Stephanie Stoll, on September 27, 2022
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.
Matt Sunshine, on August 22, 2022
Companies that invest in sales training are considered 57% more effective than companies that don't. When it comes to selling a product or service, teaching workers sales training may be more beneficial than you thought.
Sales training is when you teach your employees skills and techniques for creating sales opportunities. When done correctly, sales training can boost your business' revenue. Failing to train your workers in adequate sales training can lead to negative customer experiences.
But it all comes down to this: How do you make sales training enjoyable for your workers?
Matt Sunshine, on April 21, 2022
This post was originally published on Business.com.
Top sales managers don't just look for candidates when they need them — they keep in contact with potential team members to build an internal pipeline of interested and engaged salespeople.
The best products and services in the world don't hold up a company if no one buys them.
Most companies depend on salespeople to bridge the gap between production and purchase. When high-performing sellers leave, sales managers scramble to fill their roles. In the ensuing chaos, they usually hire the first competent person to walk through the door.
The Center for Sales Strategy, on February 24, 2022
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.
The Center for Sales Strategy, on February 17, 2022
SCENARIO: For the first time in a long time, you have sales positions open, but the most talented salespeople likely are already employed elsewhere.
Even the most successful sales managers can find themselves in this situation if they aren't intentional with their management practices and focused on retention.
Recruiting and filling your talent bank is important. Even so, don't lose focus on the effort it takes to retain top talent. There’s always a strain on your resources when you try to scramble to fill a vacant sales position, but it’s a double-whammy when the vacancy is left by your superstar performer.
Matt Sunshine, on January 6, 2022
All sales managers know that it’s important to have a full staff of salespeople in order to hit your goals. But you know how risky and ineffective it is simply to hire anyone who can fog a mirror. It’s essential to hire only the right people.
When searching for the right talents, skills, and experience, strong sales managers recognize that talent is primary.
The Center for Sales Strategy, on August 23, 2021
You've met with a prospect several times — and this person also happens to be the CEO of the business. Score!
You've built a great rapport, they've shared challenges with you, and you've developed the perfect solution. You're really getting excited about the opportunities that are unfolding!
It's all going perfect, until you hear...
The Center for Sales Strategy, on April 13, 2021
When you start a new sales job, there’s always a transition that includes many different learning curves. You learn how to embrace a new culture, learn to meet the expectations of new leadership, take on new functions within a sales job, and then there's the social pressure.
One of the best ways to ease the pain of transition is to offer new sales hires training—training in areas that help introduce skills needed or training for existing salespeople to enhance skills they may have already developed but can always improve.
The Center for Sales Strategy, on March 3, 2021
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.
Matt Sunshine, on February 3, 2021
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:
