The Center for Sales Strategy Blog

How to Build a High Performing Sales Team

How to Build a High Performing Sales Team

It's more important than ever to engage with your sales team. Sales teams that are not engaged are much more likely to underperform, experience low budget attainment, and unwanted turnover.

Data shows that less than 30% of today's workforce is truly engaged. This is especially true for end-of-the-quarter and end of the year! According to HubSpot, if a seller is disengaged and underperforming, it costs 150% of their salary to replace them.

Here are a few causes of a low performing sales team and how sales leaders can help.

Topics: sales talent sales leadership

Sales Leaders’ Challenges: Motivation and How to Motivate Your Team

Sales Leaders Challenges Motivation

Working in sales isn't getting any easier. In 2020, the majority of sales reps weren't expected to meet their sales quotas.

As the leader of your sales team, it's up to you to motivate your team to reach their targets and more. But that's easier said than done.

We've created a guide with 7 sales team motivation strategies that you can use to overcome the sales leaders' challenges you encounter as the face of your team, whether you're new to the position or on your way to becoming an expert.

Topics: sales leadership motivation

Sales Leaders Challenge: How to Effectively Manage Change

Sales Leaders Challenge How to Effectively Manage Change

As a sales leader, you can count on the fact that there will be constant change. It's all around you in technology, the economy, your team, and industry conditions.

At times, it can seem impossible to prepare for and navigate the sea of changes you face, but successful sales managers adapt and adjust, and even embrace the changes.

Whether the change is a small adjustment or a seismic shift, leaders have the ability to reduce uncertainty and smoothly maneuver the tumult of change.

Topics: sales leadership

Sales Leadership Series: Mike Searson | Vice President, Local Revenue at Corus Entertainment

Mike Searson

Being a sales manager has always been a difficult job. But we can all agree that over the last couple of years, it’s gotten a lot harder.

In this episode of the Sales Leadership Series, Mike Searson, Vice President, Local Revenue at Corus Entertainment discusses sales and executive leadership tips. He also addresses some of the top KPIs he looks at and what sales managers should be focused on in the upcoming years.

Tune in now or keep reading for a brief overview.

Topics: sales performance sales leadership

Sales Leaders' Top Challenges— Setting Clear Expectations

Sales Leaders Top Challenges — Setting Clear Expectations

As a sales manager, here’s an easy concept to get your head around: sales performance improves when sales managers set clear expectations with each salesperson.

Think about it, when sellers know what to do—and managers establish performance tracking metrics and leading indicators to monitor progress—life becomes easier for all involved.

Simply put, when life is easier for a salesperson, they perform at a higher level.

Topics: sales leadership

Sales Leadership Series with Carrie Berkbuegler, Director of Sales at Zimmer Communications

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Straight from the Director of Sales at Zimmer Communications, Carrie Berkbuegler discusses sales leadership, sales performance tips, and answers a few questions that we all have.

You’ll get answers to questions like – what are the key performance metrics you track? What are the big rocks that you’re focused on? And how has sales management changed over the past few years?

Tune in now or keep reading for a brief overview.

Topics: sales performance sales leadership

Sales Leadership Series: Scott Sutherland, SVP/Market Manager, Phoenix, Bonneville International

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What big rocks should sales managers focus on? What should they be doing or learning right now to ensure success?

On this episode of the Sales Leadership Series, Scott Sutherland, VP/Market Manager of the Phoenix Market at Bonneville International, joins host Matt Sunshine to answers these questions and discuss sales and executive leadership tips.

Tune in now or keep reading for a brief overview.

Topics: sales performance sales leadership

The Expert's Guide to a Successful Sales Organization Structure

Experts Guide to Sales Structure

Sales organizations have evolved over the years, and the old hierarchical structure just won’t do anymore.

A successful sales organization structure allows you to maximize your profit. This article will help you get started.

Topics: sales structure sales leadership

Sales Leadership Series with Tom Morris, Author of Plato’s Lemonade Stand

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For years, we've heard the phrase make lemonade out of lemons. How do you make lemonade out of lemons?

In this episode of the Sales Leadership Series, Tom Morris, Author of over 30 books, including his latest, "Plato’s Lemonade Stand," joins the show to talk about challenge, change, difficulty and delight. This discussion took concepts from his books and applied them to sales leadership and tips for sales leaders.

Tune in now or keep reading for a brief overview.

Topics: sales leadership

Sales Leadership Series with Jason Randall, CEO of Questco

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Throughout the entire fourth season of the Improving Sales Performance series, host Matt Sunshine will talk to leaders, CEOs, Executives, and authors about their businesses and how they improve revenue performance. 

The series kicks off a Sales Leadership Series where Matt Sunshine discusses sales and executive leadership tips with Jason Randall, CEO of Questco and author of, "Beyond The Superhero: Executive Leadership For The Rest Of Us."

Tune in now or keep reading for a brief overview!

Topics: sales leadership