The Center for Sales Strategy Blog

We’ve all heard, “You’ll never get a second chance to make a great first impression.” This applies to so many facets of life, and when it comes to sales, that first 7-10 seconds can make or break you.

Our brains make a thousand computations during the first seven seconds we see someone. That means within seven seconds, the person across from you is assessing whether you’re likable, trustworthy, and competent.

Is the impression you create a blend of your personality, body language, and communication skills? If not, it should be!

According to the World Economic Forum, by 2025, Gen Z will account for one-third of the workforce.

As a group, they are the most technologically savvy ever to hit the workforce. Many have definite opinions on what they expect from their companies and managers and are not afraid to express those opinions.

They have specific expectations of what their work life will look like, and unlike other generations, they are not afraid to hop to a new job or quit even if they don’t have another job lined up. In fact, according to ResumeLab, 83% of Gen Z employees consider themselves job hoppers, and 75% would leave a job even if they didn’t have another one waiting.

Undoubtedly, the newest generation to hit the workforce has a lot to offer your organization, so what are the secrets to retaining your Gen Z workforce?

In species terms, a hippo is the world’s third largest mammal, but in business terms, a hippo refers to the Highest Paid Person’s Opinion.

Have you ever been in a meeting where people ask for opinions, but no one speaks up until the HiPPO in the room speaks? Or maybe you’ve been the HiPPO in the room, and everyone’s simply always agreed with everything you’ve said. When the HiPPO dominates the conversation, other team members' ideas and perspectives can be overshadowed.

In the world of sales, the ability to effectively communicate, negotiate, and understand products is imperative. While traditional training methods often involve presentations and role-playing, integrating games and activities into sales training can be a game-changer.

These interactive approaches not only enhance engagement but also foster skill development in a more immersive and enjoyable manner.

How we work and live has changed in unprecedented ways over the last few years. We have experienced both the benefits and the challenges of remote, hybrid, and return-to-office work models, and most have strong opinions and preferences on the subject.

In the dynamic world of sales, striking a balance between professionalism and pressure is a delicate art. While closing deals is the goal, maintaining professionalism is crucial for building lasting relationships and fostering trust with potential customers.

Here are some best practices to help you move sales forward without crossing the line into pushiness.

Interviewing potential employees allows you to assess someone’s fit with your company while also allowing the candidate to evaluate your company as a potential employer. Hiring the right person is critical to your time and success.

There are a few do's and don’ts to keep in mind to ensure that both sides walk away feeling good about the decisions made in the hiring process.

Most of us have posted so much on social media, it’s hard to remember it all. But the internet doesn’t forget. When was the last time you did a brand audit of yourself?

If you’re a professional in sales or leadership, will your online brand send the message you want?

Strategic planning is a crucial aspect of any organization's success. However, creating your strategic plan is just the beginning!

To ensure success, it's essential to review progress regularly. Organizations that establish a plan to review progress reap the benefits. Set it and forget it seldom, or should I say, never have I seen it work.

Sales managers, let’s be honest… it’s hard to watch a salesperson that seems to be flailing in shallow water when they are on a prospect or client call. However, if you take a step back, you realize they are probably going to find their feet and be able to stand up and be fine.

Recently, I attended one of The Center for Sales Strategy's Talent Focused Management workshops led by Matt Sunshine (CEO), and I walked away with a few reminders.