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The Center for Sales Strategy Blog

10 Tips to Help You Find Superstar Sales Talent (VIDEO)

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When sales managers are working to build their talent bank with qualified candidates, it's not easy. Couple that with your desire to have the very best sales talent in there, it gets quite a bit harder. 

Topics: sales management Talent recruitment

Effective Feedback for Sales Performance

feedback for sales performanceThe top-performing sales managers in business are on top because they are continually finding ways to make their team produce even more. The number one way to do that is by providing effective feedback to their employees. 

Almost every sales organization has their highest performers who are needed even more after they reach their goals, their average performers that are “make or break” depending on the month, and the low performers who are a drag on achievement. There is an important technique that can give you a big boost with all of the above: Feedback. 

Topics: sales management Talent

4 Ted Talks You Should Show in a Sales Meeting

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If your sales meetings are typically just focused on reviewing the budget pacing numbers and other housekeeping notes, then WOW are you missing a great opportunity. Sales meetings are a great place to do sales training or sales warm ups. While most sales managers agree with this, they often share that one of the reasons they don’t do that sort of activity is that they don’t have time to prepare. Clients of the Center for Sales Strategy often use one of the “sales meeting kits, ” but not everyone has that available to them. So if you are looking for some content to enliven your next sales meeting, here are four TED talks that we recommend.

A summary is provided so you can get an idea of what each talk is about.

Topics: successful sales meetings sales management

How to Transform Weekly IFM's from Time Wasters to Performance Improvement Meetings

valuable ifm meetingSales managers know that if they want salespeople to have a healthy sales pipeline, they need to have a balance between proactive, upstream sales activities, and reactive, day-to-day tasks.

Topics: sales management coaching

8 Historic American Leaders and Why They’d Make a Great Sales Leader Today

great sales leader qualities from american historic leadersTomorrow is the 4th of July, or Independence Day. It's a day that we as Americans reflect on our freedom, our heritage, and our history. In honor of this, we asked a few of the CSS team to chime in for this post. We asked, "If you could pick one historic American leader that would make a great sales leader today because of their strengths and talents, who would it be?" Here's what they said. 

Topics: holiday sales management leadership

Recruit a Sales Superstar Using an Employment Value Proposition

recruit superstar seller with employment value propositionWorld-class managers know that adding a sales superstar to the team is a great way to improve sales performance. They also know landing a superstar seller involves a recruitment process just like it does for a top-performing college football team (go figure, teams like Alabama and Clemson win national championships after they compile great recruiting classes).

Superstar sellers know they are good and should be treated accordingly.

As part of your recruitment process, it is important to know—and effectively communicate—your Employment Value Proposition (EVP). 

Topics: sales management Talent recruitment

In-Field Coaching Tips that will Increase Productivity and Performance

sales coaching tips for in-field coachingGreat salespeople always want to improve. Show them that you are more than someone that manages and holds them accountable. Be a coach by helping them develop their skills on sales calls so that they can continually strive to do better and be even more successful.

Schedule in-field meetings that are focused on how you can help your salesperson perform better on face-to-face calls. 

Topics: sales management coaching

Seller Not Setting Appointments During Field Coaching Days? Do This.

sales calls appointmentsIn a previous post, A Step by Step Guide to Coaching Salespeople, I provided a guide on how to coach sellers. Some sellers find it a challenge to schedule quality appointments during their scheduled coaching days. Here are some things you can do to fix this problem. 

Is the purpose of your in-field coaching plan clear?

It’s natural that if a formal schedule of field coaching is something new, salespeople may at first be suspicious of your real intent. Be certain to communicate the purpose of your field coaching work by letting them know:

Topics: sales management coaching

4 Things Sales Management Should Do to Improve Sales Performance

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Recently, I spoke to a sales management group on four things that they can do to improve sales performance, and this is what I shared with them.

1. Recruitment

Always be recruiting. 24/7. 365. The battle for top sales talent these days has never been harder. You always have to be recruiting. Not just when you have an opening.

Topics: sales performance sales management coaching

A Step-by-Step Guide to Coaching Salespeople

sales-coaching-in-fieldThe best managers know spending time in the field coaching sellers is an important part of developing salespeople (and improving sales performance). Here’s a step-by-step guide to use the next day you are in coaching mode.

Topics: sales management coaching