The Center for Sales Strategy Blog

In addition to resetting your priorities, recruiting and selecting the right talent, and managing people individually — there’s another aspect sales managers need to focus on.

Great management begins and ends with YOU. It’s time to strategize what being a great manager looks like for yourself — it's time to focus on the Big Rocks.

No matter how good a product is, nobody will buy it if they have not heard about it. On top of that, sometimes it takes a skilled and informed presentation of a product for people to realize how much value it can bring to them. That is the job of the more than 13 million people who are employed in sales just in the United States!

Of course, the world of sales comes with its own challenges. One of the most common challenges that sales leaders work with is time management. Learning to manage this one area can greatly increase success and productivity.

But there is a reason that time management is one of the most common sales leaders' challenges. It can be difficult to figure out how to make it work for you. Read on to learn all about the time management techniques that can help you tackle this sales challenge!

A recent McKinsey survey shows that 90% of organizations will adopt some combination of remote and on-site work as they emerge from Covid restrictions.

This combination will change how we meet and interact forever. Hybrid meetings, a mix of people in office and those working remotely, is the new normal.

- MOTIVATION -

"Today is always the most productive day of your week."

- Mark Hunter

- AROUND THE WEB -

<< If you only read one thing >>

Stressed? Anxious? Unmotivated?

Everyone requires motivation. And, your sales team is no exception as they strive to keep up performance, reach goals, and deliver results. The constant pressure (combined with adversity and uncertainty) is physically and mentally draining.

Motivation is crucial for performance. The real purpose of a motivational speech is to get the recipient, to do something differently, because the speaker has got you to think differently. Browse through our list of 20 motivational videos, watch a few, and share the list with your team.

It's more important than ever to engage with your sales team. Sales teams that are not engaged are much more likely to underperform, experience low budget attainment, and unwanted turnover.

Data shows that less than 30% of today's workforce is truly engaged. This is especially true for end-of-the-quarter and end of the year! According to HubSpot, if a seller is disengaged and underperforming, it costs 150% of their salary to replace them.

Here are a few causes of a low performing sales team and how sales leaders can help.

Working in sales isn't getting any easier. In 2020, the majority of sales reps weren't expected to meet their sales quotas.

As the leader of your sales team, it's up to you to motivate your team to reach their targets and more. But that's easier said than done.

We've created a guide with 7 sales team motivation strategies that you can use to overcome the sales leaders' challenges you encounter as the face of your team, whether you're new to the position or on your way to becoming an expert.

This article was originally published on Sales & Marketing Management.

Sales leaders are responsible for more than closing deals. Teams depend on them to see the big picture, measure current strategies, and evaluate new opportunities. Sales diagnostics help leaders see their operations from all sides so they can identify bottlenecks and keep revenue climbing.

You're not an Avenger.

I know that is disappointing. Trust me, I'm disappointed, too. Who doesn't want to be a superhero? We all want to be the man or woman who swoops in to save the day, but that only gets to happen in a Marvel or DC movie.

In the real world, we don't have these types of superheroes.

But as much as I would like this blog to be about my favorite Marvel characters, that would not be the best use of your time or mine.