The Center for Sales Strategy Blog

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.

You may have heard this phrase exclaimed in many different ways: “Our people are our greatest asset”.

But what exactly does that mean? And if people truly are an essential ingredient to running a business, how do we ensure that they remain a strong and steady force?

Hiring the best without investing and nurturing their talents is one of the biggest mistakes an organization can make. Let’s take a look at some of the facts and figures on employee development.

When you've been in the industry for a while, you realize the astounding similarities between sports and business. Like sports, sales is a highly-competitive field, and you must have the ability to think on your feet with rock-solid professionalism.

In both, success boils down to having a winning attitude that demands discipline and attention to detail regarding how you prepare and perform.

As an athlete, it’s vital to understand the basic concept of agility — the ability to change your body’s position by having quick feet. As a sales manager or consultant, rather than applying the phrase, “Move Your Feet” to your body, you must apply it to your mindset and tactics.

- MOTIVATION -

"Engaging people is about meeting their needs – not yours."

- Tony Robbins

- AROUND THE WEB -

<< If you only read one thing >>

Once you present a solution to a prospective buyer or client, two things happen.

It becomes either Close Won or Close Lost. Close Won is obviously the ideal or desired scenario, but what happens when your pending deal is Close Lost? Is ALL lost? Maybe not. 

Ask yourself these three questions to determine if you can change a Close Lost scenario into a Close Won.

Your recruitment strategy pivots on how you effectively use and deploy different tactics (and mindsets) to reach ideal candidates.   

There's no question we're in a talent shortage, and if you're curious about some of the ways to reach candidates using social media, make sure you take a look at these insights on best practices.

Whether a sales reps is out in the field answering prospects' questions or within the office conversing about company initiatives, inefficient communication can take a significant toll on your company's success.

When communicating with prospects, quick access to the right information at the right time is essential for selling the product or service.

Having better communication skills will increase your chances of closing the deal. Here are a few simple steps for salespeople to help take their communication with prospects to the next level.

If you have ever been part of hiring and training a new employee, you know how important it is to get it right. The company can only be as good as its employees, so each hire has the potential to raise the performance bar for the entire organization.

So, how does a company ensure that they get that right? We believe it’s a combination of both art and science.

- MOTIVATION -

"A good leader leads the people from above them. A great leader leads the people from within them."

- M.D. Arnold

- AROUND THE WEB -

<< If you only read one thing >>