The Center for Sales Strategy Blog

Your answer to the classic 'sell me this pen' exercise shows whether you're trapped in a fixed mindset or excelling in a growth mindset. 

Everyone knows that you perform better after a year in sales than a day in sales. But, what about after five years? Do your skills keep leveling up, or do you slip into repetitive routines? 

Adopting the growth mindset in sales is the way to make sure every contact your team has is memorable, the orders start pouring in, and the customers keep coming back for more. If you want your team to exceed your highest targets in 2022, it's time to learn about the growth mindset now! 

Read on for true insight on how to crush your targets with a growth mindset.

Sales meetings have always been stressful. But with the recent shift to digital, many sales professionals have had to adapt to a whole new way of closing deals.

Naturally, as with anything new, mistakes are still being made. And since sales meeting blunders can cost you business, we've created a list of the five most common ones so you can avoid them in the future.

- MOTIVATION -

"The single biggest way to impact an organization is to focus on leadership development. There is almost no limit to the potential of an organization that recruits good people, raises them up as leaders and continually develops them."."

- John Maxwell

- AROUND THE WEB -

<< If you only read one thing >>

Case Studies and campaign recaps are powerful tools to help sell success. When managers share individual wins with their team, it boosts morale, sparks ideas, and motivates others to do similar work.

Salespeople value the real-life experience of their peers. After all, the best part of working in sales is celebrating your biggest wins after hours, weeks, maybe even months of hard work. Sales wins are a combination of strategies, tools, and content — doesn't other players on your team want to know what worked well for the salesperson who sealed the deal?

Continuing season 5 of the Improving Sales Performance Series, host Matt Sunshine and co-host Stephanie Downs, continue to focuses on celebrating #WomenInSales for the month of October.

Guests Lori Clark, Director of Local Sales at KHOU-TV; TEGNA - HOUSTON, and Dana Nagel, Director of Sales, TEGNA/WKYC Media join the show to share their insight, tips, and knowledge on various topics that help companies improve sales performance.

Tune in now or keep reading for a brief overview.

About half of all sales reps don’t achieve their yearly quotas.

Reasons for not hitting quota vary from not having enough opportunities in the sales pipeline to not following a sales process. Additionally, sales quotas have risen, yet the percentage of reps making their quota has fallen.

If your salespeople aren't hitting quota, here are a few questions to ask yourself. Remember, a quota is only valid if it's aligned to your organization and employee success.

According to a LinkedIn report, women represent 39% of the workforce in sales – and only 21% of Vice Presidents in Sales are female.

The State of Women in Sales report shows that the sales industry has the second largest gender equity gap in America. Why aren’t more women in sales?

Aside from being a demanding career, sales professionals are up against a lot of biases accusations such as being “manipulative,” “pushy,” and “dishonest.” Women are often preconceived as being too emotional for a sales career. But we’re here to debunk that myth.

- MOTIVATION -

"Leadership is not about titles, positions, or flow charts. It's about one life influencing another."

- John C. Maxwell

- AROUND THE WEB -

<< If you only read one thing >>

The new season of the Improving Sales Performance Series has a slight twist. 

Host Matt Sunshine is joined by co-hosted by Stephanie Downs to focus on celebrating, honoring, and recognizing #WomenInSales for the month of October.

To start the season, Nicki Harkrider-Probey (VP, Local Revenue Officer at TEGNA) and Jessica Hagan (President & General Manager at KTVB News Group) join the show to share their insight, tips, and knowledge on various topics that help companies improve sales performance.

Tune in now or keep reading for a brief overview.