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The Center for Sales Strategy Blog

Don’t Micromanage Me!

don't micromanage sales teamWhen we ask salespeople about how their manager can get the most out of them, we often hear something like, "I work best if they tell me what I need to accomplish, and then they give me the freedom to get it done. I don't like to be micromanaged!" 

Topics: Management sales management sales culture coaching

3 Reasons You need an Annual Physical

annual sales checkupNo one likes going to the doctor. No one!
Topics: sales strategy sales performance sales culture sales training sales diagnostic

4 Ways for Salespeople to Gain Respect

salespeople gain respectIt's not hard, trust me. So few people do these simple things, but doing them makes you stand out and earn the respect you deserve. 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

This Should Have Been An Email

coffemugAs an Account Executive, we hated when it happened.

As a Sales Manager, we might have done it a few times... ok... we probably did it a lot. 

We turned an email into a sales meeting (or for us older guys... a memo). 

Topics: successful sales meetings sales management sales culture salespeople

Have You Noticed? Showing Appreciation Drives Performance

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An Accenture study, written about in Forbes, found that 43% of employees who are about to quit their jobs cite lack of recognition from supervisors as the reason they would leave. Every time I read that stat I feel convicted that I don’t always show as much appreciation as I should. It’s not that I don’t appreciate the individuals on my team, it’s just that I have so many things fighting for my attention. It’s easy to miss this key leadership responsibility. Many times managers don’t think about showing appreciation until it’s too late—until someone on their team leaves for another opportunity.  

Topics: sales performance sales culture salespeople

Improve Your Sales with Hot Coals

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It's time to pull out the fire pit and get those spring fires burning. You need the right wood to keep a strong fire burning, just like you need the right talent to improve your sales.

Every client I am working with is telling me the changes in business are creating a need for a new breed of salesperson. In this good business climate, there is opportunity everywhere, but taking advantage of that opportunity requires stronger talent than in the very recent past.

This has everyone looking for great new sales talent to bring into their organization, and this pursuit of talent has leaders evaluating their current culture. You need the right culture to attract top talent.

Topics: sales culture Talent

The Five Common Misconceptions of Sales Talent

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I love the ah-ha moments in my job! You know that feeling… when you are talking about something you passionately believe in and then–bam–you can practically see the light bulb go off for the other person. That’s a highlight for me and one I was able to enjoy just this morning. Talking with a new client who has never been exposed to the concept of strength management before, I was struck by how differently we each perceived the talents of the young seller we were reviewing. He was stuck in the old management paradigm of fixing people and hoping for improvement with additional experience until it all finally clicked. While this salesperson had quite a few strong talents, her account list and project responsibilities required her to lean heavily on areas of weakness. The fit was all wrong! 

Topics: sales management sales culture Talent Sales

Are Your Best Salespeople Leaving Money on the Table?

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Top salespeople are often the veterans. They have deep relationships, and when there is an RFP (request for proposal) or a big contract up for bid, they know just how to zero in on that transaction and bring home the biggest share of the business.

The prospect has already decided they are going to spend that money for your product or industry. It's the "money on the table" or the low hanging fruit, and the issue was always about beating the competition.

Transactional business is critical to secure, and the big wins take hard work. But those successes can blind even the best sales reps from rocking the boat enough to look for more opportunities.

Topics: business relationships sales culture Sales

How to Create a Sales Culture Top Talent Will Love

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Sales managers often ask us how to create the kind of atmosphere where talented people want to be. To create a sales culture that attracts and develops top talent, jobs need to contain an element of fun. Fun isn’t all about ping pong tables and fluffy couches—there are so many other ways to create a fun and inviting culture.

Fun can be spelled out many different ways. Here are just a few.

Topics: sales management sales culture Sales

5 Steps in Creating a Winning Sales Culture

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There have been pages written, executive leadership training given and coaches hired all to help sales leaders build winning cultures. And yet the ability to build such a culture confounds many because it isn’t easy.

Topics: sales culture Sales