The Center for Sales Strategy Blog

- MOTIVATION -

"Focus on being productive instead of busy."

- Tim Ferris

- AROUND THE WEB -

<< If you only read one thing >>

A large study by Flexjobs recently showed that 27% of employees would be willing to take up to a 20% pay cut just to continue working from home, and 81% reported that an employee who offers flexible work options would get significantly of their loyalty.

Supporting studies from Gartner also show that 82% of company leaders intend to support a hybrid workplace.

This is a candidate’s market, and it will become increasingly so.

Having a great company culture in today’s economy is not just a luxury, it’s a necessity.

The Center for Sales Strategy (CSS) is known both internally and externally for our incredible culture — especially as a fully remote company. How do we do it? How did we build our company culture?

This LIVE broadcast is from our annual staff meeting in Dallas, TX. Host Matt Sunshine discusses topics with a few team members from The Center for Sales Strategy, LeadG2, and Up Your Culture, around how we built our company culture and how we now help others improve employee engagement and company culture.

Tune in now or keep reading for a brief overview.

Although lowering, unemployment rates are still much higher than we’ve seen in recent years. However, don’t let that fool you; as you can see, it’s still a very competitive job market out there.

Why? In part, because smart companies are examining their talent and prioritizing their top performers. When they know it’s time to let someone go, you can guarantee it’s not going to be their top people. However, while unemployment is higher, top talent is still scarce.

How can you structure your interview process to let top talent shine through? And beyond that, how can you change your traditional interviewing process to show top talent you have an adaptable, strong company culture?

Every manager or business leader has their own style of managing their teams. While some managers believe in empowering their subordinates with autonomy, others like to keep the discretion to themselves.

However, the smartest of managers are those who keep modifying their management styles with the latest workplace trends. Speaking of workplace trends, you already know that a lot about workplaces are changing at a swift pace. Now when remote working and hybrid offices are the new working dimensions, a lot is bound to get overhauled.

Are the positive effects of micromanagement enough to outweigh the downsides, or is it the other way around? Every manager should mull over this when they consider the significance or the relevance of micromanagement.

- MOTIVATION -

"Someone is sitting in the shade today because someone planted a tree a long time ago.”

- Warren Buffet

- AROUND THE WEB -

<< If you only read one thing >>

As a sales manager, how often do you struggle with the line between being a supportive and understanding manager, and holding your sales team accountable?

After hearing excuse after excuse about why so-and-so wasn't going to buy such-and-such, you throw your hands up and ask yourself, "If all of this feels so out of my control, what is in my control? What can I focus my team on that ensures we win where we need to win?"

How many performance metrics are you currently tracking? How many should you track?

We can all agree that measurement improves performance, and it’s essential to success. But you can’t keep changing the rules of the game. Performance improvement comes only when we focus on the same metrics over time. We need to follow the right measurements and stay focused.

In this episode, Matt Kiger, Regional Vice President at Townsquare Media, discusses how sales leaders can make an impact on their sales performance through performance tracking.

Tune in now or keep reading for a brief overview!

Many believe prospecting for new clients is the most difficult stage in the sales process.

Working at the top of the funnel is certainly filled with more rejection and dead ends than you’ll encounter once you connect and are into the discovery and advise stages.

With all the challenges in the early part of the sales process, it’s not surprising that many salespeople settle for less than desirable new accounts. These accounts often ending up spending less and wanting more. They may not be the best product fit, their results are mediocre, and they doubt the effectiveness of your solutions. They take precious time away from working with more ideal targets and key accounts. And they can suck the life out of your passion for being in sales.

Promoting someone to a manager doesn't make them a leader.

While managers have power, they too often lack the skills to use that power effectively. What you want is a strong sales leader, but how do you get there?

That question is why we've written this guide to people management and leadership development. We'll review the core difference between a manager and a true leader and how to train managers to get there.