The Center for Sales Strategy Blog

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"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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<< If you only read one thing >>

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

In this episode, John Henley, Managing Partner at The Center for Sales Strategy, and Greg Giersch, Vice President of Client Experience at The Center for Sales Strategy, join Matt Sunshine to discuss the data from the Media Sales Report surrounding the analysis of the sales training and development data.

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.

Do you have salespeople on your team that enjoy routine and structure? What about reps who have contagious enthusiasm?

If you answered yes to one, or either, of these questions then take a closer look at this article as we help you coach and develop the people with strengths of Discipline and Positivity. 

Do you want to conduct better interviews and ensure you make smart hiring decisions? Preparing better interview questions to determine talent and fit will help you improve this step in your selection process.

The first, and most important, step is to have your candidate complete a validated talent assessment specific to the role you are filling before you meet with them.

- MOTIVATION -

"Always do your best. What you plant now, you will harvest later."

-Og Mandino

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<< If you only read one thing >>