<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

7 Power Skills That Help You Lead Through Change

lead sales team through changeWorkforce agility is necessary for any company to adapt to a rapidly-changing environment, and it’s safe to say that many companies today are operating in rapidly changing environments. As a leader, are you prepared to embrace and manage change without a reduction in performance?

If you are, then you likely have a strong culture of engagement and the seven essential power skills needed for success. However, if you are questioning whether or not you are on the right track to best manage and profit from change, I encourage you to read on.

Building a culture of engagement is a process that requires a commitment to transparency, integrity, and the desire to develop and grow your people. It also requires you as a leader to master the use of soft skills and hard skills at the same time. Soft skills are the innate ability or talent and hard skills include experience and expertise. Together, they are power skills.

Topics: sales management sales culture leadership company culture

The Case for Company Culture + Stats to Support It

accomplishment-culture-1Company culture is a vital component of a successful business -- or at least that's what 'they' say. Studies show that it affects recruitment and hiring top talent as well as retention and employee engagement. It's a baseline for productivity and can set the tone for work ethic, expectations, team camaraderie, and even brand recognition. 

You hear the words bounced around. "Company culture" is a term that a lot of people are talking about. But what are they doing about it? Is it really impacting their organizations? I decided to dig in and see what I could find as far as the impact company culture is playing in organizations. Here's what I found. 

Topics: sales culture company culture

The Most Important Component to Improving Sales Performance

company cultureCulture first… all the other stuff after that! 

“Until I came to IBM, I probably would have told you that culture was just one among several important elements in any organization’s makeup and success – along with vision, strategy, marketing, financials, and the like… I came to see, in my time at IBM, that culture isn’t just one aspect of the game, it is the game. In the end, an organization is nothing more than the collective capacity of its people to create value.”                             - Louis V. Gerstner, JR – former CEO of IBM 

Most organizations dealing with performance issues miss this point. Traditional logic dictates performance improvement is tied to any or all of these factors:

  • Product
  • People
  • Process

Don’t get me wrong, these things are important, but they are not as important as culture

Topics: sales performance sales culture company culture

5 Songs to Boost Sales Performance

songs to boost sales performanceMusic can help you push through a difficult workout, it can calm your nerves, and it can even get you pumped up and geared towards success. Music can have a powerful impact on your mindset, and using music and the right rhythm to support positive thoughts could definitely get your sales performance headed in the right direction.

Abba — Money, Money, Money

Listen to it here.

“Money, money, money. Must be funny. In the rich man’s world.” What do we all work for? Money, right? To some extent, for sure! The key to this song is honing in on your motivation. “All the things I could do if I had a little money.” What are those things? What do you want to use and spend your money on? Home improvements? A new car? A family vacation? Define those things and create a visual target or vision board that you will see every day. Know exactly what you want to make, and sometimes more importantly WHY.

Where's your motivation? What lights your fire?

Pet Shop Boys — Opportunities

Listen to it here.

“I’ve got the brains, you’ve got the looks. Let’s make lots of money.” To me this song really speaks to using your resources. Who and what do you have around you to help make your ideas bigger and stronger? What could you tap into to make you feel more informed? What areas do you need to improve in or what areas do you find you are lacking skills or knowledge? How can you close that gap? Using your resources helps to ensure you are maximizing each opportunity to the fullest extent. “Oh there’s a lot of opportunities if you know when to take them.”

Are you using your resources?

Topics: sales performance sales culture company culture

Pay Attention to Your Superstars, but Don’t Forget Your Rock Stars

superstar and rock star sellersAs a department project, our group read the book Radical Candor by Kim Scott. Everyone had a different primary takeaway, but the one that stuck with me was the difference between Superstars and Rock Stars.

What's the Difference between a Superstar and a Rock Star?

Most managers know the definition of a Superstar. They are usually your one or two top performers, who are hardworking, ambitious, great at what they do, expect to be paid that way, and love the accolades.

But what about your Rock Stars? Rock Stars were defined as your steady performers. Not flashy, not necessarily your top performers, but the ones you can count on. Steady as a rock. Both groups are vital to a sales team. In fact, most companies would fall apart without Rock Stars, but usually, only the Superstars get the attention. Why? And why should you care?

Topics: sales management sales culture

5 Tips to Take Your Sales Meetings from Good to Great

take sales meetings from good to greatIn 2016, I wrote a blog, "How to Get a Standing Ovation After Your Next Sales Meeting," and I'm happy to say that I see way more productive sales meetings today than I did back then. So that made me think it might be an excellent time to share some tips on taking your next sales meeting from good to great!
Topics: successful sales meetings sales management sales culture company culture

Top Articles of 2018: Sales Culture + Company Culture

CSS_toparticles_culture

Today, we are bringing you a recap of the most popular sales culture and company culture posts we've published in 2018. Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, and we hope this blog has brought you insight, education, and tips to get you on the path to success. We've searched for the most popular blog posts of 2018, and we've curated these lists to bring you some of the most informative content from the year. Check out these top blogs on the sales culture and company culture from 2018, and let them kickstart your 2019 sales strategy.

Topics: sales culture company culture

The Greatest Businesses are the Greatest Story

company culture great businessDeepak Chopra was an interesting pick as Keynote speaker to open the Inbound 2018 conference. Deepak brings to mind meditation and alternative medicine more than cutting edge marketing techniques. But he had a few insights that we can apply to business within his message of consciousness and healing.

Topics: sales culture company culture

John Wayne Need Not Apply: Coaching Your Sales Team

sales manager coaching teamI was listening to a sports radio station in town last week, and it had breaking news that the Major League baseball team had just fired their manager.

It wasn't a big surprise. The team had underperformed for the last couple of years, but what was surprising was the reason the club gave to the media.

His style wasn't connecting to his players.

What? His style? They didn't mention his performance, his attitude, or even lack of confidence by management. Nope, it was that his "old school" style didn't connect with his young(er) players. He didn't know how to connect with his millennial or Gen Z players.

One of the radio hosts said that he was too much like John Wayne. He was tough, to-the-point, and not very touchy-feely. He wasn't very caring, emotional, or even friendly with his players. To him, it was all business. They weren't friends. He was their boss!

Topics: motivation sales management sales culture coaching

Five Ways to Create a Sales Culture

sales team cultureWhat is your sales culture? Do you even have one? I frequently hear from sales managers the need for a “sales culture,” but often they don’t really know what their own sales culture is or how to build one.

Topics: Management sales performance sales management sales culture Sales coaching