The Center for Sales Strategy Blog

Assuming a sales manager does need a training plan can be a costly mistake. Too often this element is overlooked, and revenue suffers. Creating a training plan that includes specific elements to be completed in the first 30-60 days on the job is a great way to avoid this.

Here are four areas that should be included in a sales manager training plan:

• People
• Process
• Planning
• Performance

Keep reading for information on each to add focus to the area of creating and using training for a manager.

To establish the foundation for sustainable business growth, a solid sales structure must be built layer by layer. People, resources, and processes must align and work together to produce the best results for your organization.

Is your current sales structure designed for the results you want?

In Episode 26, Mike Paterson, President / General Manager at Mid-West Family Illinois, discusses how sales leaders can make an impact on their sales process through sales structure.

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

1-on-1 meetings play a large role on your team’s sales performance.

In this episode, Stephanie Downs, VP and Senior Consultant, discusses how sales leaders can make an impact on their sales process with 1-on-1 meetings, or what we call the IFM. Plus, she covers the fundamentals of IFMs and how you can turn this dreaded weekly task into productive meeting.

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

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 this episode, Beth Sunshine, Partner and VP of Talent Services at The Center for Sales Strategy, discusses how sales leaders can make an impact on their people and teams through employee engagement.

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

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 this episode, Greg Giersch, Partner and VP of Client Experience at The Center for Sales Strategy gives viewers an overview and behind-the-scenes look at the creation of the IMPACT Leadership System, digs into the user experience side of the system to include what went into creating this system, the structure of the training, how long it took to build it, and more.

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

Kicking off the new season of the Improving Sales Performance series, John Henley, Managing Partner at The Center for Sales Strategy, gives viewers an overview and behind-the-scenes look at the creation of the IMPACT Leadership System: why it was created, who it was created for, and how sales leaders can make an impact on their sales performance by focusing on 4 key areas.

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

How much time do your salespeople spend selling?

It’s been our observation that it’s probably less than you think. Data suggests that it's as little as 30% of their time. And when you talk to salespeople all the time, as we do, they confirm that. 

So, to get a bead on just how much time your salespeople actually spend selling, you should start with a definition of selling.

Only two jobs? Most sales managers will meet that headline with an eye-roll but stay with us.

Great sales leaders individualize their coaching while they manage a standardized sales process. The first job of a sales leader is relatively easy - the second takes more discipline. The two jobs sales managers have related to sales process are:

• Install a process that everyone on your team uses
• Keep the team focused on the process at all times

You mean well. You want to do it better this year. But, somehow every year, it gets away from you. 

We all have good intentions each year to do a better job planning, selling, and tracking all of the major sales opportunities for our organization. This is why you really need to start planning using a sales calendar.

According to a DePaul University study, the average turnover cost per Account Executive (AE) is $97,690 when you add up recruiting costs, training costs, and lost sales. So, if you lose five AEs in one year - you’re close to losing nearly a half a million dollars. 

Couple that with the fact that in a Glassdoor survey, only 19% of AE’s have no immediate plans leave their companies, but 68% of AE’s plan to look for a job within the next year.  

Why do sales reps leave? And what can your sales organization do to stop your top sellers from leaving?