The Center for Sales Strategy Blog

One of the most common debates in sales is how to best measure performance and other sales indicators.

While some organizations prefer process-oriented KPIs, others have an outcome-oriented bias. Both ends of the spectrum are invaluable for powering your sales, but when it comes to prioritizing inputs vs. output, the “i’s” have it.

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.

In this Quick Take episode, we’re breaking down how to keep your sales team happy and productive.

You’ll not only learn why employee happiness and productivity go hand-in-hand but also actionable ways to increase morale and sales numbers at the same time.

“We need to increase revenue” is something I frequently hear from Sales Leaders.

It often leads to a discussion around a Target Drive and how it can help. I’ve done a lot of Target Drive consulting over the years, and I commonly have to address the misconception that a Target Drive and a sales contest are the same thing.

So, how are they different?

Did you know that only a quarter of all sales are successful?

HubSpot reported that its average win and close rates are 21% and 29%, respectively. This means that about three-quarters of all sales negotiations usually fail.

As a sales professional, you seek to improve your performance and fill the sales pipeline. However, in the entire process, the negotiation part is the most important.

Why? It can make or break the deal!

What are the do’s and don’ts, then?

This article is a basic guide to sales negotiation. Read on to learn what steps to take and what to avoid for a successful closing deal.

Let’s talk about something we all know but often overlook—your brand.

No, I’m not talking about the company you work for; I’m talking about you. Yep, you’re a brand, whether you realize it or not. And in today’s world, if you’re not leveraging your brand to build influence and drive business, you’re missing out. Big time.

In this episode, we’re discussing how to ensure your sales teams are focused on the right sales activities to drive performance. 
 
And joining Matt Sunshine to help break it all down is Jeff Clewett, Director of Sales at Bonneville Denver, and Emily Estey, VP/Senior Consultant here at CSS. 
 
Both offer some amazing points to think about, like:  

• Why too many sales managers treat everything as an emergency when they need to be prioritizing and filtering the right information for their teams 

• How target drives can help put a spotlight on the activities that actually make you money 

• And, finally, if you’re coaching Michael Phelps, you’re not going to teach him to run. 

One of the most effective ways to connect with potential clients is by providing a valid business reason (VBR). But what exactly does this mean, and why is it so important?

A valid business reason goes beyond simply stating that you have a product or service to offer. It's about demonstrating real value to your prospects and showing them why engaging with you is worth their time and attention.

As managers, we often focus on hitting targets, achieving KPIs, and driving business results. But how often do we pause to consider what drives the individuals on our team?

What personal milestones are they striving for? What "bridge" do they need to cross to feel successful in their lives?

“The only person you are destined to become is the person you decide to be.”
– Ralph Waldo Emerson.

A powerful statement, isn’t it? But how do we become that person when life throws curveballs and obstacles our way?

The answer lies in two crucial elements: motivation and resilience. Motivation is about starting and continuing a journey, while resilience is about navigating the journey, especially when faced with difficulties.

While both are essential for success, they serve different purposes.

In this Quick Take episode, we're tackling how to track revenue performance for maximum results.

From understanding the key metrics to utilizing the right tools, you'll be equipped with a comprehensive understanding of how to effectively manage your revenue and make the best decisions for your business.