candidates. They may not always be what they appear to be.

Topics: hiring salespeople

The Big Return: Managing the Return to the Office

Managing the Return to the Office

2024 is here, and we can already point to one major trend – the big return to the office

In a new survey by Korn Ferry, 99% of more than 500 US C-suite and business leaders said that they expect employees in the office at least one day a week, a big change from last year when that number was just 66%.

Topics: Leadership hybrid work

Mastering the Art of the Discover Meeting

Mastering the Art of the Discover Meeting

In the dynamic world of B2B sales, the pivotal moment of any successful sales journey is, without a doubt, the discovery meeting.

This initial encounter with a potential client is your golden ticket to unlocking a world of opportunities. However, to truly capitalize on this crucial interaction, a strategic approach is imperative.

Let's dive into the essential strategies that transform a discover meeting from a mere conversation into a powerful tool for driving sales success.

Topics: sales process discovery meetings

Aligning Your Sales Process to the Buyer's Journey

Aligning Your Sales Process to the Buyers Journey

Are you tired of struggling to close deals and wondering why your sales process is not bringing in the results you desire?

It's time to align your sales process to the buyer's journey. By understanding the stages your customers or clients go through before making a purchase, you can effectively tailor your sales approach to meet their needs and expectations.

Topics: sales process Buyer's Journey

Where is Your Talent? The Newest Trends and Tools to Find Top Talent

Where is Your Talent

Across markets and industries, one consistent hiring theme. It’s hard to find strong candidates. Big cities, rural communities, and everyone in between are struggling to find talented candidates or, sometimes, any candidates at all.

We know the talent is out there. But where? Where can you find your next great seller?

Topics: recruitment sales talent

Sharpen Your Focus: Pruning Your Sales Target Account List for 2024 Success

Pruning Your Sales Target Account List for 2024 Success

One of the most difficult things for a seller is releasing an account they have not been able to sellIt is human nature to keep it, ‘just in case,’ and it is a manager’s responsibility to work with sellers to keep a short list of key and target accounts

There are many ways to accomplish this goal.  

Topics: account list management

Help! My Top Performer Just Quit!

Help! My Top Performer Just Quit!

Have you ever felt like being a manager is a lot like juggling? And right when you think you’ve got all the balls in the air… whoops!

When it’s the sudden departure of a top performer, it can make you literally drop everything!  

So, what can you do?

Topics: recruitment talent bank

Five Tips for a Successful Digital Needs Analysis

Five Tips for a Successful Digital Needs Analysis (1)

So, you've successfully secured an appointment with a promising prospect! Now, it's time to prepare for a comprehensive digital needs analysis to ensure that all the effort you invested in getting that meeting bears fruit.

The key to success lies in conducting a thorough needs analysis because understanding your prospect's business, their specific needs, challenges, and expectations is paramount when crafting a solution that truly aligns with their goals.

Topics: Needs Analysis Digital