<img height="1" width="1" style="display:none" src="https://www.facebook.com/tr?id=585972928235617&amp;ev=PageView&amp;noscript=1">

The Center for Sales Strategy Blog

Sales Leadership: Are You a Boss or a Leader?

Sales Leadership Are You a Boss or a Leader

“People don’t leave jobs; they leave managers.”

“I quit.” It’s what a record-breaking 4,478,000 workers told their employers in August 2019. The reasons for quitting varied from compensation to lack of engagement, but one in two employees left their job to get away from their manager.

At one point in our life, we’ve all worked under a superior that could make or break our day. When it comes to sales leadership, there’s a big different between being a boss and a leader. Which one are you?

Topics: sales management leadership sales talent

Leadership: More Teaching, Less Telling [VIDEO]

Matt-MoreTeachingLessTelling

As a sales manager, how can you do more teaching and less telling?

It's not uncommon for salespeople to get frustrated when the only thing they hear from their sales manager is that they need to have more activity, increase the number of asks they have, and boost the dollar amount of the asks they have. Salespeople know this. They want to be taught how to do that. They want training and teaching, and not just telling.

Topics: sales management sales training coaching

6 Steps to Stop Your Leaking Sales Bucket

6 Steps to Stop Your Leaking Sales Bucket

We can all agree that it's easier to fill a bucket when it’s not leaking from the bottom. Seems like a pretty good rule of thumb.

In the context of managing sales revenue and keeping that bucket completely full, things can become pretty difficult when you spring a leak! We need to spend more and more time dumping new business in just to keep a minimum level insideand that is exhausting.

Topics: sales strategy sales performance sales management Sales

7 Traits Great Sales Managers Possess - As Told by GIFs

Sales managers are superheroes that possess special traits that help them save the day and lead their team to improved sales performance. Here's a few traits that stand out most about these savvy business leaders (as told by GIFs). 

Topics: sales management Talent

5 Daily Phrases Great Sales Leaders Say

5 Daily Phrases Great Sales Leaders Say

What we say and how we say it matters. The language used with prospects impacts your capability to excite and encourage them about the deal at hand. Certain words prompt predictable behavior, and every word or phrase you choose to use will generate an emotional response.

Sales leaders who understand the psychology of communication and language learn to upgrade their vocabulary quickly. They discover the right words and phrases that help develop positive associations with their brand, products, or services. To be an effective leader, you need to think, act, and talk like a leader—here’s how.

Topics: sales management sales managers sales phrases

20 Bold Sales Predictions for the 2020s

20 Bold Sales Predictions for the 2020s

The world of sales has rapidly changed as new technology evolved and became more accessible to businesses and sales teams. Over the last decade, the major trends in sales have included ideas like inbound marketing, social selling, and implementing sales enablement tools.

From companies becoming more intentional about building a culture of engagement to sellers mastering the art of shared-screen conversations, predictions in sales trends for the next decade take a slightly different approach. Improving sales productivity and the overall sales process are still top priority — but there’s more! Here are our predictions for the next ten years in sales, sales management, and sales marketing trends.

Topics: sales management Sales

Top Articles of 2019: Sales Management

Best 2019 Sales Management

As we get closer to the New Year, we are taking some time to reflect on 2019 and the success we've seen our clients achieve. While many are enjoying this special holiday with family and friends, we're bringing you a recap of the most popular posts we've published in 2019. 

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 blogs of 2019, and we've curated these lists that will publish each day this week to bring you some of the most informative content from the year. Check out these top blogs on sales management from 2019, and let them kickstart your 2020 sales strategy.

Topics: sales strategy sales performance sales management coaching

Be Like Mike: The Power of Practice for Improving Sales Performance

Power of Practice to Increase Sales Performance-1

Besides being arguably some of the best athletes ever, what do Michael Jordan, Tom Brady, and Tiger Woods have in common?

They’re all, or were, known for being the hardest workers during practice. Jordan and Brady were famous for being the first on the court and practice field and the last to leave. Tiger hit thousands of golf balls on the range every day. They began their careers practicing hard and with a mindset that they would get out of the game exactly what they put into it.

Persistence, discipline, competitive spirits, drive, and resilience — athletes and salespeople share a lot of common traits. However, one noticeable difference is that salespeople rarely practice or rehearse.

Topics: Needs Analysis sales management

Sales Training: The Illusion of a Quick Fix

Sales Training: The Illusion of a Quick Fix

These days, there's a quick fix for everything. From a 21-day diet to a 3-step skin care plan and a 24-hour credit repair, it's our natural instinct as humans to look for quick solutions to our problems. We’re impatient by nature, and we want the kind of solution that turns everything around now.

While some of these quick fixes may work in the short-run, most are not sustainable and they leave you in worse shape than you were before. Ironically, the quick fix delayed the real solution.

In our world of quick fixes for everything, we also expect a quick fix to be applied to sales. However, the best sales performance solutions combine a jump-start plan to deliver immediate results together with a long-term plan to assure sustainability. And, the long-term plan must include three fundamentals.

Topics: sales management Sales sales training

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