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The Center for Sales Strategy Blog

Trust-Building Questions to Ask in the Workplace

Trust-Building Questions to Ask in the Workplace

Have you ever participated in a trust building exercise?  They have been the craze for years.  There have been a few fun ones, like Escape Rooms, but there have also been a few you wish to forget, like “trust fall.” Seriously, who enjoys blindly falling backwards hoping someone will catch us?!   

Team building exercises are a great way to form relationships and build reciprocity. But developing trust takes timemuch longer than one afternoonand activities alone are not how a foundation of trust is established. Building an effective team starts by asking thoughtful questions. Those questions spark conversation, providing team members an opportunity to share bits of information about themselves, and over time, leading to more trust and engagement—improving team productivity along the way.

Topics: sales performance company culture employee engagement

Do You Have a People Problem or The Wrong Sales Structure?

Do You Have a People Problem or The Wrong Sales Structure

How do you know if you have a sales structure problem? Too often, sales organizations are evaluated single-handily by their results. If your company isn’t hitting targets and sale goals aren’t being achieved, the blame falls on not having the right salespeople. But, is the source of lost revenue really a “people” problem?

Underperformance is easily blamed on salespeople because data often helps support the claims. However, while we always seek to improve the performance of sales teams, there are a few indicators that show you may have more than a people problem.

Topics: sales performance IMPACT

Sales Enablement in Real Life [VIDEO]

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Sales enablement. Is it a buzzword or just a misunderstood word?

DEFINITION OF SALES ENABLEMENT: Sales Enablement encompasses the technology, strategy, processes, and content that empower sales teams to sell smarter and faster. It’s about providing salespeople with what they need in order to successfully and strategically engage the buyer throughout the buying process. Why wouldn't you want it?

Topics: sales performance sales process sales enablement

Effective Feedback for Sales Performance

feedback for sales performanceTop-performing sales managers are on top because they are continually finding ways to encourage their team to be more productive. Constructive feedback is vital to ongoing development. In fact, In fact, the 2019 Media Sales Report found that 95% of salespeople said that learning and development are important to them.

Almost every sales organization has various types of sellers. There are the 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 performance sales management Talent

Are Your Sellers Prepared for the Economy to Reopen?

Are Your Sellers Prepared for the Economy to Reopen

Perhaps the most anticipated grand opening of all times is occurring at various levels across our land right nowand it is joyous to see. But to say things are not quite returning to normal yet would be a great understatement. 

Most businesses are still adapting to the environment. Many are operating without key segments that were profitable just a few months ago or inventing new offerings in response to the changes we’ve all experienced.  Just as our clients are rethinking how they approach the market, so should your sales team.

Topics: sales performance COVID19 Resources

4 Ways for Salespeople to Gain Respect

4 Ways for Salespeople to Gain Respect

“Respect is a two-way street, if you want to get it, you’ve got to give it.” - R.G. Risch

Aside from lowering prices, releasing better products, or providing superior service, there's something else that your salespeople can do to improve sales performance. A sales professionals livelihood depends largely on the levels of trust and credibility they build with prospects and clients.

The more respect you command, the higher close ratio you will have. Additionally, the higher the degree of trust you establish, the less the need to negotiate. Getting that first appointment with a new business prospect is difficult because most sellers don't take the time to establish trust and create value in the mind of the prospect.

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

20 Motivational Videos for Your Sales Team

20 Motivational Videos for Your Sales Team

Stressed? Anxious? Unmotivated?

Everyone requires motivation. And, your sales team is no exception as they strive to keep up performance, reach goals, and deliver results. The constant pressure (combined with adversity and uncertainty) is physically and mentally draining.

Motivation is crucial for performance. The real purpose of a motivational speech is to get the recipient, to do something differently, because the speaker has got you to think differently. Browse through our list of 20 motivational videos, watch a few, and share the list with your team.

Topics: motivation sales performance sales management COVID19 Resources

10 Ways to Increase a B2B Salesperson's Productivity

10 Ways to Increase a B2B Salesperson's Productivity

The job of a sales manager is a challenging one. One of the biggest challenges they face is how to keep their salespeople motivated and producing quality results.

Some of the best ways to help salespeople become more productive doesn't include spending a fortune or sending them through another training class. A few of the best ideas are ones that help to reduce administrative burdens and increase time in the field or on the phone. 

Topics: Management developing strengths sales performance

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

Developing and Using a Talent Bank Will Improve Sales Performance

Developing and Using a Talent Bank Will Improve Sales Performance

Take this five-question quiz to set the foundation for this blog post—simply answer agree or disagree.

1. I interview sales candidates every week, even if I don’t have openings on my staff. AGREE-1

2. I find my best sales candidates when I’m under the gun and have openings on my staff. AGREE-1

3. I move out underperforming sellers often because I keep a talent bank of qualified prospects.AGREE-1

4. I am a proactive recruiter, always looking for, and evaluating talent.
AGREE-1

5. I often tell candidates that I’m interviewing even though I don’t have a position open.AGREE-1

If answered disagree to the majority of these questions; continue reading this post.

Topics: sales performance talent bank sales talent