The Center for Sales Strategy Blog

Would you manage your people differently if you had your next Sales Superstar sitting on the bench, ready to jump in?

What if you had a Talent Bank full of these talented people?

If you are like most leaders, you would probably hold your people more accountable for meeting expectations, and you would refuse to tolerate poor performance.

This post was originally published on Startups.co

Ditch the "why" of your sales conversation and focus on the "how" to show prospects that you hear and understand their needs and can solve their unique problems.

Buyers want things to be easy. So easy, in fact, that 89% of buyers say that they choose vendors that made a return on investment easier to prove or that could be easily justified with a business case. They also preferred speed over price — with 80% of buyers citing deployment and ease of use as “very important.”

Your customers want to understand how to use your product — not sit through a pitch and wonder if it’ll actually fit their needs. Selling is less about explaining why buyers should buy and more about showing how an easy-to-use product or service will help them.

In a tight job market, finding candidates, qualifying them, conducting interviews, and hiring are all rushed and stressful.

Many managers are in the position of having open positions on their teams that they're desperate to fill and having candidates enter and leave the job market quickly, so having a well-thought-out interviewing plan is vital. Equally important is learning to look and listen for the talents necessary for success in sales.

Strong sales leaders often think about how to have better business outcomes in their organizations.

And while thinking about ways to improve sales performance, the idea of changing the sales structure has likely come to mind. It may seem overwhelming, and you may be wondering where to start.

Every business needs a skilled sales team to generate a positive ROI, but on-the-job performance is rarely the product of training alone. In fact, a marketing novice could keep up with an unengaged expert provided they use the right motivation and productivity strategies.

However, it’s much harder to motivate staff than it is to train them. There’s no one size fits all approach to motivational tactics, as every employee is unique and requires wildly different incentives to sell. Understanding these differences will allow you to use your talent effectively.

As a sales leader, you often need to revamp your sales structure to improve your sales team’s or department’s effectiveness.

That involves carefully studying your current sales structure to determine what works and what doesn’t. In today’s rapidly evolving selling environment, many sales leaders have realized the benefits of shifting from a retained sales structure to a growth sales structure.

There are myriad ideas and theories out there about what makes a great leader, and many are useful. They give some insight into those characteristics that define effective leaders—strategic thinking, strong focus, a sense of mission, passion for customers, innovation, hard work—the list goes on.

But there is one trait strong leaders often exhibit that is not often discussed. It is the innate ability to build powerful relationships with the people who work for them. It’s critical, and it correlates to long-term success for the leader for several reasons:

Companies that invest in sales training are considered 57% more effective than companies that don't. When it comes to selling a product or service, teaching workers sales training may be more beneficial than you thought.

Sales training is when you teach your employees skills and techniques for creating sales opportunities. When done correctly, sales training can boost your business' revenue. Failing to train your workers in adequate sales training can lead to negative customer experiences.

But it all comes down to this: How do you make sales training enjoyable for your workers?

Do you ever wonder what it would take to become a Sales Superhero? What would it take to bag every target account on your list?

Bruce Wayne trained for 12 years to cross the globe and learn martial arts and forensics. Doctor Stephen Strange trained for 4 years, but he had the forces of Kamar-Taj in his favor!

The Center for Sales Strategy firmly believes that you have a few innate sales traits (best discovered through our Sales Talent Assessment). And the rest you can build upon training and resources we have within your reach.

Over 13 million people work in sales and related occupations. Yet, not all salespeople are created equal — some of them are better at the job than others. What separates a good salesperson from a great one?

Mainly being able to get past sales objections.

There is no salesperson who won't come up against these objections, so knowing how to handle them can make or break the deal. Here's what you should do when you meet the inevitable.