The Center for Sales Strategy Blog

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"Treat objections as requests for further information."

-Brian Tracy

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In Season 2 of Improving Sales Performance Series, we’ve focused on the data and analysis of the 2020 Media Sales Report.

In this episode, Dani Buckley, Isha Bell, and Emily Hartzell of LeadG2 join Matt Sunshine as they discuss the data from the Media Sales Report surrounding the analysis of the sales enablement information.

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.

At The Center for Sales Strategy (CSS), we are a team of extremely high achievers. We’re always looking for ideas for self-improvement. So much so, that in our annual Employee Engagement survey each year, learning and development are always at the top of the list of what our team craves.

Knowing this, we add learning opportunities in multiple ways. One important development opportunity comes through the CSS Quarterly Book Club.

To successfully manage and lead others, you must understand what makes each of your team members unique and individualize your approach. It’s important to understand the innate talents of each person and consistently coach them to maximize their strengths, work around their weaknesses, and turn talent into performance.

Gallup's research in the bestseller It's the Manager proves that this strengths-based approach to being a coach, not a boss, is essential to leading a high-performance team.

- MOTIVATION -

"Employers and business leaders need people who can think for themselves - who can take initiative and be the solution to problems."

-Stephen Covey

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One of the leading indicators for sales success is to look at the number of appointments that a salesperson has each week. (This is not the only leading indicator that you should be tracking, but it is one of them.)

The idea is that if a salesperson has a significant amount of appointments each week which involve finding needs, getting assignments, presenting solutions, or delivering a proposal, that this quality sales activity will lead to good solid revenue performance.  

It's fair to say that everyone in sales or in sales management would agree with this, but here's the flaw — many salespeople are confusing "I'll follow up with you next week" with "I have an appointment."

To be clear, "I’ll follow up with you next week," does not mean you have an appointment.

In Season 2 of Improving Sales Performance Series, we’ve focused on the data and analysis of the 2020 Media Sales Report.

In this episode, Dalena Pajares, Dean Moothart, and Kurt Sima of The Center for Sales Strategy and LeadG2 join Matt Sunshine as they discuss the data from the Media Sales Report surrounding the analysis of the sales process and setting appointments section.

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.

At The Center for Sales Strategy (CSS), we offer the most effective talent instruments available on the market to help you accurately identify the best candidates for the right roles and guide you to develop strategies and coach them in a way that will maximize their individual strengths.

Our clients have seen a direct Return on Investment (ROI) in the following ways:

• Reduced costly turnover
• Recruited better hires
• Increased new business development
• Improved client retention

It's time to take the guesswork out of hiring and coaching.

- MOTIVATION -

"Earn your leadership every day."

-Michael Jordan

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