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The Center for Sales Strategy Blog

Where We Can Innovate, We Can Grow.

Where We Can Innovate, We Can Grow.

If we think about the metaphor of flying a plane, we can all agree that there are some major headwinds tossing and shaking the plane around at the altitude of business right now. And yet, as Peter Drucker said, “The greatest danger in times of turbulence is not the turbulence; it is acting with yesterday’s logic.”

Often the best solution in severe turbulence is not to ground the plane or fly around in repetitive circles but instead shift the course to rise above it.

The word for 'crisis' in Japanese, 危機 (Kiki) is written with the words 'danger' and 'opportunity,' meaning that a crisis can be seen as a dangerous time but equally as a time for opportunity.

And this is certainly an unprecedented and historical time of opportunity for innovating, trying new things, thinking outside the box, and driving the growth of your organization.

Topics: sales talent growth mindset

How To Unlock The Full Potential of Your Team

How to Help Sales Leaders Improve Performance

Sales management is tough. On top of the economic uncertainties and dynamic changes in the market they need to deal with, sales leaders must also grapple with people issues like employee turnover, waning engagement, and time pressures that get in the way of onboarding, training, and coaching.

When sales leaders are especially time-starved and overwhelmed, I often share something I once heard Naval Ravikant (investor and entrepreneur) say that stayed with me. He said, “Don’t let the complexity of the world distract you from the simplicity of your goals.”

When managers focus on their goals and the strategies designed to achieve them, it can clear away the clutter in a powerful way!

Topics: sales talent growth formula 360 coaching

3 Ways to Drain Your Talent Bank

3 Ways to Drain Your Talent Bank

Talk with any manager or leader, regardless of their company, industry, or size, and without a doubt, you will find one thing they all have in common – the struggle to find great talent. Building, and maintaining, a talent bank is not for the faint of heart.

Now imagine the added stress that occurs when you’ve made a heroic effort to build a great talent bank, and it runs dry.

Topics: recruitment sales talent

5 Questions to Ask Yourself When a Salesperson is Underperforming

5 Questions to Ask Yourself When a Salesperson is Underperforming

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.

Topics: sales performance sales talent

How to Spot Sales Talent Without Asking Questions

How to Spot Sales Talent Without Asking Questions

Have you ever met a kid and know what kind of career they were made for?

I bet the answer is YES if you really think about it.

Topics: sales talent assessment sales talent

5 Ways To Recruit More Superstars

5 Ways To Recruit More Superstars

The economic downturn we are experiencing has led to increased competition and a greater need for effective recruitment. As a result, finding and hiring the best talent has become a top priority for many organizations, and it is likely to remain so for the foreseeable future.

Even companies that have traditionally received a steady flow of job applications may struggle to attract top talent in the current climate. To ensure success in your recruitment efforts, it is essential to master the basics. Here are five strategies you can use to improve your chances of attracting top talent.

Topics: recruitment talent bank sales talent

5 Way to Determine Fit When Hiring

5 Way to Determine Fit When Hiring

If you use a validated talent assessment as part of your hiring process, it’s tempting to move forward with a hire if they’re assessment quickly says “recommended.” But recommended doesn’t mean “recommended for hire.” Recommended means “recommended to move forward in the interview process.”

The Growth Formula specifies that (Talent + Fit) x Investment = Growth. Once you determine whether or not someone has the right talents for the role you’re filling, it’s equally as important to consider their fit.

Topics: sales talent hiring for culture fit

How to Know What Type of Salespeople You Have and How to Manage Talents

How to Know What Type of Salespeople You Have and How to Manage Talents

Do you ever wonder if you could be getting more out of your sales team? What if you could better understand their strengths and weaknesses and coach them to reach their full potential?

Understanding the talents of each person on your team and coaching to these talents allows you to grow the individual and the organization.

But how can you tell how a person is wired and what their natural talents are?

Topics: sales talent sales coaching

Top Sales Talent Articles of 2022

Top 2022 Articles Sales Talent

We believe that talent + training + tactics = performance, and today we are bringing you a recap of the most popular blog posts we've published in 2022 on all things talent.

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 that will publish each day this week to bring you some of the most informative content from the year.

Check out these top articles on sales talent from 2022 and let them kickstart your 2023 sales strategy.

Topics: sales talent

Set Your Team Up for Sustainable Sales Performance Going into 2023

Set Your Team Up for Sustainable Sales Performance

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.

Topics: sales performance sales training sales talent