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The Center for Sales Strategy Blog

Feedback. Feedback. Feedback. (Today, We're Talking About Feedback.)

sales coaching feedbackPeople crave feedback. We want to know if what we are doing is good, bad, or just plain ugly.

It starts when we are little kids. We all desperately wanted our parent's attention. We wanted them to "watch us" run fast, jump high, or sing a song. We wanted them to be proud of us, but also to give us feedback. Were we doing it "right?" How can we do it better? 

Well, not much has changed since we were children. We still want to know how we are doing. Yet, so many managers seem to think that their people don't need feedback or even want it. WRONG! Your people desperately want to know how they are doing. Feedback is a fantastic way for a sales manager to improve their team's sales performance by reinforcing good behaviors and improving upon weak behaviors.

Topics: sales performance sales management sales training coaching

Don’t Micromanage Me!

don't micromanage sales teamWhen we ask salespeople about how their manager can get the most out of them, we often hear something like, "I work best if they tell me what I need to accomplish, and then they give me the freedom to get it done. I don't like to be micromanaged!" 

Topics: Management sales management sales culture coaching

The Secret to Sales Success (It's Not Enough to Hire Talented People)

building relationships for sales successAbout a year ago I conducted a sales talent assessment for an up-and-coming college graduate who had very little sales experience but was loaded with both raw talent and a passion for sales. We’ll call her Ashley. The hiring manager, let’s go with Brenda, was thrilled to be able to get someone with such potential “on the cheap,” so she made her an offer right away, which Ashley quickly accepted. 

Topics: Management sales management sales training coaching onboarding

5 Movies that Teach Us about Talent Development

sales strategy lessons from moviesToday, we are taking our sales strategy lessons from the pages of pop culture, and we're talking movies. Grab your popcorn and find a comfy seat, because we’re heading to the movies!

Topics: Management sales performance sales management Talent Sales sales training coaching

5 Tips to Help Prevent Burnout in Salespeople

prevent-salesperson-burnoutLast year, Harvard Business Review estimated the turnover in salespeople to be around 27%. In an industry that’s seeing almost double the turnover rate than the overall labor force, it’s essential for managers and leaders to not only know how to recruit great talent that’s an excellent fit for your team, but also how to retain sales talent and improve their performance over the years. 

Topics: hiring salespeople sales performance sales management sales training coaching

The Only 6 Reasons A Sales Manager Should Be Attending Sales Calls with Their Team

saving the sale and coaching sales performanceSales managers, let’s be honest… it’s hard to watch a salesperson that seems to be flailing in shallow water when they are on a prospect or client call. However, if you take a step back, you realize they are probably going to find their feet and be able to stand up and be fine. Recently, I attended one of The Center for Sales Strategy's Talent Focused Management workshops led by Matt Sunshine (Managing Partner), and I walked away with a few reminders.

Topics: sales performance sales management coaching

Building Strong Relationships: Can You Teach That?

salespeople building relationshipsYou have hired your next great seller. You have a strong on-boarding plan, a great training schedule, and amazing people in place to help with training. They are prepared to hit the street, right?

Topics: training salespeople sales training coaching

3 Ways to Increase Productivity on Your Sales Team

increase productivity sales teamPeople who use their strengths every day are six times more likely to be engaged in their jobs, and they will have 12.5% higher productivity (Gallup.com).

Topics: sales management coaching

Giving Sales People a Confidence Boost

sales management coaching salespeopleYou have a salesperson with loads of talent, and they have always been successful. Suddenly, they are underperforming, missing goals, and really off their game. Or, perhaps you have a new hire with a lot of talents. You are expecting a sales rock star, but they just aren’t doing well. What’s going on?! The answer may be hiding in past setbacks, and it takes sales management skill to help them start performing to their potential.

Topics: sales management Talent coaching

Are You a Great Coach?

coaching salespeopleI work with a lot of B2B sales organizations.
Some perform well.  Some perform not-so-well.

Topics: sales management leadership coaching