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The Center for Sales Strategy Blog

5 Ways to Reduce High Turnover Rates

5 Ways to Reduce High Turnover Rates

From prospecting clients to making the pitch, it’s the sales team that brings your business profits. When you work in a profession where quarterly quotas and revenue goals need to be met, you can’t afford a high turnover rate.

When meeting with clients, how often are they experiencing sales problems that are often due to extreme turnover on their sales team? There are multiple reasons behind sales rep turnover, one of the biggest being ineffective sales managers. Other reasons range from poor company culture and inadequate pay to lack of training.

A modest amount of turnover is expected. Plus, it’s good to bring on new people with different perspectives, ideas, and capabilities. However, turnover rates near 35% can be costly and reflect poorly on your organization in more ways than one.

Topics: hiring salespeople Talent reduce turnover

Stop Working So Hard And Sharpen Your Axe!

 

Stop Working so Hard! And Sharpen your Axe.

If I had eight hours to chop down a tree, I’d spend six hours sharpening my axe.

-Abraham Lincoln

Abraham Lincoln's productivity secret was to work smarter rather than work harder by simply using sharper tools to get the job done more efficiently. Inefficient tools waste your time and energy, and simply knowing what to do is never enough. It’s the matter of actually doing it that makes all the difference.

Great leaders grow themselves and their organizations by deliberately managing the present, letting go of old beliefs and behaviors, and purposefully creating a future by adopting new practices.

So, how does Honest Abe's philosophy apply to sales management today? 

Topics: new business development Management Talent Sales

Employee Burnout: Signs, Causes, Prevention

Employee Burnout Signs, Causes, Prevention

What image comes to mind when you hear the words “burnout?”

Burnout is defined as an individual’s response to chronic emotional and interpersonal stressors within the workplace. It doesn’t simply happen from being bored or from working too many hours.

Studies increasingly indicate other factors are behind this work epidemic and employee burnout has reached record levels. It’s so common that people in all industries and in all positions are susceptible to burnout.

Being able to spot employee burnout and prevent it is essential if you want to maintain a positive work environment and keep the best talent on your team.

Topics: employee retention Talent employee burnout

Create Raving Fans Out of The Job Candidates You DON’T Hire

How to Create Raving Fans Out of The Job Candidates You DON’T Hire

Did you know that 60% of job seekers report having had a poor candidate experience in their job hunt? And, even worse, according to Career Arc, 72% of them shared those bad experiences with others (often on social media)! Ouch!

Are you burning bridges with your interview process? If so, it’s time to make a change so you can protect your company culture and image.

Topics: Talent company culture sales talent assessment

3 Tips to Increase Productivity and Improve Sales Performance

3 Tips to Increase Productivity and Improve Sales PerformanceDo you often struggle with time management?

Do you always have way too much to do?

Do you ever feel buried in work?

If you answered "yes" to these questions, you may not be delegating as much as you should.

Delegation is one of the talents that separate the best from the rest in sales management and is crucial to developing the strengths of others, yet it’s often something leaders don’t think about on a regular basis.

Topics: Talent coaching productivity

6 Pro Tips to Turn Sales Talent into Performance and Develop Your Sales Hunters

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An article I wrote on how to hire a great sales hunter stirred up great conversations about how to coach and develop those hunters once they are onboard. Great stuff, so I want to share it with you!

The best way to grow an organization is to grow each of the people within that organization, including your sales hunters. Great managers do this by keeping the natural behaviors of these people top of mind and committing to a handful of strategies to maximize their strengths. 

When we studied the very best new business developers out there, we found six specific behaviors that great sales hunters had in common. We also discovered the best ways to maximize these natural strengths and help them to turn raw potential, or talent, into performance.

Here are our Pro Tips on how to develop each of the six behaviors commonly found in the best new business developers out there:

Topics: sales management Talent coaching

How to Quickly Identify Your Human Capital Expense [VIDEO]

 

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From identifying new opportunities for growth to driving profitable revenue streams, salespeople are the fuel to your company’s fire. As sales managers and leaders, we often state that our team is our most valuable asset, but are we doing anything about it?

If we’re going to take this principle seriously, then identifying your human capital expense is essential. Do you ever wonder if you’re doing your very best as a sales manager?

Topics: Talent coaching talent focused management

Set Your Team Up for Sustainable Sales Performance Going into 2020

key to sales performance

Think of sales performance as a three-legged stool. When all three legs are strong, there is 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 2020, 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 management Talent

How to Strengthen Your Team With Each New Hire

culture-team-new-hireYour employees are the foundation of your company and your culture. So, it stands to reason that every hire you make will either enhance your culture or detract from it - one person at a time.

Infographic: Top 15 Reasons Your Employees StayWe know that finding top talent is difficult! And with the current talent shortage, now more than ever, the candidate is in the driver’s seat. Once you finally find the right person to bring onboard, someone with the right talents and the right fit for your team, you want to do everything you can to develop and keep them. And this starts from the moment you send them that offer letter.

Did you know that Zappos pays new hires $2000 to quit within the first week of their employment? Although that seems like an incredible gamble with their hiring budget, this policy encourages those who are only there for the paycheck to take the money and run, leaving those who really want to be there.

Topics: hiring salespeople Talent company culture

Sales Management Tip: Stop Using Your Salespeople to Hit Your Budget!

sales budgetNobody likes to feel used. This is probably not a news flash, but salespeople don’t like to feel as though they are being used by their sales manager to hit their budget or bonus. I bring this up because recently, I attended an industry conference and happened to be sitting next to two sales managers discussing their second-quarter budgets and how difficult it was going to be to hit them.

The manager doing most of the talking said to the other, “I just don’t know what I am going to do. Maybe I just need to get more bodies in here and get them out selling and hitting the streets. The folks I have in here right now just aren’t getting it done for me, and I don’t want to miss hitting my bonus in Q2.”

Those who know me, know how difficult it was for me to hear this and not jump in! Instead, I decided to write this blog post and share my thinking with you.

Topics: sales management Talent coaching