The Center for Sales Strategy Blog

In the intricate dance of human interaction, understanding the underlying psychology that governs why people say "yes" can be a powerful tool.

Robert B. Cialdini's groundbreaking work, "Influence: The Psychology of Persuasion," dives deep into the psychological principles that drive decision-making and provides invaluable insights on ethical persuasion.

Here are six compelling lessons from the book that can be applied across various contexts and industries.

Depending on the organization, the person leading a sales team may be called a manager, a leader, or a coach.

For many people leading a team and for their team members, the name doesn’t matter because the job description is the same. They are the person responsible for guiding their team toward hitting their sales goals.

But the difference between managing and coaching has become a hot-button issue. Why? Because Gen Z cares, and they are set to become the dominant group in the work force by 2025.

There is a fundamental yet often misconstrued aspect of sales leadership that gets a lot of airtime: the fine line between managing and coaching. At The Center for Sales Strategy, we understand the pivotal role that effective leadership plays in propelling sales teams toward success.

Managing and coaching are two distinct, albeit interconnected, approaches that leaders employ to guide their teams. But what sets them apart?

Developing sales leaders is not just about their individual growth; it’s the secret to the continued success of the organization.

Sales leaders play a pivotal role in coaching teams, driving revenue, and creating a positive culture. With all of this responsibility, it is often difficult for leaders to find time to focus on their own development. Yet, there are many proven benefits to providing leaders with growth opportunities, including increased productivity and performance, better recruitment and retention, improved decision making, and better customer relationships.

Here are three ways to grow leaders and make a positive impact on your sales organization.

2024 is here, and we can already point to one major trend – the big return to the office. 

In a new survey by Korn Ferry, 99% of more than 500 US C-suite and business leaders said that they expect employees in the office at least one day a week, a big change from last year when that number was just 66%.

In species terms, a hippo is the world’s third largest mammal, but in business terms, a hippo refers to the Highest Paid Person’s Opinion.

Have you ever been in a meeting where people ask for opinions, but no one speaks up until the HiPPO in the room speaks? Or maybe you’ve been the HiPPO in the room, and everyone’s simply always agreed with everything you’ve said. When the HiPPO dominates the conversation, other team members' ideas and perspectives can be overshadowed.

Asking questions is one of our most important, yet overlooked, skills for effective communication, whether at work or in life. The best leaders are often not the ones who have the answers - they are the ones who ask the right questions and actively listen to what others have to say.

There is an art to asking questions that bring others to the table, encourage their opinions and perspectives, and help them see their value to your team and company.

Famous leaders throughout history have often used questions to inspire, lead, and drive change. As Oprah Winfrey herself said, "When you ask the right questions, you get the right answers."

Leaders today are facing an ever-increasing number of complex scenarios that demand their attention. In the fast-paced world of business, the conveyor belt of challenges never stops moving, and no two situations are ever the same. 

But for effective leaders, this is just another day at the office. They possess the ability to quickly assess the situation and give themselves the right instructions for success. They are skilled at thinking on their feet and making split-second decisions that can make all the difference. These instructions that they give themselves are the Mindset, and combined with their Talents, or natural abilities, they have become superheroes of the business world. 

As a leader, when you grasp and harness your Top Talents, coupled with the appropriate Mindset - which can change through continuous learning and growth - you are empowered to steer the situation towards success with ease.

Think back to the last time you were truly moved by a story you heard. Maybe it was a heartwarming tale that tugged on your emotions. It could have been a story about overcoming impossible adversity. Maybe it was even a tragic tale of loss and redemption. Whatever the case may be, stories have a unique power to evoke emotion and connect us with others.

Most ideas are presented using data. While data has the potential to persuade people, stories have the power to move people.

Storytelling isn’t just limited to books and movies. It is a powerful and underutilized tool that can help you achieve your business goals. Whether you're trying to motivate your team, connect with prospects and customers, or win the close, try tapping into the power of storytelling.

We spend a great deal of our lives at work, and one of the things that can make or break that experience is whether we have a good leader. Not just someone who can bring in the numbers but someone who can lead people.

To be an effective and respectful leader, one must lead with empathy and compassion.