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The Center for Sales Strategy Blog

The Ghosts of Managers Past

ghosts of managers pastYour new hire has had great success in the past, but they don’t seem able to hit the ground running.  You look at their talent assessment, and they should have tons of confidence and enthusiasm, but the reality is, they are a little unsure, hesitant, and they keep to themselves. What happened?! You may be dealing with the ghosts of managers past.

Topics: sales management Talent coaching

6 Hiring Scenario Mistakes and How to Avoid Them

avoid hiring the wrong personThere is nothing more impactful than adding the right seller to your team. Conversely, there is nothing more impactful when adding the wrong seller to your team!

Here’s a list of six scenarios managers find themselves in when hiring sellers that lead to hiring the wrong person, plus things managers can do to avoid them.

Topics: hiring salespeople Talent

Looking for Talent in all the "Wrong" Places

looking for superstar sales talentA recruiter walks into a bar, a church, and a mall…

No, that's not the opening line of a mildly inappropriate joke, it's where you need to go to find superstar talent. No, I'm not kidding. 

Let me guess, you've been recruiting from your competition for years, right? How is that working out for you? Wait, don't tell me. You don't need to. I hear the complaints from sales managers every day from every part of the country. It doesn't matter if you are in one of the largest markets or one of the smallest, finding great, talented salespeople is TOUGH! 

Topics: hiring salespeople sales management Talent

There's a Huge Difference Between Hiring and Recruiting

recruiting.jpg

Your sales team determines the success or failure of your operation.

This shouldn't come as a surprise to you, but if you're like other sales managers, you don’t start looking for new sales candidates until one of your salespeople leaves the company.

By then, it’s too late. You'll have to scramble to fill the role.

This chaos will often result in you rushing to find the right person or settling for someone who is just “good enough.” These hasty hiring decisions don't solve anything. You still need a great salesperson, and the person you just hired isn't likely to be that.

Topics: hiring salespeople sales management Talent

One Tip to Help Recruit Top Sales Talent (VIDEO)

 

Topics: hiring salespeople sales management Talent

Are These Three Things Affecting Your Sales Revenue?

improve sales revenueMost sales organizations are dealing with some hidden constraints that negatively impact revenue and cash. Here’s a list of the three most common, plus solutions to eliminate them.

Topics: hiring salespeople sales management Talent

One Thing You Can Do to Become a Better Leader

become a better leaderWhat if your greatest opportunity to grow as a leader was right in front of you every day? Your team may hold the key to unlocking new opportunities for your professional development, and there is one simple thing you can do to make sure you don’t miss out on information that could make you better. Ask for feedback.

The best leaders feel there is always an opportunity to grow, so they consistently ask for feedback on their performance. A study of more than 50,000 executives done by leadership development consultants Jack Zenger and Joseph Folkman, found that "Leaders who ranked at the top 10% in asking for feedback were rated, on average, at the 86th percentile in overall leadership effectiveness." Bottom line – asking for feedback can help you become a better leader.

Topics: Management sales management Talent

What Do Your Salespeople Think of You as a Sales Manager?

sales manager coaching sales teamDo other people really see you for who you are? Are you maximizing your natural strengths in your work? It’s often hard to know!

I recently worked with a sales manager in our Executive Coaching program and helped him get to the bottom of how he was perceived by his sales team. It was an incredible discovery, and I think you will find the story both interesting and useful.

Topics: sales management Talent

Management Secret: You Can Change the Behaviors of Others by Simply Changing Your Own

sales management secret - change behaviors of teamWouldn't it be great if you could snap your fingers and change the behaviors of those you manage? Well... maybe... but you can't. Since you can’t directly change the behaviors of others, it is vital that you concentrate on changing your own behaviors. This will make the biggest difference in your relationships with others and will help propel them to success. 

This isn’t some top-secret tip that we've been hiding all this time, but it is an important one to keep at the forefront as you move into a new year and evaluate your management style. Think about this, "Are you conscious of your own behavior and how it's perceived by those you manage?"

Topics: Management sales management Talent coaching

Top Articles of 2018: Talent

best blog posts on talentWe believe that talent + training + tactics = performance, and today we are bringing you a recap of the most popular blog posts we've published in 2018 on all things talent.

Providing quality content that helps our clients and visitors improve their sales performance is a goal of ours, 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 2018, 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 talent from 2018, and let them kickstart your 2019 sales strategy.

Topics: Talent