The Center for Sales Strategy - Sales Strategy Blog (95)

Is Your Organization Suffering Because of a Sales Structure Problem?

by Kurt Sima, on July 22, 2020

Is Your Organization Suffering Because of a Sales Structure Problem

Sales structures look different for all organizations depending on the industry, size of the team, product, and the sales process. As your company and people evolve or as things change in your business sector, your sales structure should change as well in order to maintain a competitive advantage.

Companies that identify the need to change sales structure continue to grow, while those who ignore it find themselves struggling to meet sales goals and stay competitive. According to the recent Media Sales report, 60% of sales managers don’t feel they have the right number of salespeople on their team. This leads to a couple important questions:

Is it the number of people on your team that needs adjustment?
Or is it the sales structure and expectations aren’t in line with sellers’ true talents?

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Topics: sales process sales talent IMPACT

7 Ways to Pull Through a Summer Sales Slump – As Told by GIFs

by Amanda Meade, on July 21, 2020

7 Ways to Pull Through a Summer Sales Slump

Distractions, emails, and meetings are known to be leading factors in loss of productivity, but studies find that as temperatures rise, productivity drops by 4% per degree. In fact, 25% of workers feel less productive during June, July and August than in the rest of the year.

A summer sales slump happens in many industries, but the slowed pace of business doesn’t mean your sales team can’t be productive. Below are seven ways to motivate your sales team this summer – as told by GIFs.

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How to Crush Adversity with a Strong Sales Culture

by Stephanie Stoll, on July 20, 2020

How to Crush Adversity with a Strong Sales Culture

You hear it every day, “these challenging times,” “the new normal,” “the pandemic.” It’s no surprise that we are all facing adversity and uncertainty, but it doesn’t mean all doom and gloom. In fact, you can crush adversity and come out on the other side stronger, successful, and more skilled than ever. What is the secret to weathering the storm? Start with your sales culture as your foundation and proactively instill and foster resilience.

0 Comments

Topics: company culture communication Remote Team

Weekly Roundup: Sales Trends You Need to See, Jumpstarting Revenue + More

by Amanda Meade, on July 17, 2020

- MOTIVATION -

"Life is 10% what happens to you and 90% how you react to it."

-Charles R. Swindoll

- AROUND THE WEB -

<< If you only read one thing >>

Pay Attention to These Sales Trends–Forbes

Today, sales tactics and consumer behavior have changed. What worked in 1995 would be very inefficient now. Entrepreneurs and business owners should be paying attention to current sales trends so that they can meet the needs of their consumers and turn a profit.

Here are some of the top sales trends you should be paying attention to in 2020.>>>READ MORE

0 Comments

Topics: Wrap-up

Why 75% of Proposals Will Never Close, and 10 Ways to Improve

by Matt Sunshine, on July 16, 2020

Why 75% of Proposals Will Never Close and 10 Ways to Improve

The market's uncertainty has left many companies with an uncomfortable and frustrating bloated feeling in their sales pipeline.

Even before the pandemic, you could have easily convinced me that compensation plans changed radically and that people in sales were getting paid based on pending business. Every time I asked a salesperson how they were doing, I received the same response: "I’ve got a lot pending!”

Pre-pandemic, I reviewed over 500 proposals from various B2B sales organizations over the course of six months. These were all legitimate proposals, actually presented to a prospect or client. Based on those proposals, and the bloated pipeline many of you are experiencing today, here's some valuable insight on how to close more business.

3 Comments

Topics: Proposal Sales sales process

Are You Ready to Build a Sales Assembly Line?

by Trey Morris, on July 15, 2020

Are You Ready to Build a Sales Assembly Line

Last week, we discussed why the sales industry needed a Henry Ford assembly line. We determined that while the technology that we use has changed over time, our sales structure’s foundation has not.

Before Ford's assembly line, auto manufacturers built cars one-at-a-time. They hired a skilled artisan who would build the vehicle from the ground up, which meant that Ford had to hire people who knew every aspect of the vehicle. From connecting an engine to a frame, steering to the chassis, installing seats, builders had to know how to do it all.

It’s what we expect salespeople to do with radio and television stations. Don't we still expect salespeople to also do it all?

