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The Center for Sales Strategy Blog

Weekly Roundup: Sales Meetings, Remote Employee Recognition + More

Sales Meetings, Remote Employee Recognition

- MOTIVATION -

"If not us, who? If not now, when?"

-John F. Kennedy

- AROUND THE WEB -

<< If you only read one thing >>

Do You Really Need to Hold That Meeting [Quiz + Tips]HubSpot

"This could have been an email."

Those six words can take the wind out of an office. They mean that time has been wasted, employees are frustrated, and leadership has been ever-so-slightly undermined.

Unjustified meetings are inefficient and grating. Haphazardly putting time on colleagues' calendars — only to fumble with its purpose, conduct it without direction, or spend all your time talking at attendees as opposed to collaborating with them — takes a toll on everyone involved. >>> READ MORE

Topics: Wrap-up

The 8 Essentials to a High Performing B2B Sales Organization

The 8 Essentials to a High Performing B2B Sales Organization

There's a lot to get right if you're trying to build a high performing sales organization.

That's because sales organizations are complex systems, like the nervous system. The nervous system contains a network of specialized cells called neurons. Nerve impulses have a domino effect. Each neuron receives an impulse and must pass it on to the next neuron and make sure the correct impulse continues on its path. If something goes wrong in this process, you have problems.  

In a sales organization, there's the same domino effect. If you don't get all 8 essentials right, you'll have problems.  

Topics: sales performance Sales

Improving Sales Performance | Media Sales Report | Sales Department Structure: Size and Compensation

large-ISP_MediaSalesReport_Ep__ 3_COVER

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. Partner and VP Senior Consultant Stephanie Downs and VP Senior Consultant Emily Estey at The Center for Sales Strategy, joined Matt Sunshine to discuss the Sales Department Structure section of the Media Sales Report, specifically looking at data on sales department size and compensation of sellers.

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.

Topics: sales performance sales structure

Customized Coaching for Sales Talents: Coaching Achiever & Competition

Coaching Achiever

Hiring decisions can be some of the most critical decisions a company makes, and it's essential to start with talent. When a new hire has the right talents for success in the role, they learn and grow quickly, more easily achieving success.

But it’s not enough to make great hires. Even the most talented people need coaching and development to maximize their strengths and reach their full potential. When a manager hires top talent and then invests in their development and engagement, both the individual and the company grows.

Topics: sales talent assessment sales talent

Hunter vs Farmer Personality, Characteristics, and More

Hunter vs Farmer Personality

You hear the terms "hunters" and "farmers" thrown around a lot in the sales world. Sales leaders are always looking for "hunters" as they should. New business is the lifeblood of any sales organization. Without salespeople that know how to "hunt" for new clients, a company can and will be in trouble.

Of course, companies must also have salespeople who are "farmers." Reps need to be able to cultivate clients by building relationships and growing accounts. Organizations must ensure that their key accounts renew and develop.

Topics: sales performance sales accelerator sales talent

Weekly Roundup:16 COVID-19 Personality Types, Interview Questions + More

16 COVID-19 Personality Types, Interview Questions

- MOTIVATION -

"Progress is impossible without change; and those who cannot change their minds cannot change anything."

-George Bernard Shaw

- AROUND THE WEB -

<< If you only read one thing >>

Research Says There Are 16 COVID-19 Personality Types. Leaders Have to Plan for Them AllInc.

The pandemic is extraordinary not just because it's a once-in-a-century event, but because it's a challenge literally every human on the planet has faced. To some degree at least, each of us has been impacted by Covid-19 this year. We are all in this together.

History tells us this is far from unprecedented, but why exactly do pandemics kick off such nastiness? And what does that mean for leaders who must manage diverse, mutually exclusive, and sometimes downright toxic responses to the pandemic? >>> READ MORE

Topics: Wrap-up

3 Ways Technology Can Increase a Salesperson's Productivity

3 Ways Technology Can Increase a Salespersons Productivity

By embracing technology such as lead intelligence, marketing automation, and effective use of a CRM, salespeople can waste less time doing data entry, understand more about their leads, and document all of this information so it's shared across the organization. 

In this post, we'll review each one of these productivity-enhancing technologies, enabling you to be one of the companies that gains a substantial advantage over competitors and develops a more productive sales team.

Topics: sales performance sales cycle

Different Types of Sales Organizational Structures

Different Types of Sales Organizational Structures

Are you trying to organize your sales team? Are you trying to figure out what the best sales organizational structure is  or trying to identify the problem within your current structure?

Determining the best way to organize your sales team is important, and we're sure that you're looking to find the most efficient sales structure. Your sales team organization matters, because it can affect the sales that you make and the revenue you bring in.

Let's talk about what the different kinds of sales organizational structures are and list some pros and cons. Then, we can discuss how you should go about organizing your own sales team.

Topics: sales structure sales organizational structure

Five Things We Learned About Leadership From Tom Brady

Five Things We Learned About Leadership From Tom Brady

Tom Brady is one of those figures that draws emotional responses ranging from adoration to outright disdain, often depending on whose team has had their playoff hopes crushed by him during his long tenure in the NFL. 

But, say what you want, there is plenty for all of us to learn about how to be an effective leader by observing what Tom Brady does

What he accomplished on Sunday is indeed one of the most profound successes in professional sports as he transformed a young, talented team in Tampa Bay that had been underperforming for years into world champions in one season, learning a new team and a new system all without the benefit of mini camps and preseason games. If you look beyond the hype, here is what you would see.

Topics: leadership talent

Improving Sales Performance | Media Sales Report | Effects of COVID-19 on the Media Sales Industry

Improving Sales Performance Media Sales Report 2

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. Trey Morris, VP Senior Consultant at The Center for Sales Strategy, joined Matt Sunshine on the second episode of the season to analyze the data around the effects of COVID-19 and its impact on the media sales industry.

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.

Topics: sales performance COVID19 Resources