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The Center for Sales Strategy Blog

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

Show, Don’t Tell: 5 Effective Ways to Coach Your Sales Team

ways to coach your sales team

Editor's Note: This post was originally published on Salesandmarketing.com.

If you’re a sales manager, you know this to be true: Having that tough conversation with a salesperson who isn’t meeting goals is never fun. Telling people they’re not meeting expectations and inspiring them to turn things around isn’t easy. In fact, most of the time, it’s downright uncomfortable. Alas, it is absolutely essential.

What does it take to transform this dreaded responsibility into a positive, fulfilling part of your day? It’s all about dialing down “telling” and ramping up “showing.”

Topics: sales management Talent coaching

8 Things You Should Do To Turn Talent Into Performance

turn talent into performanceAfter an interesting talent feedback call, I had spoken with a sales manager who was dealing with a challenge that most managers deal with at some point in their career. Can you identify with the following situation – and can you learn from this story?

The good news: The salesperson he is managing is highly talented. She has a lot of natural ability, and when she is engaged, she’s one of her company’s top performers.

The bad news: She is not that engaged. She is occupied with other things outside of work and seems to lack the desire and drive to succeed in her job. 

We talk a lot at The Center for Sales Strategy about putting the right people in the right jobs and we believe that when you do that, they naturally soar with their strengths. Throw a fish in the water and it swims. Put Taylor Swift on stage and she belts it out. Hire someone who is born to sell, and they sell.

Except when they don’t.  

Topics: sales performance Talent coaching

Decisions Made Easy: A Sales Manager's Strategic Cheat Sheet

sales manager strategic cheat sheetHow many decisions does a sales manager make in day? 10? 25? 50? That number probably varies, but most people would agree sales managers make a lot of decisions each day as they navigate changing conditions, corporate demands, and plenty of persuasion from their salespeople about doing what they want them to do. Better sales managers make good decisions more often than mediocre sales managers. So, how do they do that?

Topics: sales strategy sales performance sales management coaching

24 Ways to Effectively Coach Millennial Salespeople

effectively coach millennial salespeopleDo Millennials simply have less sales talent than prior generations?

After conducting tens of thousands of sales talent assessments, we here at The Center for Sales Strategy can assure you that’s not the case.

In part one of this two-part series, I shared four key differences in how the Millennial generation was raised, insight I gained from Brad Karsh in my never-ending quest to learn more about how to activate Millennials. These differences explain much of the enormous disconnect between many Millennial workers and their managers today.

Topics: sales management Talent Sales coaching company culture

16 SPOOKY Things Sales Managers (and Their Team) Should Avoid

spooky things sales teams should avoidIt's easy for sales teams to get busy, get into a rhythm, or to get on a roll, and just do things the way you've been doing them. Sales managers can wear a lot of hats, and it can be easy when things are working to just keep them going the way they are going. Hey... nothing's wrong, right? Wrong. 

Ensure you and your team avoid these SPOOKY things to ensure everyone is effectively utilizing their time and efficiently managing their prospects and accounts. 

Topics: sales strategy sales performance sales management coaching

Help! How Do I Coach a Millennial With Sales Talent?

coaching millennials with sales talentIf you have hired a salesperson that is younger than 36 years old, you hired a millennial. And you may sometimes feel like many of the other sales managers I talk to every day…

  • “They need lots of handholding.”
  • “They lack the drive of the generations before them.”
  • “They can be overly sensitive and more focused on making friends than making sales.”

As a Talent Analyst, I spend a lot of time identifying people’s innate sales talents and helping managers make smart selection decisions. Once each hire is made, I work with the sales manager to turn talent into ever-increasing performance by maximizing each seller’s strengths and working around their weaknesses.

So my attention is sharply focused on two things: Talent and Fit. 

Topics: sales management Talent coaching

A Sales Manager's Most Costly Mistake

target account brainstormPicture this. You are seven weeks into the quarter and pacing behind last year, and significantly behind your budget. Your manager and your manager’s manager are nosing around to find out what is going on and peppering you with questions about your plan to fix this. Your sales team is growing increasingly frustrated as orders get canceled and prospects fall through. This scenario is hypothetical, of course, but perhaps you have been there. So, how does a sales manager deal with this?

Topics: key account growth sales strategy sales performance sales management coaching account list management