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The Center for Sales Strategy Blog

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 management sales training coaching

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

Sales Training: The Illusion of a Quick Fix

Sales Training: The Illusion of a Quick Fix

These days, there's a quick fix for everything. From a 21-day diet to a 3-step skin care plan and a 24-hour credit repair, it's our natural instinct as humans to look for quick solutions to our problems. We’re impatient by nature, and we want the kind of solution that turns everything around now.

While some of these quick fixes may work in the short-run, most are not sustainable and they leave you in worse shape than you were before. Ironically, the quick fix delayed the real solution.

In our world of quick fixes for everything, we also expect a quick fix to be applied to sales. However, the best sales performance solutions combine a jump-start plan to deliver immediate results together with a long-term plan to assure sustainability. And, the long-term plan must include three fundamentals.

Topics: sales management Sales sales training

2019 Media Sales Report - What 95% of Sellers Think About Training and Development

Training and Development

All great sales managers will tell you that training and development are the cornerstones for building an exceptional sales team. The sales industry constantly changes and evolves as prospects learn and alter tactics to deal with enthusiastic salespeople. And, every salesperson needs to learn how to adapt to these changes and continue to grow in their field of knowledge.

This is why sales managers and salespeople share common ground when it comes to learning and developing new skills, but as the 2019 Media Sales Report found, there’s still room for improvement when it comes to performance.

Topics: business development sales training state of media sales media sales report

How to Make the Most of Your Next Motivational Sales Training Session

How to Make the Most of Your Next Motivational Sales Training Session

Have you ever felt pumped after leaving a sales training session, conference, or workshop, thinking about all the new, fresh ideas you can put into action to improve sales performance

A good sales training session forces you to grow and challenge yourself. Whether it’s motivational speakers or powerful content, there are several moments where we feel empowered to be better professionals, and we leave with pages of notes and quotes to live by.

But what happens next? Do you accomplish everything you said you would, or do you fall short on your expectations and follow through on less than you hoped for?

Topics: motivation sales training

Improve Your Team's 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 management sales training coaching

5 Tactics to Activate Talent and Improve Sales Performance

activate sales talent improve sales perfomanceOver the years I’ve written posts about my favorite NFL team, the Cleveland Browns. Most of my previous posts reflected on their losing ways and focused on “what not to do” as a manager.

This post is different. This post sheds a positive light on the Browns related to activating talent and tells a nice story about how a new leader transformed the same players from losers to winners by changing five things. 

Imagine that: The same players being coached (managed) differently producing significantly different results!

Topics: sales performance sales management Talent sales training coaching

What If They Leave? 3 Ways to Better Train Your Sales Staff

sales-training-manager-265882-editedCFO asks CEO: "What happens if we invest in developing our people and then they leave us?"
CEO: "What happens if we don't, and they stay?"
 
I really LOVE this "fictional" exchange. It drives a stake right through one of the arguments against training and developing your salespeople. 
Topics: sales performance sales management sales training