The Center for Sales Strategy Blog

Many large-scale surveys routinely find time management skills are among the most desired workforce skills, but also among the rarest skills to find.

It comes as no surprise that one of the biggest challenges sales leaders face is time management. And while there are many articles and time management tools readily available, there’s also the old-fashioned sales calendar.

In case you missed Episode 2 of the Improving Sales Performance series, here’s a breakdown of the conversation that host, Matt Sunshine and guest, Trey Morris had on what a sales calendar is and how it can help improve sales performance.

At The Center for Sales Strategy (CSS), we’re big proponents of thinking like an owner — in other words, getting into the minds of the decision makers and decision influencers you call on. 

One of the many ways to do that is uncover and understand what financial challenges are top of mind for them, especially as we head into a new year.

Do you remember projecting 2009 revenue as we stared into the abyss of the Great Recession?

We all knew it was coming as it started with plenty of notice in the Fall of 2008. Many businesses projected negative sales growth, while others simply would not accept it. The organizations that intentionally gave their teams over the top numbers to hit lost a lot of ground on annual long-term business and blew Q1 because they demanded so much more than what the market would bear for them.

Setting clear and manageable goals is crucial for 2021.

72% of Americans believe whoever is elected in the White House will directly impact their finances — and 32% are putting off a big financial decision until Election Day.

Every four years, there’s a whirlwind of uncertainty about who will win the presidential and congressional elections. This year, our economic future tops the poll of concern. The unknowns are causing leadership to take fewer risks, hold off on making necessary business decisions, and hesitant to have conversations regarding annual contracts.

While we can’t predict the future and outcome, we can take control by being proactive. When it comes to business, time is money. And every business decision you delay is costing you valuable time and money.