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The Center for Sales Strategy Blog

One Key to Hiring Superstar Sales Talent? Know Your Management Style.

hiring superstar talentI spend a lot of time giving pre-hire feedback to managers about candidates. We discuss managing strengths and coaching weaknesses. We talk about how strengths and weaknesses can work together or can tug in opposite directions. 

At the end of each conversation, it's my sincere hope that the hiring manager has a well-rounded view of their candidate and how they will “fit” or “don't fit” in a position. But there is another question that needs to be asked. Does the candidate also fit the manager? 

Topics: hiring salespeople sales management coaching

Improve Your Team's Sales Performance with These 4 Words (VIDEO)

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

Topics: sales management sales training coaching

More Teaching. Less Telling. (VIDEO)

As a sales manager, how can you do more teaching and less telling? Often, salespeople get frustrated when the only thing they hear from their sales manager is that they need to have more activity, increase the number of asks they have, and they need to increase the dollar amount of the asks they have. They get that. They want to be taught how to do that. They want training and teaching, and not just telling

There's a certain amount of telling that goes on when managing a sales team, but there's also a certain amount of teaching that goes on. Today, I'll share three things you can teach your sales team.

Topics: sales management sales training coaching

How to Help Your Perfectionist Thrive

helping a perfectionist thrive in salesMy daughter is learning how to drive, and it's been an interesting lesson on what the world looks like to a perfectionist. She has pretty much been a perfectionist since birth, missing recess in kindergarten to make sure her coloring was perfectly inside the lines, and drawing eyelashes and fingernails on her pictures when the other kids drew stick figures. Now, she is driving, and it takes 10 minutes to get the seat, mirrors, steering column, etc., in just the right spots. She has never driven over the speed limit, and most of the time is well-under because going over isn’t the right way to do it. She has to make sure the radio is turned off, everyone’s devices are turned off or silenced, and all distractions in the car are eliminated. And of course, as my driving is far from perfect, I hear lots of advice on how I should be doing things. It's been an interesting adventure, but has also given me a lot of insight into the mind of a perfectionist.

Most sales managers also have one or two people on their team that fall into this "perfectionist" category

Topics: sales management coaching

How Coaching Helped a Seasoned Seller Rediscover Her A-Game

coaching sales talentThere is a sales organization I work with that has a consistent track record of finding highly talented candidates to join their sales team. Time and time again, they hire and develop top talent and in turn, quickly see results from these sellers.

Topics: sales management coaching

The Ghosts of Managers Past

ghosts of managers pastYour new hire has had great success in the past, but they don’t seem able to hit the ground running.  You look at their talent assessment, and they should have tons of confidence and enthusiasm, but the reality is, they are a little unsure, hesitant, and they keep to themselves. What happened?! You may be dealing with the ghosts of managers past.

Topics: sales management Talent coaching

Management Secret: You Can Change the Behaviors of Others by Simply Changing Your Own

sales management secret - change behaviors of teamWouldn't it be great if you could snap your fingers and change the behaviors of those you manage? Well... maybe... but you can't. Since you can’t directly change the behaviors of others, it is vital that you concentrate on changing your own behaviors. This will make the biggest difference in your relationships with others and will help propel them to success. 

This isn’t some top-secret tip that we've been hiding all this time, but it is an important one to keep at the forefront as you move into a new year and evaluate your management style. Think about this, "Are you conscious of your own behavior and how it's perceived by those you manage?"

Topics: Management sales management Talent coaching

Top Articles of 2018: Sales Management

best blog posts sales managementAs we get closer to the New Year, we are taking some time to reflect on 2018 and the success we've seen our clients achieve. While many are enjoying this special holiday with family and friends, we are bringing you a recap of the most popular posts we've published in 2018. 

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. We've searched for the most popular blogs of 2018, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year. Check out these top blogs on sales management from 2018, and let them kickstart your 2019 sales strategy.

Topics: sales strategy sales performance sales management coaching

7 Sales Coaching Statistics All Sales Leaders Need to See

sales coaching statisticsSales coaching is not about telling your sales team what to do. There's so much more to it. Sales coaching helps sales leaders equip their teams to reach their maximum potential, and gives them the tools and knowledge to make better decisions in their sales process, which leads to overall improved sales performance for themselves, the team, and you.

A good sales coaching program helps improve results, while no coaching (or bad coaching), can have negative effects on your overall performance. Here are some eye-opening sales coaching stats to support a good sales coaching program:

Topics: sales performance sales management Talent coaching

5 Tactics to Activate Talent and Improve Sales Performance

activate sales talent improve sales perfomanceOver the years I’ve written posts about my favorite NFL team, the Cleveland Browns. Most of my previous posts reflected on their losing ways and focused on “what not to do” as a manager.

This post is different. This post sheds a positive light on the Browns related to activating talent and tells a nice story about how a new leader transformed the same players from losers to winners by changing five things. 

Imagine that: The same players being coached (managed) differently producing significantly different results!

Topics: sales performance sales management Talent sales training coaching