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The Center for Sales Strategy Blog

Nurturing a Positive Sales Leader-Salesperson Dynamic

Nurturing a Positive Sales Leader-Salesperson Dynamic

Think for a minute about the very best leader you ever had. Then, think about the worst.

Likely, you have definite feelings on both. How did you feel when you moved on from the job with that very best leader?

You probably had second thoughts and wondered if you could have made that position work for you despite changing circumstances.

What about that worst manager? You probably walked away without a backward glance, relieved to never see them again.

Topics: leadership sales coaching employee development

Distinguishing Between Coaching and Managing (And Why It Matters)

Distinguishing Between Coaching and Managing

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.

Topics: leadership sales coaching 360 coaching

3 Reasons Sales Coaching is a Game Changer

3 Reasons Sales Coaching is a Game Changer

A great coach can impact the outcome of a game more than any player. This is why we revere great coaches like Belichek, Walsh, and Landry. Their greatness stems from their ability to transfer knowledge beyond themselves by inspiring their players to become more than the sum of their parts! 

As the sales leader in your organization, you are the coach of a high-performance sports team. Your job is not writing up plays, sitting back in the coach's box, and watching the game. Your job is to be on the field observing and helping your players be the best that they can be. Coaching is the cornerstone to achieving this.

Topics: sales coaching

Here’s What Effective Sales Coaching Looks Like Today

Here’s What Effective Sales Coaching Looks Like Today

As a sales manager, you understand the benefits of sales coaching. Not only does it help your sales reps close more deals, but it also improves communication, builds confidence, and enhances teamwork.

With so many different coaching styles and techniques, how do you know what's effective in today's fast-paced, ever-evolving sales environment? Here's what effective sales coaching looks like today and how to implement it in your sales organization.

Topics: sales coaching

How to Set the Right Expectations When Coaching Salespeople

How to Set the Right Expectations When Coaching Salespeople

You may not realize it, but you are setting expectations all the time. You set expectations in everything you do and in everything you don’t do.

It’s an amazing power to have. As a leader, you can have a positive impact on the lives of each person you manage based on the expectations you set for them.

Topics: sales coaching

How to Know What Type of Salespeople You Have and How to Manage Talents

How to Know What Type of Salespeople You Have and How to Manage Talents

Do you ever wonder if you could be getting more out of your sales team? What if you could better understand their strengths and weaknesses and coach them to reach their full potential?

Understanding the talents of each person on your team and coaching to these talents allows you to grow the individual and the organization.

But how can you tell how a person is wired and what their natural talents are?

Topics: sales talent sales coaching

How to Manage The 3 Career Stages of Salespeople

How to Manage The 3 Career Stages of Salespeople

Parenting small children is not easy. I recall when my daughters were toddlers and how exhausted my wife and I were at the end of the day. We fantasized about when they would be older and more independent. We imagined parenting would be a lot easier.

Well, as I prepare for my oldest daughter's wedding in two weeks, I can tell you parenting older children is different, but it's not necessarily easy. The challenges change, the decisions become more important, and our role as parents evolves.

Topics: sales coaching

Motivating Sales Strategies for the Under 30 Crowd

Motivating Sales Strategies for the Under 30 Crowd

There is a lot of talk about the multi-generational workforce, and as history would have it, each generation will lament about “young people these days.”

They don’t want to work!
They lack discipline!
The attitudes!
The workplace demands!

Each generation rolls in with its own unique defining qualities, yearning to be different than those before them. Couple that with younger generations classified as digital natives who entered the workforce during a global pandemic, and you may be shaking your head on how best to coach them.

Topics: sales talent sales coaching

3 Steps for Hiring and Coaching Salespeople

3 Steps for Hiring and Coaching Salespeople

Hiring and coaching salespeople would be a lot easier if people had their own manuals or care instructions that listed their top strengths and included advice for helping them reach their full potential.

Wouldn’t that help you select and retain more top performers?

Topics: hiring salespeople sales talent sales coaching

Sales Leaders' Top Challenges — Coaching

Sales Leaders Top Challenges — Coaching

You're not an Avenger.

I know that is disappointing. Trust me, I'm disappointed, too. Who doesn't want to be a superhero? We all want to be the man or woman who swoops in to save the day, but that only gets to happen in a Marvel or DC movie.

In the real world, we don't have these types of superheroes.

But as much as I would like this blog to be about my favorite Marvel characters, that would not be the best use of your time or mine.

Topics: sales coaching