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The Center for Sales Strategy Blog

The Future of Work

The Future of Work in Sales

While no one has enjoyed dealing with the fallout of the Covid-19 pandemic, it has certainly provided many of us with impetus to change how and where our associates do their work. 

Technology has saved many businesses from crushing productivity loss and caused many executives and managers to re-think how work gets done in their organizations, and especially how productivity is affected by working from home (or, any remote location). 

But this is only the beginning. There are other changes on the horizon in the next 5-10 years that will demand that we change how we define work and how we measure productivity.

Topics: sales performance work from home

How to Crush Adversity with a Strong Sales Culture

How to Crush Adversity with a Strong Sales Culture

You hear it every day, “these challenging times,” “the new normal,” “the pandemic.” It’s no surprise that we are all facing adversity and uncertainty, but it doesn’t mean all doom and gloom. In fact, you can crush adversity and come out on the other side stronger, successful, and more skilled than ever. What is the secret to weathering the storm? Start with your sales culture as your foundation and proactively instill and foster resilience.

Topics: company culture communication work from home

5 Fun Online Activities for Virtual Team Building

5 Fun Online Activities for Virtual Team Building

Equipped with hotspots and Wi-Fi, laptops, and mobile phones, most professionals can now do their jobs from anywhere. However, the physical distance between remote workers quickly leads to loneliness and isolation for those not accustomed to the lifestyle. And, when employees feel left out, their comfort levels decrease when it comes to working with their team.

“Those organizations that will thrive right now are the ones that really, truly, care about their people and show it every day, even when they can’t be in the office together,” explains Beth Sunshine, Partner at Up Your Culture.

Virtual team building is essential for helping your team feel like they’re part of a community while working from home. It’s the ongoing process of bringing your remote teams together to help them connect and provide more human interaction. As employee engagement and happiness increase, so does performance, communication, and retention. Below are five activities that can bring more human interaction to virtual work.

Topics: company culture employee engagement work from home

Best Practices to Improve Your Shared-Screen Calls and Telephone Etiquette

Best Practices to Improve Your Telephone Etiquette

Clients calls, webinars, team meetings, staff meetings, one-on-one's with a coworker, prospect meetings - we're spending a lot more time on the phone and using shared screens!

How you portray yourself over the phone and on shared-screen calls represents both you and your company. It’s important that we present ourselves just as well virtually as we do in-person. In an effort to improve your phone etiquette and ensure the person on the other end receives an excellent experience, implement the best practices outlined below.

Topics: sales strategy work from home COVID19 Resources

Sales Management Tips for Conducting Remote Sales Meetings

Sales Management Tips for Conducting Remote Sales Meetings

In addition to generating revenue and keeping their sales pipeline strong, sales managers are also tasked with running effective remote sales meetings. In our current work-from-home world, managers need to stay connected with sellers to conduct the following types of meetings:

  • Sales meetings
  • Training sessions
  • One-on-one meetings (revenue development focused meetings)
  • Meetings with clients

Below are some technical tips used by world-class managers to deliver a high-quality virtual experience. When the following guidelines are observed, you’ll run an effective remote sales meetings that will produce positive experiences for the entire team.

Topics: successful sales meetings sales managers work from home COVID19 Resources

Tips for Successfully Managing a Remote Team

Tips for Successfully Managing a Remote Team

Numerous research studies provide evidence that employees are more productive when working remotely. Sales teams are target-driven, so they’re going to find the motivation they need to be productive! However, managing a remote team isn’t easy. Here's advice from our experts, some who have managed remote teams since 1983!

Topics: sales management productivity work from home COVID19 Resources

Adjusting to Working from Home: When You Can’t Meet Face-to-Face

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For many sales managers and account executives, working from home is a brand-new concept. And like any emerging work style, those who've had more in-office job experiences feel skeptical about remote work.

The Center for Sales Strategy (CSS) has embraced the work from home lifestyle. Our entire 40-person company has worked from home for 38 years- and we excel at it too! To help ease this sudden transition into the remote work world, here are some tips from our experts on how to stay in touch with clients and prospects.

Topics: sales management productivity work from home COVID19 Resources