0 Comments

Topics: sales structure IMPACT

Weekly Roundup: COVID-19 Impact on Q2 and How to Move Forward

by Amanda Meade, on July 10, 2020

- MOTIVATION -

"A bend in the road is not the end of the road unless you fail to make the turn."

-Helen Keller

- AROUND THE WEB -

<< If you only read one thing >>

How COVID-19 Impacted Businesses in Q2–HubSpot

Since COVID-19 was declared a global pandemic on March 11, businesses have had to reckon with its economic impact for over a full quarter.

Now that businesses have closed the books on Q2, HubSpot took a step back and assessed where their customers are, four months later. How does the state of business compare today to where it was in March? How have teams changed their behavior to adapt to the new economic climate? What's worked, and what hasn't? And what changes are here to stay?>>>READ MORE

0 Comments

Topics: Wrap-up

Statistics That Will Help Convert Sales Leads Quickly

by Amanda Meade, on July 8, 2020

Statistics That Will Help Convert Sales Leads Quickly

How fast does your team move when a lead comes in? A lead response study of 2,241 US companies showed that the average first response time of B2B companies to their leads was 42 hours.

A quality lead degrades over time. Every aspect, from the channel you select to the amount of time you take to respond, impacts your prospect’s decision. Whether you conduct your sales outreach by phone, email, or social media, timing is crucial — and here’s the data to back it up.

0 Comments

Topics: sales process

The Sales Industry Needs a Henry Ford Assembly Line

by Trey Morris, on July 7, 2020

The Sales Industry Needs a Henry Ford Assembly Line1

History is fascinating! You can learn so much from the past. The History channel offers some amazing documentaries that can enlightening for those of us that want to learn from the past to improve our future. One of the most popular series on History is the "The Men Who Built America". These epic documentaries tell the story of how great men and women shaped our country through their entrepreneurial spirits and built companies and brands that built America.

The latest series, "The Cars that Built America," obviously highlight stories of American auto manufacturers. And, you can’t talk about automobile history without telling Henry Ford's story. As a visionary, Ford was an entrepreneur that developed many of the best practices that companies still use today. The most famous of his designs was the assembly line.

0 Comments

Topics: sales structure IMPACT

Trust-Building Questions to Ask in the Workplace

by Deborah Fulghum, on July 6, 2020

Trust-Building Questions to Ask in the Workplace

Have you ever participated in a trust building exercise? They have been the craze for years. There have been a few fun ones, like Escape Rooms, but there have also been a few you wish to forget, like “trust fall.” Seriously, who enjoys blindly falling backwards hoping someone will catch us?!

Team building exercises are a great way to form relationships and build reciprocity. But developing trust takes time—much longer than one afternoon—and activities alone are not how a foundation of trust is established. Building an effective team starts by asking thoughtful questions. Those questions spark conversation, providing team members an opportunity to share bits of information about themselves, and over time, leading to more trust and engagement—improving team productivity along the way.

1 Comment

Topics: sales performance company culture employee engagement

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The Center for Sales Strategy Blog

Is Your Organization Suffering Because of a Sales Structure Problem?

7 Ways to Pull Through a Summer Sales Slump – As Told by GIFs

How to Crush Adversity with a Strong Sales Culture

Weekly Roundup: Sales Trends You Need to See, Jumpstarting Revenue + More

- MOTIVATION -

"Life is 10% what happens to you and 90% how you react to it."

- AROUND THE WEB -

<< If you only read one thing >>

Pay Attention to These Sales Trends–Forbes

Why 75% of Proposals Will Never Close, and 10 Ways to Improve

Are You Ready to Build a Sales Assembly Line?

Weekly Roundup: COVID-19 Impact on Q2 and How to Move Forward

- MOTIVATION -

"A bend in the road is not the end of the road unless you fail to make the turn."

- AROUND THE WEB -

<< If you only read one thing >>

How COVID-19 Impacted Businesses in Q2–HubSpot

Statistics That Will Help Convert Sales Leads Quickly

The Sales Industry Needs a Henry Ford Assembly Line

Trust-Building Questions to Ask in the Workplace

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