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The Center for Sales Strategy Blog

Set Your New Hire Up For Success: How to Build the Kind of Relationship That Will Lead to Stronger Sales Performance

sales-manager-training-new-sales-hire-347801-editedThis is the second post in a four-part series on how managers can set new hires up for success. You can view the previous post on maximizing strengths and working around weaknesses here. 

The very best managers I work with understand the importance of growing solid, working relationships with their people, and they start working on those relationships even before their new hire’s first day on the job. Not all managers take this approach - many people feel their boss does not care about their success. According to a recent Monster poll, 72% of respondents said they do not feel like their manager or supervisor is interested in their job growth. Yet, caring about people and developing good working relationships with direct reports, is one of the best ways to boost sales performance.  

Topics: hiring salespeople Management developing strengths sales management Talent

Set Your New Hire Up For Success: How to Maximize Their Strengths and Work Around Their Weaknesses

set new sales hire up for successThis is the first post in a four-part series on how managers can set new hires up for success.
 

Onboarding new employees the right way is crucial in retaining them long-term.

According to an Aberdeen Group study, 86 percent of respondents felt that a new hire’s decision to stay with a company long-term is made within the first six months of employment. So you want to ensure you provide a challenging, but rewarding, experience that first six months and get it right immediately out of the gate! There are a few things you can do before and after your new hire’s first day to set them up for success and retain them.

Topics: hiring salespeople Management developing strengths sales management Talent

Know Your Talent "Must-Haves"

talent bankSCENARIO:

Your top-performing, seasoned seller just turned in their notice. You are prepared because you were diligent and have a full talent bank with well-qualified candidates. But even with all of this prep, you realize how overwhelming the task of examining the candidates in your talent bank can be.

Where do you start? The job title is the same, but the challenge is different each time.

Topics: hiring salespeople sales management Talent

The Best New Hire Gift: Clear Expectations + Realistic Goals

new hire expectations and goals for onboardingWhen onboarding new hires, managers have a lot of things to think about. What is the onboarding plan? Will there be pre-boardingWho will train them? Who do they need to meet and who will show them around and introduce them to the office, co-workers, etc.?

But just as important, what is your new hire’s onboarding plan? If they walk in and have no plan and no goals, chances are they will struggle to find success in their new role. Some new hires will start day one with a clear plan or will have a plan and goals set within a few weeks, but some will need help and guidance in this area.

The Best New Hire Gift: Clear Expectations + Realistic Goals

Topics: sales management Talent training sales training onboarding

4 Habits of Highly Successful Sales Managers Who Retain Their Top Performers

habits of highly successful sales managers retain top performersSCENARIO: For the first time in a long time, you have sales positions open, but the most talented salespeople likely are already employed elsewhere. 

Well, this scenario is one managers often find themselves in. 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. 

4 Habits of Highly Successful Sales Managers Who Retain Their Top Performers

Here are four things that highly successful sales managers consistently spend time and intentional energy on to retain their top performers.

Topics: employee retention Management sales performance sales management Talent sales training

15 Things Every Great Sales Manager Knows

great sales managerI may have the greatest job in the world. Seriously! Here’s what I do every day: talk with people who are actively engaged in sharing important information with me, figure out what makes those people “tick,” work with sales managers to understand the talents of the people they are interviewing, help them to hire the very best people for the job, focus on the unique strengths of individuals, and help managers to coach their direct reports to become wildly successful. It really doesn’t get much better than that.

And best of all, I have the privilege to work closely with some of the greatest managers out there. After all these years, I can tell you that there are 15 things that every great manager knows. 

Topics: hiring salespeople sales management Talent Sales

5 Movies that Teach Us about Talent Development

sales strategy lessons from moviesToday, we are taking our sales strategy lessons from the pages of pop culture, and we're talking movies. Grab your popcorn and find a comfy seat, because we’re heading to the movies!

Topics: Management sales performance sales management Talent Sales sales training coaching

We Interrupt This Blog To Bring You Something We Are Serious About: Our People!

At The Center for Sales Strategy, we are serious about and committed to delivering quality content to your inbox Monday-Friday, but today, we'd like to pause and bring you something that's even more serious: OUR PEOPLE! 

Topics: Talent

The 8 Talents Every Salesperson Needs to Succeed

girl scout cookie world record salesHave 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 put in about seven hours every day selling cookies. So she rested on weekends, right? Nope. She put in 12 hours a day on the weekends! Since then, she's sold a record of 100,100 boxes of girl scout cookies in her seven years as a girl scout. She’s certainly got stamina and focus.

"I actually decided last year I wanted to beat the world record, and at the beginning of my sale my goal was 18,100. When I got to that goal, I raised it to 20,000. And then when I got to that, I went on to 21,000," she explained to a national TV audience in 2014. So Katie’s a goal-setter—and reaching a goal just motivates her to set a higher goal.

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

If you think she was taught all that—all that stamina, focus, goal-setting, inner motivation, healthy ego, rapidly learning, not to mention that ability to persuade and close—it’s time to reset your coordinates. These are talents, and talents are innate. Katie was born that way, and fortunately, her talents were fostered not quashed. Katie is exceptional, as are all talented people.

No parent, no teacher, no coach can train someone to behave in those ways. Talent cannot be taught or learned, but it can be identified, measured, and fostered. That’s what the best managers do.

Topics: sales performance sales management Talent sales training

6 Creative Recruiting Ideas to Help Keep Your Talent Bank Full

sales-team-talent-bankManagers often reach out to us looking for creative ways to recruit people to their companies. Unfortunately, most wait until they are in need, when in reality, consistent searching and recruiting to keep their talent banks full would not only prepare them for the future, but also save them money and time when the time comes to fill a position on their team.

Topics: hiring salespeople sales management Talent talent dashboard