The Center for Sales Strategy Blog

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. Partner and VP Senior Consultant Stephanie Downs and VP Senior Consultant Emily Estey at The Center for Sales Strategy, joined Matt Sunshine to discuss the Sales Department Structure section of the Media Sales Report, specifically looking at data on sales department size and compensation of sellers.

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.

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Hiring decisions can be some of the most critical decisions a company makes, and it's essential to start with talent. When a new hire has the right talents for success in the role, they learn and grow quickly, more easily achieving success.

But it’s not enough to make great hires. Even the most talented people need coaching and development to maximize their strengths and reach their full potential. When a manager hires top talent and then invests in their development and engagement, both the individual and the company grows.

You hear the terms "hunters" and "farmers" thrown around a lot in the sales world. Sales leaders are always looking for "hunters" — as they should. New business is the lifeblood of any sales organization. Without salespeople that know how to "hunt" for new clients, a company can and will be in trouble.

Of course, companies must also have salespeople who are "farmers." Reps need to be able to cultivate clients by building relationships and growing accounts. Organizations must ensure that their key accounts renew and develop.

- MOTIVATION -

"Progress is impossible without change; and those who cannot change their minds cannot change anything."

-George Bernard Shaw

- AROUND THE WEB -

<< If you only read one thing >>

By embracing technology such as lead intelligence, marketing automation, and effective use of a CRM, salespeople can waste less time doing data entry, understand more about their leads, and document all of this information so it's shared across the organization. 

In this post, we'll review each one of these productivity-enhancing technologies, enabling you to be one of the companies that gains a substantial advantage over competitors and develops a more productive sales team.

Tom Brady is one of those figures that draws emotional responses ranging from adoration to outright disdain, often depending on whose team has had their playoff hopes crushed by him during his long tenure in the NFL. 

But, say what you want, there is plenty for all of us to learn about how to be an effective leader by observing what Tom Brady does. 

What he accomplished on Sunday is indeed one of the most profound successes in professional sports as he transformed a young, talented team in Tampa Bay that had been underperforming for years into world champions in one season, learning a new team and a new system all without the benefit of mini camps and preseason games. If you look beyond the hype, here is what you would see.

Season 2 of the Improving Sales Performance Series focuses on the data and analysis of the newly released Media Sales Report. Trey Morris, VP Senior Consultant at The Center for Sales Strategy, joined Matt Sunshine on the second episode of the season to analyze the data around the effects of COVID-19 and its impact on the media sales industry.

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.

- MOTIVATION -

"Nothing will work unless you do."

-Maya Angelou

- AROUND THE WEB -

<< If you only read one thing >>

Often, clients come to us when their sales are not where they want to be, and the first thing they say is that they need us to come in and do sales training.

Yes, sales training will help, but alone, it won't be the only thing that helps improve sales performance. 

In this video, I discuss four words you need to remember to help your team improve sales: 

• TRAIN
• REHEARSE
• COACH
• MEASURE