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The Center for Sales Strategy Blog

9 Sales Leadership Qualities to Look for in Top Performers

9 Sales Leadership Qualities to Look for in Top Performers

Recruiting top-performing sales leadership for your organization is harder than ever. The quality of the sales organization is directly associated with the quality of sales leadership.

When looking for top-performing sales leaders, you can’t just look for great salespeople. You need someone who can coach, go in the field, watch, and understand the sales process. Here are nine qualities to consider when you’re evaluating sales management talent. 

Topics: hiring salespeople leadership

Why The Talent of Problem Solving is Essential for Sales Performance

Why The Talent of Problem Solving is Essential for Sales Performance

You have a salesperson who has a great, positive attitude. The clients love them and they do a great job at getting that first appointment and building a relationship with clients. 

BUT they tend to use the same few solutions over and over.

And when clients or coworkers come to this person with an issue, it ruins their day — it gets them completely off track, and they just can’t seem to find the way back. What’s the problem?! 

Is the individual's positivity not as high as it should be? Is discipline the issue? Actually, what you're witnessing may be their lack of ability to problem solve.

Topics: hiring salespeople sales talent

Improving Sales Performance - IMPACT Your People: Recruitment & Selection

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Season 3 of the Improving Sales Performance Series is focused on helping sales leaders make an IMPACT on their sales performance through insight on 4 key areas: people, process, planning, and performance.

In Episode 24, Jaleigh Long, Vice President and Market Manager, Atlanta Radio at Cox Media Group, discusses how sales leaders can make an IMPACT on their sales performance through recruitment and selection.

Tune in now to hear the Live broadcast or keep reading for a brief overview.

Topics: hiring salespeople recruitment selection

Personality Traits of Top Sales Performers

 Personality Traits of Top Sales Performers

When a successful salesperson is questioned on what makes them stand out above the rest, most don’t have specific answers.

The reason seems to be because these high performers are doing what comes naturally to them. These are not skills that can be taught or learned. It’s about behaviors that “fire naturally” in client-facing sales situations.

Specific traits are sales accelerators.

Topics: hiring salespeople sales performance

5 Things Every Great Sales Manager Should Do to Turn Talented Salespeople into Performers

 5 Things Every Great Sales Manager Should Do to Turn Talented Salespeople into Performers

“Get the right people on your bus and get the right people in the right seat on your bus.”

Jim Collins, leadership guru and author of the best-seller Good to Great

If you have the right people on your bus, how well do they fit into the role you have them in?

Even if you hired the right talent onto your bus, reports show that less than 20% of employees feel they get to use their talent and strengths each day at work which means adjustments are needed. How can you help?

Topics: hiring salespeople Sales

Improving Sales Performance | Media Sales Report | Hiring and Talent

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Throughout season 2 of the Improving Sales Performance Series, we’ve focused on the data and analysis of the newly released Media Sales Report.

In this episode, Beth Sunshine, VP of Talent Services, joined Matt Sunshine to discuss the Sales Department Structure section of the Media Sales Report, specifically looking at data on hiring and talent.

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.

Topics: hiring salespeople sales talent assessment sales talent

5 Biggest Interview Pitfalls — And How to Avoid Them

5 Biggest Interview Pitfalls—and How to Avoid Them

Interviewing salespeople is tough!

Screening, uncovering, and selecting top talent takes a lot of practice and a reliable process. In order to better take advantage of every golden interview opportunity that comes your way, you need to know the common pitfalls and then avoid them.

Topics: hiring salespeople

15 Things Every Great Sales Manager Knows

great sales managerWhat do you consider the greatest job in the world?

Maybe I'm biased, but I'm convinced I have that job. Why? Here’s what I do every day:

  • Talk with people who are actively engaged in sharing important information with me
  • Figure out what makes those people “tick”
  • Work with sales managers to understand the talents of the people they are interviewing
  • Help them to hire the very best people for the job
  • Focus on the unique strengths of individuals
  • And, help managers to coach their direct reports to become wildly successful

And best of all, I have the privilege of working closely with some of the greatest managers out there. After all these years, I can tell you that there are 15 things that every great manager knows. 

Topics: hiring salespeople Sales

8 Characteristics of a Winning Sales Coach

8 Characteristics of a Winning Sales Coach

There are several resources readily available with information on what it takes to be a great sales coach and manager of people. We often talk with managers who want to hire top-notch sales coaches and the list of their requirements is usually a long one—including experience, past successes, and “must have” talents. It’s definitely a hire you want to get right!

There are many natural behaviors and characteristics that make a sales coach great, and it's important to uncover the intensities of these talents before you hire someone.

Topics: hiring salespeople Sales

A Recruitment Strategy Plan That Will Improve the Talent Level on Your Team

A Recruitment Strategy Plan That Will Improve the Talent Level on Your Team

How many open positions are on your team?  Open positions are an opportunity to improve the talent level. You want to make your goals more attainable and hiring top-shelf people is the best way to do that. 

However, building a high-quality sales team isn’t easy. It typically requires a lot of time and money to assemble a team of top performers. What if we told you that there’s a proven system that would help you get a list of great people to interview? Would you be interested?

Topics: hiring salespeople recruitment talent bank sales talent