The Center for Sales Strategy Blog

What has changed for your organization since the beginning of 2020? Now more than ever, employers must be more empathetic, flexible, and transparent as the workforce navigates through this sudden work-life blend reality.

An article from The Atlantic shares that when the pandemic is officially over, one in six workers is projected to continue working from home or co-working at least two days a week. Another survey conducted by Upwork found that one-fifth of the workforce could be entirely remote after the pandemic. What do these statistics mean for your organization, and how do you plan to adapt?

The Media Sales Report tells us that the hardest job in sales is getting an appointment with a new prospect.

As a sales manager, it's fairly easy to speak up in the sales meeting and tell your salespeople that they need to do a better job prospecting, or that they need to just commit more time and energy to getting appointments. But they already know those things, and they're facing huge hurdles that their counterparts of a few years ago didn't face.

What are some best practices for running a successful virtual meeting? How should leaders go about unifying a remote team? 

These questions and more are answered in this Improving Sales Performance episode with Chad Littlefield, Co-Founder of We and Me, Inc.

As he shares his insight on running effective sales meetings in a work-from-home environment, he also touches on how to build a culture of trust and connection. Tune in now to hear the Live broadcast or keep reading for a brief overview.

As a sales manager, image how much better your life would be if you had access to the following:

• Better forecast accuracy
• Improved sales performance

These elements are important, and delivering one or the other is not an option these days. Both are easy to achieve when you have a healthy sales pipeline.

- MOTIVATION -

"What you focus on is what you get."

-Bob Burg

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Regardless of the industry you work in; every company ultimately has the same goal: to increase revenue and grow business.

To set your organization up for long-term success, you need more than just a goal. You need a strategic plan, and that’s where target drives come in.

In this episode of Improving Sales Performance, Alina McComas, VP / Senior Consultant at The Center for Sales Strategy, shares her insight on implementing target drives that help improve revenue performance. Keep reading for a brief overview or tune in now.

When you start a new sales job, there’s always a transition that includes many different learning curves. You learn how to embrace a new culture, learn to meet the expectations of new leadership, take on new functions within a sales job, and then there's the social pressure.

One of the best ways to ease the pain of transition is to offer new sales hires training—training in areas that help introduce skills needed or training for existing salespeople to enhance skills they may have already developed but can always improve. 

Sapling has found that “Without powerful onboarding, it takes around 8 to 12 months for new employees to reach their full productivity levels.”

By taking the time upfront to onboard people in a meaningful way, they’ll be able to begin contributing at higher levels quicker and make a more immediate impact on the organization.

Onboarding is a prime opportunity for employers to win the hearts of new employees. Don't waste it, experts say.

- MOTIVATION -

"Don't watch the clock; do what it does. Keep going."

-Sam Levenson

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