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The Center for Sales Strategy Blog

4 Ways for Salespeople to Gain Respect

4 Ways for Salespeople to Gain Respect

“Respect is a two-way street, if you want to get it, you’ve got to give it.” - R.G. Risch

Aside from lowering prices, releasing better products, or providing superior service, there's something else that your salespeople can do to improve sales performance. A sales professionals livelihood depends largely on the levels of trust and credibility they build with prospects and clients.

The more respect you command, the higher close ratio you will have. Additionally, the higher the degree of trust you establish, the less the need to negotiate. Getting that first appointment with a new business prospect is difficult because most sellers don't take the time to establish trust and create value in the mind of the prospect.

If you want to be treated as a professional, someone who is trustworthy, and worth an investment of time, do these four easy things and prove it to your prospects and clients. 

Topics: sales performance sales culture salespeople

How to Keep a Sales Culture Intact While Working Remotely

How to Keep a Sales Culture Intact While Working Remotely

Most people would agree that their world feels as though it has recently flipped upside-down! In this brand new world of social distancing, we’re scrambling to figure out how to be productive in an unplanned work from home environment—and also remain engaged.

Even in a strong business climate (like we had just weeks ago), company culture and employee engagement are vital to the success of an organization. They have a direct impact on revenue, employee turnover, and key account retention. 

During these uncertain times, however, when most of us are forced to work in dramatically different ways than we normally would, it is paramount!

Topics: sales culture user manual culture COVID19 Resources

Top Articles of 2019: Sales Culture + Company Culture

Best 2019 Sales Culture

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 2019, 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 2019, and let them kickstart your 2020 sales strategy.

Topics: sales culture company culture

31 MORE Inspirational Quotes to Motivate Your Sales Team this Month

Motivational quotes related to sales and business success

It’s the time of year where competition is in the air. Not only is a little fantasy football floating around the office, but we’re about to tackle the end of another fiscal year. We’re all going for the “Hail Mary” pass with, what feels like, only seconds remaining on the clock.

Similar to having a successful season on your fantasy football league, having a great sales quarter takes strategy, skill and taking advantage of every opportunity that comes your way. It’s nearing the beginning of the fourth quarter, so let’s kick it off with motivation for a strong finish.

Topics: motivation sales performance sales management sales culture

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