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The Center for Sales Strategy Blog

How to Get Results in Individual Meetings with Your Salespeople

How to Get Results in Individual Meetings with Your Salespeople

Sales managers often ask us how to make Individual Focus Meetings (IFM) with their salespeople more productive. What's interesting about this, is that salespeople also ask us (on a weekly, if not bi-weekly basis) why they even need an Individual Focus Meeting with their sales manager.

As you can already tell, there seems to be an issue with this weekly meeting — neither side is getting what they want out of it. And we understand why this is happening.

Topics: successful sales meetings sales performance sales coaching

How to Use a Sales Playbook with Your Sales Team

How to Use a Sales Playbook with Your Sales Team

Before we get into the how to use a Sales Playbook, let’s make sure we’re all on the same page when it comes to answering what is a Sales Playbook.

In its simplest terms, a Sales Playbook is a key piece to a winning sales enablement strategy that outlines your sales process and aligns it with the buyer’s journey. It provides salespeople with a collection of resources like best practices, insights into their buyers, how to approach specific sales scenarios, talk tracks, email templates, ways to handle objections, competitive intel, and more.

Topics: sales enablement sales playbook IMPACT

Interviewing Techniques and Trends for 2020

Interviewing Techniques and Trends for 2020

Because of recent events, unemployment rates are much higher than we’ve seen in recent years. However, don’t let that fool you; it’s still a very competitive job market out there.

Why? In part, because smart companies are examining their talent and prioritizing their top performers. When they know it’s time to let someone go, you can guarantee it’s not going to be their top people. However, while unemployment is higher, top talent is still scarce.

How can you structure your interview process to let top talent shine through? And beyond that, how can you change your traditional interviewing process to show top talent you have an adaptable, strong company culture?

Topics: company culture recruitment sales talent

7 Sales Coaching Statistics All Sales Leaders Need to See

sales coaching statistics

Sales coaching is not about telling your sales team what to do. There's so much more to it.

Sales coaching helps sales leaders equip their teams to reach their maximum potential, and gives them the tools and knowledge to make better decisions in their sales process, which leads to overall improved sales performance for themselves, the team, and you.

Topics: sales performance sales coaching

Weekly Roundup: Sales Trends COVID-19 Has Accelerated, Adaptability in a Remote Sales World + More

Sales Trends COVID-19 Has Accelerated

- MOTIVATION -

"Always do your best. What you plant now, you will harvest later."

-Og Mandino

- AROUND THE WEB -

<< If you only read one thing >>

5 Sales Trends COVID-19 Has Accelerated: And Why they're Here to Stay–Sales Hacker

When COVID-19 first hit the United States in March, many sales organizations thought the adjustments they had to make would be temporary. But as the crisis continues, it’s becoming increasingly clear that many of the changes brought on by the pandemic will be permanent.

Here are five significant sales trends that are here to stay and are only being accelerated in their adoption due to the current environment. >>>READ MORE

Topics: Wrap-up

6 Ways Inbound Lead Generation Provides ROI + 6 Key Metrics to Track

6 Ways Inbound Lead Generation Provides ROI

There’s no doubt — lead generation that is clear-cut, clean, and specific is ideal. When we picture lead generation working at peak performance, most of us envision the salesperson being handed a lead that is pre-qualified and only a small step from closing. Smooth and easy!

But don’t fool yourself into thinking that every lead generated by inbound marketing will be so straightforward. That’s not reality, and if you allow tunnel vision to influence your ability to measure your inbound marketing ROI, you'll miss out on a lot of critical information.

Topics: Lead Generation Inbound Marketing

Coaching Salespeople Who Struggle to Work From Home

Coaching Salespeople Who Struggle to Work From Home

Are you coaching a salesperson who is struggling to stay focused and deliver results while working from home?

You’re not alone! Several studies provide evidence of increased productivity while working remotely, but earlier this year Forbes also reported more than 75% of employees admit their productivity has plummeted due to distractions related to working from home and the pandemic.

If your salesperson has low discipline and struggles with organization, don’t lose hope — there are several strategies you can use to regain their focus.

Topics: sales performance Remote Team

5 Reasons for High Turnover Rates and Tips for Prevention

5 Reasons for High Turnover Rates and Tips for Prevention

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.

A recently published article from The Atlantic shares that when the pandemic is 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?

Topics: reduce turnover

How to Improve Virtual Selling

How to Improve Virtual Selling

It's been nearly six months since the first social distancing orders were issued—six months of working from home, Zoom meetings, and not wearing work clothes. Back in early April, most of us didn't think that this new normal would last more than a few weeks.

Well, we were wrong.

Working remotely, Zoom meetings, casual every day, is here to stay for a while and maybe forever. We must ensure that we’re not only enhancing our techniques for virtual selling but also becoming as personable on a Zoom call as we are face-to-face. If you’re not comfortable with virtual selling, you’re going to have serious problems moving forward and succeeding in this brave new world.

Topics: Remote Team virtual selling

Weekly Roundup: What Helps Top Companies Grow, Out of Date Sales Tactics + More

What Helps Top Companies Grow, Out of Date Sales Tactics

- MOTIVATION -

"Make a customer; not a sale."

-Katherine Barchetti

- AROUND THE WEB -

<< If you only read one thing >>

Fueling Sales: What Helps Top Companies Grow–SalesPOP!

For anyone who wants to achieve greatness, looking at how the experts do it is a sure way to achieve success. For example, if you wanted to become a successful investor, you'd want to chat with Warren Buffett.

The same concept applies to companies who want to achieve success. Look at those businesses with high growth trajectories. Take a forward-looking view at the mindset of sales leaders and how they use the resources available to them. When it comes to sales, you should be asking, “How are these companies handling their sales? What are they doing right, and how can we emulate them?” >>>READ MORE

Topics: Wrap-up