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The Center for Sales Strategy Blog

How to Sustain While Disrupting: Innovation and Agility in Sales

How to Sustain While Disrupting: Innovation and Agility in Sales

Today’s consumers are distracted with numerous options and bombarded with loads of information. As a result, they often struggle to find the products or services that best meet their needs.

In a rapidly changing industry, tools, and tactics that enabled sales and closed deals just a few years ago don’t stand a fighting chance today. Innovation and agility are keys to staying ahead of altering consumer demands.

Topics: sales management agility in sales consumer needs

Successfully Managing and Motivating a Multigenerational Sales Team

Successfully Managing and Motivating a Multigenerational Sales TeamBaby Boomers (1946-1964), Gen X-ers (1965-1979), and Millennials (1980-1995) have been the core generations that sales managers have long tailored incentive and engagement programs to. All have very different goals, needs, and work styles that require accommodation in order to improve sales performance, reach sales goals, inspire, and motivate.

Entering today’s workforce is the fourth generation, labeled Generation Z. Gen Z are individuals born between the late 1990s and 2010 that are starting to graduate college and join the sales world as independent adults.

We know that Boomers are incredibly loyal, Gen Xers are independent, Millennials seek reassurance and collaboration, and Gen Zers are more diverse than ever. How can you possibly motivate and manage such a multigenerational sales team?

Topics: sales management company culture

6 Pro Tips to Turn Sales Talent into Performance and Develop Your Sales Hunters

Develop-a-Sales-Hunter.jpg

An article I wrote on how to hire a great sales hunter stirred up great conversations about how to coach and develop those hunters once they are onboard. Great stuff, so I want to share it with you!

The best way to grow an organization is to grow each of the people within that organization, including your sales hunters. Great managers do this by keeping the natural behaviors of these people top of mind and committing to a handful of strategies to maximize their strengths. 

When we studied the very best new business developers out there, we found six specific behaviors that great sales hunters had in common. We also discovered the best ways to maximize these natural strengths and help them to turn raw potential, or talent, into performance.

Here are our Pro Tips on how to develop each of the six behaviors commonly found in the best new business developers out there:

Topics: sales management Talent coaching

Set Your Team Up for Sustainable Sales Performance Going into 2020

key to sales performance

Think of sales performance as a three-legged stool. When all three legs are strong, there is nothing sturdier. But if one of the legs isn’t holding up its weight, the stool can no longer do its job. Just as you need all three legs on that stool, so too must a sales organization have three solid legs to carry the weight of the expectations placed on it. As we get closer to 2020, ensure your team is strong in all three areas and set your team up for improved sales performance in the new year.

Topics: sales performance sales management Talent

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

4 Steps to Take When Your Salespeople Hit a Sales Slump

frustrated salesperson hit sales slump

Slumps happen to everyone. No matter how good you are or how long you have been in sales, sooner or later you're going to hit a sales slump. And they always seem to come at the very worst times. (Actually, when is it ever good to go into a slump?)

It’s never exactly the same, but it sometimes looks like this: You've put a lot of time and energy into a prospect, and thought for sure he or she would say yes—but the person gives you a NO. A client has been with you every month for the past 6 months, but then calls you up and says they need to take the next couple of months off. The appointment you have been working so hard to set tells you to call back in 6 months. 

New call-to-actionSales managers bemoan slumps just as much as salespeople do. If you're a sales manager, you need your people hitting their numbers so you can in turn hit yours. It’s difficult to watch anyone struggle, particularly people you feel responsibility for. As the manager, you are a developer of people and of talent. You need to grow your people, and you take that job seriously.  

So how do you get out of a slump if you're in one? Here are four steps to help your salespeople break out of a slump.

Topics: sales performance sales management

5 Things Every Sales Manager Should Be Measuring

sales manager measurements analytics

The great sales managers know that if you want to see an increase in performance then you have to set expectations. But just setting expectations is never enough. You need to put a system in place where you can measure what you expect. As the management saying goes, "Your salespeople will respect what you inspect… and you need to inspect what you expect."

Topics: sales management KPIs

3 Things You Can Do Today to Engage Candidates on Glassdoor

thumbs up happy employee recruitment

Glassdoor was initially founded with the intent to improve transparency, which is part of the foundation for increasing employee engagement, but the benefit of being transparent doesn’t stop there. According to a recent Glassdoor.com study, positive online employee reviews not only enhance your overall employer brand, they directly correlate to a higher volume of candidate resumes for open positions and lower salary increases for the same job.    

Whether you're new to Glassdoor, or you've been using it to boost your employer brand for a while, make sure you do (or are doing) these three things to engage with more candidates and improve your sales team recruitment efforts.

Topics: sales management recruitment

The 5-Point Poor Performance Analyzer

poor sales performance analyzerIf you are a manager with a struggling seller, this blog post is for you!

Too often, managers place the blame of a struggling seller at the feet of the struggling seller. This is usually a mistake. There is a better way to find out what is causing the seller’s lack of performance, and it involves an analysis of the following five things:

  • Talent and Fit
  • Relationship
  • Expectations
  • Feedback
  • Compensation
Topics: sales performance sales management

Sales Management Tip: Stop Using Your Salespeople to Hit Your Budget!

sales budgetNobody likes to feel used. This is probably not a news flash, but salespeople don’t like to feel as though they are being used by their sales manager to hit their budget or bonus. I bring this up because recently, I attended an industry conference and happened to be sitting next to two sales managers discussing their second-quarter budgets and how difficult it was going to be to hit them.

The manager doing most of the talking said to the other, “I just don’t know what I am going to do. Maybe I just need to get more bodies in here and get them out selling and hitting the streets. The folks I have in here right now just aren’t getting it done for me, and I don’t want to miss hitting my bonus in Q2.”

Those who know me, know how difficult it was for me to hear this and not jump in! Instead, I decided to write this blog post and share my thinking with you.

Topics: sales management Talent coaching