The Center for Sales Strategy, on December 14, 2023
Too many sales organizations don't have an Account List Management Strategy (ALMS) or they have one that provides little strategic value. In mature businesses, the lack of a priority-based ALMS is often tied to the following:
Shaye Smith, on November 9, 2023
Sales managers, let’s be honest… it’s hard to watch a salesperson that seems to be flailing in shallow water when they are on a prospect or client call. However, if you take a step back, you realize they are probably going to find their feet and be able to stand up and be fine.
Recently, I attended one of The Center for Sales Strategy's Talent Focused Management workshops led by Matt Sunshine (CEO), and I walked away with a few reminders.
Alina McComas, on September 18, 2023
Implementing the right sales performance measures is crucial for success.
While there is little doubt in the minds of sales leaders that measurement is important to drive results with their salespeople, I often find the focus is too wide or shifts based on any change.
In other words, tracking everything doesn’t help you to see what is truly impactful, and improvement in performance only comes when you measure the same performance measures over time.
Susan McCullin, on September 11, 2023
Why am I obsessed with quarterly reviews?
It's quite straightforward. Clients who implement them almost always gain a clearer understanding of what each Account Executive (AE) needs to succeed. And AE’s who actively participate in them, coming prepared with a review of the last quarter’s performance and a plan for the upcoming quarter, are more engaged and prepared for success than those who don’t.
The Center for Sales Strategy, on September 7, 2023
In this fast-paced environment. distractions are inevitable. Emails pile up, urgent issues arise, and salespeople often find themselves pulled in multiple directions at once. It's easy to let these distractions derail us from our most important sales activities - developing new high-potential accounts.
Many refer to these distractions "the rats in our heads." They gnaw at us constantly, invading our mental space and eating up valuable time we should spend on productive business development. The "rats" can be loud and frenzied, making it hard to stay focused.
But we can regain control. Here are some strategies to share with your sales teams to keep the rats at bay.
Susan McCullin, on September 5, 2023
Top sales people work with their clients to drive organizational success. Sales Leaders should do the same with their top sellers. Treat them like you would a top/Key account, and they will want to thrive in your organization for many years to come.
Sales leaders play a pivotal role in driving success. Not only are they responsible for meeting revenue targets, but they are also charged with the task of managing, developing, and retaining top sales talent.
Alina McComas, on August 10, 2023
As a sales manager, imagine how much better your life would be if you were consistently able to:
These elements are important, and delivering one or the other is not an option. When you have a healthy sales pipeline that is regularly monitored, both can be easy to achieve.
Matt Sunshine, on May 22, 2023
Sales is the backbone of any successful business, and with technological advancements, it has become even more critical to stay ahead of the curve.
Artificial intelligence (AI) has revolutionized how we approach sales, providing businesses with the tools they need to improve their team's performance and boost revenue. Mastering the art of sales with AI requires a combination of best practices and strategies that can help businesses stay competitive in today's fast-paced market.
Whether you're a sales manager looking to improve your team's performance or a business owner seeking to increase your bottom line, this guide will provide you with the insights and strategies you need to master the art of sales with AI. From leveraging data analytics to improving customer engagement, let’s explore the best practices and strategies to help you take your sales game to the next level.
The Center for Sales Strategy, on May 2, 2023
Have you ever experienced having to answer the same questions twice during a doctor's appointment?
It’s frustrating, but it can also make us reflect on the questions we ask our prospects. Are we asking the right questions to make us think deeper if it were our own business?
Even the most experienced salesperson can overlook the importance of being highly prepared for the initial needs analysis. To address this, you can start implementing "The 5-Phase Hourglass Needs Analysis" for all new business calls and existing clients you want to grow.
Beth Sunshine, on April 20, 2023
Ask any top seller who has been around for a while, and they’ll tell you that most people are not born and built for sales. It’s a tough field, and it requires a very specific set of talents.
Think of your talents as your hardwiring.
Your innate thoughts, feelings, and behaviors are set at a very young age, and once they are hard-wired, your knee-jerk responses remain pretty consistent over time. If you were highly competitive as a kid, you’re probably still highly competitive.
In other words, if you couldn’t resist rising to a challenge on the playground (“I bet you can’t jump high enough to touch the top of the fence”), you are probably just as likely to do the same today (“I bet you can’t increase your new business development by 10% this year.”)
