<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

Set Your New Hire Up For Success: How to Maximize Their Strengths and Work Around Their Weaknesses

set new sales hire up for successThis is the first post in a four-part series on how managers can set new hires up for success.

Onboarding new employees the right way is crucial in retaining them long-term.

According to an Aberdeen Group study, 86 percent of respondents felt that a new hire’s decision to stay with a company long-term is made within the first six months of employment. So you want to ensure you provide a challenging, but rewarding, experience that first six months and get it right immediately out of the gate! There are a few things you can do before and after your new hire’s first day to set them up for success and retain them.

Topics: hiring salespeople developing strengths

You Can Get Anything You Want in Life, If…


Do you know the rest of the quote? Well, here it is… "you just help enough other people get what they want." So, who said this? Perhaps you might think this came from the leader of a social services organization, or perhaps from clergy or some Eastern philosopher. But that's not where this quote came from. It actually came from a long time, well known motivational speaker in the sales arena. That's right, some of you know it was the venerable Zig Ziglar who said that. Pretty heady words from a guy who got his start selling pots and pans door-to-door, eh?

Topics: Needs Analysis developing strengths Sales

Coaching Salespeople: Handle with Care!

Coaching_SalespeopleHave you noticed that almost everything you interact with throughout the day comes with recommended care instructions? Some are simpler than others, but for the most part, there is a certain way that everything must be treated in order for it to thrive.

I may not always do it, but I know that I am supposed to:

  • Wash wool sweaters on cold and then lie them flat to dry
  • Change my AC air filters every 3-6 months
  • Wash my workout clothes without fabric softener in warm water and then dry on low
  • Run 48 ounces of undiluted white vinegar through my Keurig every 3-6 months
  • Feed my puppy ¼ cup three times a day, and make sure there are no meat by-products in her food
  • Keep my orchids in bright, but indirect, sun although they require some time in the shade

But, I’m the first one to admit that I have ruined more than one delicate garment by accidentally throwing it in on hot and drying it until it shriveled like a raisin. As a matter of fact, an unfortunate number of my possessions have passed through my hands as if disposable because I didn’t read the care instructions—or even more likely—I was just moving too fast to be able to give them the totally customized care they needed.

Of course I’m not writing this article to teach you how to wash your delicates. Let’s agree, a silk top is a silk top. It can be replaced. But what if we’re talking about a person? It’s not so easy, or inexpensive, or even humane to replace a person because you failed to know how to care for him. That’s a whole different league of handling with care!

Topics: developing strengths Sales

Improve Your Sales Strategy: Learn How Your Customers Perceive You


Do you really know how you are valued by your customers? Are you seen as a source of expertise, connections, and solutions? Or, are you seen more as someone who simply provides access to your products? It’s an important distinction.

Topics: developing strengths sales strategy sales performance Sales

How to Help Your Salespeople Burn Strong, Not Burn Out


As managers, we want to get everything we can out of our sales team. The harder they work, the more they will deliver, right? What if we looked at our sales teams differently? What if we asked instead, "What can we do to see results and stay on target, while keeping our team happy and ready to take on more?"

Topics: developing strengths Sales

Have You Conducted a Talent Check Up Lately?


Our sales departments are filled with Sales Managers, Directors of Sales, VPs of Sales, and even Chief Sales Officers who are charged with generating sales and growing business. What we don’t typically find in a sales operation is a  “Talent Manager” or “Talent Coach" — even though the best sales leaders out there know that the best way to drive sales is to hire exceptionally talented salespeople.  

Topics: hiring salespeople developing strengths Sales

Are You Doing What You Were Born To Do?

Most of us spend a lot of time trying to figure out what we are supposed to be doing with our lives. We wonder whether we are on the right path and if we are using our strengths as we should.    

Although some discover their passion and their purpose at a young age, for most, this is part of a life-long journey. Regardless of your age or experience, it may be easier than you think to spot the tell-tale signs of talent and figure out what your strengths are! Then, once you have pin-pointed your strengths, it’s just a matter of seeking additional opportunities to use them.

Many years ago I had the opportunity to hear Marcus Buckingham speak. He explained the difference between a strength and a weakness in a way so simple that a small child could understand—yet it was powerful enough to change how grown adults think. Don’t quote me here, but essentially what he said was that when you do something that uses a strength, you feel strong. Even after hours of practice, although you may be tired, you are left feeling energized and eager. When you do something that is a weakness for you, you feel weak. At the end, you feel depleted, disengaged, and you are ready to stop.

Topics: developing strengths

Ten Ways to Increase B2B Sales Performance with Successful Feedback

Leadership DevelopmentMy afternoon was filled with pat-a-cake and peek-a-boo, and that doesn’t happen very often around here! Smack-dab between my 2:00pm Sales Talent Interview and my 3:30pm talent coaching call, my daughter (who is working this summer as a nanny for an 11-month old cutie named Tripp) popped by my office with an armload of squealing energy.  

Topics: developing strengths Sales

Sales Coaching: Top Five Talent Articles of 2013

describe the image

Topics: developing strengths

Sales Coaching: Are you making the most of your talents?

Are you making the most of your talents At The Center for Sales Strategy, our reason for being is to Turn Talent into Performance.  But some of what we do, you can do for yourself. Just take the time to study what people appreciate about the services and sales efforts you provide. 

Topics: developing strengths sales strategy Sales