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The Center for Sales Strategy Blog

8 Things You Should Do To Turn Talent Into Performance

turn talent into performanceAfter an interesting talent feedback call, I had spoken with a sales manager who was dealing with a challenge that most managers deal with at some point in their career. Can you identify with the following situation – and can you learn from this story?

The good news: The salesperson he is managing is highly talented. She has a lot of natural ability, and when she is engaged, she’s one of her company’s top performers.

The bad news: She is not that engaged. She is occupied with other things outside of work and seems to lack the desire and drive to succeed in her job. 

We talk a lot at The Center for Sales Strategy about putting the right people in the right jobs and we believe that when you do that, they naturally soar with their strengths. Throw a fish in the water and it swims. Put Taylor Swift on stage and she belts it out. Hire someone who is born to sell, and they sell.

Except when they don’t.  

Topics: sales performance Talent coaching

Decisions Made Easy: A Sales Manager's Strategic Cheat Sheet

sales manager strategic cheat sheetHow many decisions does a sales manager make in day? 10? 25? 50? That number probably varies, but most people would agree sales managers make a lot of decisions each day as they navigate changing conditions, corporate demands, and plenty of persuasion from their salespeople about doing what they want them to do. Better sales managers make good decisions more often than mediocre sales managers. So, how do they do that?

Topics: sales strategy sales performance sales management coaching

The Foundation of a Strong Campaign Recap

campaign recapCampaign recaps have become an expectation of doing business in the digital marketing era, but they often become a delivery report instead of reporting on the performance of a campaign. The goal of any recap should be to sell the results of that campaign in an effort to retain and grow the business. Over the years, I’ve seen some really good recaps, and I’ve seen some bad ones.

Topics: sales performance salespeople customer service

16 SPOOKY Things Sales Managers (and Their Team) Should Avoid

spooky things sales teams should avoidIt's easy for sales teams to get busy, get into a rhythm, or to get on a roll, and just do things the way you've been doing them. Sales managers can wear a lot of hats, and it can be easy when things are working to just keep them going the way they are going. Hey... nothing's wrong, right? Wrong. 

Ensure you and your team avoid these SPOOKY things to ensure everyone is effectively utilizing their time and efficiently managing their prospects and accounts. 

Topics: sales strategy sales performance sales management coaching

Don’t Be Scared! Our Experts Share Their Top Tips to Perfecting the Sales Proposal

tips to perfect the sales proposal - no surprise proposalWe know what it takes. It takes a lot of work to get to the BIG day. It's time for the sales proposal. 

Prospecting was spot on. The needs analysis meetings uncovered a clear desired business result for the prospect. And now it's time to shine... proposal time! 

Don't be scared. Ensure your hard work (or your team's hard work) doesn't go wasted by following these tips gathered from our  sales experts when creating and presenting your proposal! 

Topics: Proposal sales performance sales process

A Sales Manager's Most Costly Mistake

target account brainstormPicture this. You are seven weeks into the quarter and pacing behind last year, and significantly behind your budget. Your manager and your manager’s manager are nosing around to find out what is going on and peppering you with questions about your plan to fix this. Your sales team is growing increasingly frustrated as orders get canceled and prospects fall through. This scenario is hypothetical, of course, but perhaps you have been there. So, how does a sales manager deal with this?

Topics: key account growth sales strategy sales performance sales management coaching account list management

How to Build a Proposal that Will Close

best sales proposal templateProposals come in all shapes and sizes. Some are highly-technical and data-focused, while others are more detail-driven. Some are filled with fluff, while others are pretty worthless. The best proposals are a combination of data, solutions, and detail.

Topics: Proposal sales performance sales process sales accelerator

Five Ways to Create a Sales Culture

sales team cultureWhat is your sales culture? Do you even have one? I frequently hear from sales managers the need for a “sales culture,” but often they don’t really know what their own sales culture is or how to build one.

Topics: Management sales performance sales management sales culture Sales coaching

How the Consumer Journey Can Help You Sell More Integrated Solutions

integrated solutionsMedia sellers today have more capabilities than ever to drive results for their clients. With all of the potential options, you would think that it has gotten easier to build a solution that will drive results, right? Nothing could be further from the truth! If anything, the sheer number of solutions has made it more challenging to determine when to use what when. And with all of those capabilities, their presentations have also become longer – many filled with a multitude of product one-sheets and then a laundry list of recommended products in the recommended solution.

That is a struggle that I hear from salespeople that I work with all over the country. It’s not just determining what should be in the solution, but how to present it in a truly integrated format where it is clear why all of the components are critical to a successful result.

Topics: selling digital advertising integrated media solution sales performance Sales sales process

Why Avoiding Disruption is Stalling Your Sales Career

building your account list Salespeople work hard to build an account list. Most clients on your list have been researched, painstakingly approached, and developed over time. Maybe a few just fell into your lap. But you value them all. Sure, some may be easier to work with than others, but you have no reason to change anything. Why would you?

Because the path that leads to a larger account list is not just more clients, but better clients.

I want to share some interesting lessons I heard at the recent INBOUND18 Conference. It was one of the last sessions on the last day. The one you debate about attending, because out the window the shuttle buses are already filling up with attendees leaving for the airport. I’m glad I stayed, and want to share some of what I heard in relation to building your account list.

Topics: key account growth sales performance sales process sales pipeline account list management