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The Center for Sales Strategy Blog

Four Engagement Elevators You Can Use to Improve Your Company Culture

Improve Your Company Culture

Culture is powerful, and like brand, you’re going to have one whether you like it or not. The best organizations to work for are the ones that recognize this and actively strive to push the right buttons every day to build a positive climate and a culture of engagement.

Topics: company culture employee engagement

3 Real Tips to Improve Virtual Role Plays

3 Real Tips to Improve Virtual Role Plays

What is mankind’s biggest phobia? Hint: It isn’t spiders, heights, or even dying. It’s glossophobia, the fear of public speaking.

Also, on the list of soft skills that people fear most are acting and the public test of career competence. In sales, there’s one awkward activity that happens to combine all three role playing.

As a sales manager, we often use sales role play exercises as a form of punishment. When salespeople fail to make the progress we expect, we summon a team meeting where we role play. Now, as everyone is working from home, the idea of practicing our craft with role plays seems even more difficult.

How can you improve something that was dreaded even before the pandemic?

Topics: Needs Analysis sales coaching

How to Reduce Zoom Fatigue in the Sales Process

How to Reduce Zoom Fatigue in the Sales Process

In a very short time, the sales process and a large portion of our life went entirely online.

It’s not that every time we contacted a client or prospect it was always in person, but the reliance on shared screen meetings is now the standard and is unlikely to change any time soon. New activities create new buzz words, and the most recent is “Zoom Fatigue.”

Topics: Video sales process

Weekly Roundup: Sales Software, AI Revolution, Cheat Sheets + More

Sales Software, AI Revolution, Sales Manager Cheat Sheets

- MOTIVATION -

"The most powerful leadership tool you have is your own personal example."

-John Wooden

- AROUND THE WEB -

<< If you only read one thing >>

The Software Standing Between You and a Winning Sales Team–HubSpot

Do me a favor, complete this sentence: my sales software is so _____.

Correct me if I'm wrong, but I'm guessing that phrases like 'helpful, 'fast,' and 'easy to use' didn't immediately come to mind. Most likely, your reaction was a little less positive than that.

After all, it only takes a quick look at Google's predictive search feature to get a sense of how sales people really feel about their software. And it isn't a pretty sight. >>> READ MORE

Topics: Wrap-up

5 Tips on How to Close a Sale Faster Than Ever Before

close sale faster
Everyone knows that sales is a numbers game. The more you have out there, the better off you are, which is why we all typically agree that sales is a numbers game,right?

What are the numbers everyone is talking about? As sales managers, are you looking at the wrong numbers?

How many times have you heard or said, "Don't worry! I've got a lot out there pending!”  That's great! But, does anyone actually get paid on pending? That’s the catch, and that's also why you need to be aware of the numbers you're actually looking at.

Topics: Proposal sales strategy

Why Do Salespeople Hate CRM Systems — And What Can Sales Managers Do About It?

Why Do Salespeople Hate CRM Systems — And What Can Sales Managers Do About It

“CRMs are just another tracking tool.”

“I’ll spend more time trying to learn how to use it than actually using it.”

You’ve heard the complaints from your sales team about using a Customer Relationship Management (CRM) system. And, chances are if you’ve considered implementing a sales enablement tool like a CRM into your strategic plan to drive revenue, you’ve read a lot of articles that discuss the various reasons why most sales CRM systems fail.

There’s even a strong possibility this is why you’re hesitant to commit purchasing a CRM. No one wants to invest in a tool that statistics show to fail (mostly) because a sales team is reluctant to use it. As a sales manager, what can you do to ensure your sales reps use a CRM to its full potential?

First, you must understand why they’re wary.

Topics: sales process CRM sales enablement

Is the Work From Home Environment Affecting Your Performance?

Talents Most Affected by Working From Home

Sales coaching isn’t a one-size-fits-all process. Each salesperson on your team offers a special blend of talent. As a leader, your responsibility is to coach based on a clear understanding of all their strengths and weaknesses. 

You know that coaching your team as individuals is essential to their growth and success. But for a remote sales team, coaching takes on a higher level of importance.

While the environment has changed, your rep’s talents have remained the same. Since moving to remote work, we’ve noticed a few talent combinations that are hindering salespeople from performing their best. Have you?

Topics: sales talent sales coaching

3 Ways to Boost Sales Performance with Effective Feedback

3 Ways to Boost Sales Performance with Effective Feedback-1

Sales leaders that commit to growing and developing their people through effective feedback boost sales performance, attract and retain top talent, and outperform other organizations that fail to make feedback and coaching a priority.

Recruiting and Selecting highly talented people for your organization is critical - but you can’t stop there. Innate talents cannot develop into strengths until your team members can use them consistently, confidently, and productively.

Providing consistent and specific feedback on performance is key in helping direct reports learn, grow, and maximize their strengths.

Topics: sales performance feedback sales talent

Weekly Roundup: SMART Sales Goal Examples, Annoying Myths About Salespeople + More

Smart Goals for Sales

- MOTIVATION -

"A goal properly set is halfway reached."

-Zig Ziglar

- AROUND THE WEB -

<< If you only read one thing >>

SMART Sales Goal Examples From 30+ Sales Professionals–Databox

“Goals allow you to control the direction of change in your favor.”

Brian Tracy, a motivational speaker who often speaks on goals as they relate to business success, once said this.

While true, setting meaningful and realistic sales goals can often be a challenge. Not sure where to start? We polled more than 30 sales professionals and asked them to share tips and real sales goal examples that use the SMART framework to help. Let’s dive in. >>> READ MORE

Topics: Wrap-up

Develop More New Business in 10 Minutes

Develop More New Business in 10 Minutes-1


From a management perspective, a properly deployed Customer Relationship Management (CRM) allows you to assign and reassign sales goals to your sales team, transfer responsibilities, and enhance the client and sales rep experience.

However, many organizations and sales teams are quick to dismiss CRM software’s effectiveness, and many stop using it for several reasons. Merely investing in a CRM solution will not help your business grow until your sales team effectively uses its functionalities.

Below is an example of a 10-minute strategy that will help put into perspective the effectiveness and value of the right CRM system.

Topics: business development CRM sales enablement