Shaye Smith, on June 1, 2021
The Center for Sales Strategy, on May 31, 2021
When a successful salesperson is questioned on what makes them stand out above the rest, most don’t have specific answers.
The reason seems to be because these high performers are doing what comes naturally to them. These are not skills that can be taught or learned. It’s about behaviors that “fire naturally” in client-facing sales situations.
Specific traits are sales accelerators.
-Jeffery Gitomer
Suppose for a moment that 25% of your sales team quit before the end of 2021. Recent polling suggests this is possible.
This article explains the research behind the prediction that voluntary turnover will increase as we exit the pandemic and prescribes specific things managers can do right now to prevent good salespeople from saying “I quit” to you and your company. >>> READ MORE
Beth Sunshine, on May 27, 2021
This article on how to hire a great sales hunter stirred up great conversations about how to coach and develop those hunters once they are onboard. Great stuff, so we want to share it!
The best way to grow an organization is to grow each of the people within that organization, including your sales hunters. Great managers do this by keeping the natural behaviors of these people top of mind and committing to a handful of strategies to maximize their strengths.
The Center for Sales Strategy, on May 26, 2021
Kicking off the new season of the Improving Sales Performance series, John Henley, Managing Partner at The Center for Sales Strategy, gives viewers an overview and behind-the-scenes look at the creation of the Impact Leadership System: why it was created, who it was created for, and how sales leaders can make an impact on their sales performance by focusing on 4 key areas.
Tune in now to hear the Live broadcast or keep reading for a brief overview.
Trey Morris, on May 25, 2021
Excuse me, while I pull out my "soapbox", I'm about to go on a rant!
Nothing irritates me more than when people confuse activity with productivity. We have created an environment where checking off our to-do list every day, attending meetings, and responding to emails means that you were productive.
That's just wrong.
You were not productive. You were busy. Busy does not equal productivity.
Jim Hopes, on May 24, 2021
How much time do your salespeople spend selling?
It’s been our observation that it’s probably less than you think. Data suggests that it's as little as 30% of their time. And when you talk to salespeople all the time, as we do, they confirm that.
So, to get a bead on just how much time your salespeople actually spend selling, you should start with a definition of selling.
Amanda Meade, on May 21, 2021
-Kat Cole
It's not exactly mind-blowing to point out that the sales landscape has shifted radically in these past two or so years. A shift to remote interactions, the trend away from physical workspaces, and a host of other changes have left sales reps, managers, and leaders in a bind.
Even as we move toward some semblance of normalcy, sales — as a field — is still fundamentally different than it was just a few years ago. And that kind of adjustment comes with its share of challenges.
So in the interest of helping salespeople identify and meet those issues, we reached out to some sales experts and conducted some research to show you six of the main challenges facing salespeople in 2021 and offer some perspective on how to address them. >>> READ MORE
Kurt Sima, on May 20, 2021
Many sellers struggle to develop new customers. Often this has less to do with the seller’s ability to sell, and more to do with the seller’s ability to select quality prospects.
Some prospects are better than others, and qualifying them will help determine which of the prospects should be pursued and which prospects should not.
As you search for ideal prospects (future key accounts), use the following criteria to determine which current clients have the greatest potential for growth and deserve the most time and attention.
The Center for Sales Strategy, on May 19, 2021
Sales professionals are inherently focused on closing deals and increasing the number of accounts under their purview. As such, they are often impatient when it comes to their time and meetings with superiors are no exception.
One-on-one sales meetings need not be inefficient. Sales managers that want to maximize the effectiveness of their sales team can do so with Individual Focus Meetings. Far from your average sales pow-wow, these intense sessions will motivate your sales team to meet goals that may have seemed impossible before.
