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The Center for Sales Strategy Blog

Improving Sales Performance | Media Sales Report | Sales Training and Development

ISP Esp 13-1

Throughout season 2 of the Improving Sales Performance Series, we’ve focused on the data and analysis of the 2020 Media Sales Report.

In this episode, John Henley, Managing Partner at The Center for Sales Strategy, and Greg Giersch, Vice President of Client Experience at The Center for Sales Strategy, join Matt Sunshine to discuss the data from the Media Sales Report surrounding the analysis of the sales training and development data.

You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published. Or keep reading for a brief overview.

Topics: sales performance sales training

Improve Sales Performance with These 4 Words [VIDEO]

Matt-Train-Rehearse-Coach-Measure

Often, clients come to us when their sales are not where they want to be, and the first thing they say is that they need us to come in and do sales training.

Yes, sales training will help, but alone, it won't be the only thing that helps improve sales performance. 

In this video, I discuss four words you need to remember to help your team improve sales: 

  • TRAIN
  • REHEARSE
  • COACH
  • MEASURE

Topics: sales performance sales training

Are You Training for the Right Reasons?

Are You Training for the Right Reasons

To start something at the beginning and complete it (in order) to the very end is seen as a virtue. Linear thinking is logical, and experts say that most of us in the western world rely on it 90% of the time. But don’t let that limit you into believing there's always just one path to the best result.

What result do you want from sales training? To say the team completed all the courses or learn to sell smarter or faster?

Topics: sales process sales training

The 8 Talents Every Salesperson Needs to Succeed

The 8 Talents Every Salesperson Needs to SucceedHave you ever heard about Katie Francis, who shattered the 30-year-old world record by selling 21,477 boxes of Girl Scout Cookies in 2014?

On weekdays, Katie worked seven hours a day selling cookies. On weekends, she put in 12 hours a day. What started as a goal of selling 18,100 boxes, quickly raised to 20,000, and then to 21,000. Katie’s a goal-setter — and reaching a goal just motivates her to set a higher goal. She sold a record of 100,100 boxes of girl scout cookies in her seven years as a girl scout.

To be successful in sales, Katie quickly learned you can't take "no" personally. This young lady has a solid ego that rejects rejection along with an agile mind that readily learns and adapts.

Topics: sales performance sales training sales talent

Set Your Team Up for Sustainable Sales Performance Going into 2021

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 2021, 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

4 Focus Areas for Sales Training Right Now

4 Focus Areas for Sales Training Right Now

The realities of COVID-19, coupled with legacy sales issues, are making it more difficult for sellers to set appointments with new business prospects. Problems inhibiting a seller’s access to decision makers like a lack of trust have been compounded by the uncertainties of the current business climate. The bottom line, already a tough job, is now even more difficult.

Simply put, helping sellers develop expertise in the Identify and Connect steps of the sales process is needed and will provide a high ROI on training time. Specifically, improving skills related to finding prospects and setting appointments will increase the number of prospects in the sales funnel and lead to cash!

Topics: sales training IMPACT

Why Sales Training is Even More Vital During Times of Change

Why Sales Training is Even More Vital During Times of Change

When dealing with severe levels of change, it’s natural to reign in and hyper-focus on the activity we feel is most essential to surviving and thriving in that environment. In sales, that core activity would include things like the need to continue identifying quality prospects, connecting with decision makers, and discovering their needs and desired business results.

Activity is important, but a knee jerk reaction to keep approaching those activities the way you always have will not be effective when business cycles are at their most volatile.

Topics: Needs Analysis sales process sales training

Leadership: More Teaching, Less Telling [VIDEO]

Matt-MoreTeachingLessTelling

As a sales manager, how can you do more teaching and less telling?

It's not uncommon for salespeople to get frustrated when the only thing they hear from their sales manager is that they need to have more activity, increase the number of asks they have, and boost the dollar amount of the asks they have. Salespeople know this. They want to be taught how to do that. They want training and teaching, and not just telling.

Topics: sales training

Retain and Grow Top Performers with a Development Plan

Retain and Grow Top Performers with a Development Plan

The top organizations in any marketplace place a high value on their people because they are the foundation on which success is built. They place an even higher value on managers who can develop top performers. Yet, all too often, business leaders hire people they believe in and sit back to see what they can do.

Topics: business development sales training recruitment sales talent

Sales Manager's Takeaways From Talent Training

Sales Managers Takeaways From Talent Training

The majority of participants that attend a “typical” training program or workshop will forget 70% of what they were taught within two weeks. Our goal for the Talent Focused Management (TFM) workshop is to provide clients with strategies and tactics that they can actually put into practice immediately.

Here are some takeaways from sales managers that will enlighten The Center for Sales Strategy (CSS) clients, as well as others, as to why —and how—not all workshops are created equally.

Topics: sales training sales talent