One of your most important jobs as a leader is to mentor and coach, but it can be one of the most difficult parts of your job if you have an underperforming seller on your team. It’s easy to think things like “they’re not working hard enough,” “they aren’t motivated,” or maybe even “it’s time to throw in the towel.”

Before you take drastic measures and place the blame on your underperformer, here are five questions to ask yourself.

• How can sales managers better communicate and express their optimistic industry outlook to engage and inspire their teams?   
• What can sales managers do to turn a less-than-ideal company culture into one that their salespeople would evangelize about? 
• What is causing such different perceptions of what the ideal hybrid model should be? 

This season on Improving Sales Performance, we’re analyzing the findings from our latest Media Sales Report. With data collected from surveys conducted in Q4 of last year, the responses from sales managers and salespeople alike will help us chart a solid path forward through the media sales landscape.  

In each episode, Matt will be joined by a rolling roster of outstanding experts from our team here at The Center for Sales Strategy.

Here, Matt is breaking down the Sales Enablement section of the Media Sales Report with VP/GM at LeadG2 by The Center for Sales Strategy, Dani Buckley, and Senior Consultant, Emily Hartzell.

Together, Dani and Emily give their take on some top questions that arise from the report, like:

• What would you tell those sellers and sales managers who feel as though their sales collateral pieces are lacking?
• What are the first features of a website that you look for in order to most easily communicate who your company is and what problems you solve?
• How would you suggest building a better bridge of communication between marketing and sales?

Click here to listen to this episode on your preferred podcast platform or keep reading as we break down the conversation from this episode. 

Tom Brady, Michael Jordan, and Tiger Woods are all known for their exceptional talent and success in their respective sports. However, they also have something else in common: they all had coaches who played a significant role in their careers.

Some might argue that it was their coaches — Bill Belichick, Phil Jackson, and Earl Woods —  who helped turn their natural talent into the greatest athletes of their sports. It's clear that even the best of the best need and value the guidance of a coach.

Providing quality content that helps our clients and visitors improve their sales performance is our goal, 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 blog posts of 2022, and we've curated these lists to bring you some of the most informative content from the year.

Check out these top blogs on the sales performance from 2022 and let them kickstart your 2023 sales strategy.

Think of sales performance as a three-legged stool. When all three legs are strong, there's nothing sturdier. But if one of the legs isn’t holding up its weight, the stool can no longer do its job.

Just as you need all three legs on that stool, so too must a sales organization have three solid legs to carry the weight of the expectations placed on it. As we get closer to 2023, ensure your team is strong in all three areas and set your team up for improved sales performance in the new year.

Unprecedented times call for different strategies. While there’s no real consensus as to what state the economy is in currently, signals point towards a potential economic slowdown either on the horizon or seeping its way into your industry. The disparate nature in impact on different sections of the economy makes for truly interesting (but mostly frustrating) times.  

Regardless of whether your prospects or clients feel an economic pinch, preparing your sellers to navigate these trends will only help you. As your clients adjust to changing currents, your team should too. 

The world runs at a rapid pace these days.

Twitter tells you in 280 characters, TikTok shows you in 10 minutes or less, and we want all the episodes of our favorite shows released all at one time!

We’re impatient by nature, and we want the kind of solution that turns everything around now, including training our salesforce. While some of these quick hits may work in the short run, most are not sustainable, and they leave you needing more, especially in the world of employee development.