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The Center for Sales Strategy Blog

Weekly Roundup: Hitting Holiday Quotas, Employee Benefits +More

Hitting Holiday Quotas

- MOTIVATION -

"People are influenced to change by people they trust."

- Mike Bosworth

- AROUND THE WEB -

<< If you only read one thing >>

How to Help Your Team Hit Quota During the Holiday Season HubSpot

Break the cycle of pressure to hit quota by playing into the holiday season and spreading the cheer! The holiday season is prime time to hit quota and set your team up to smash their numbers for months to come — but only if you play your cards right.

Here are some key tips and tricks you can leverage to make sure you and your reps thrive this holiday season. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Getting Buy-In From Your Entire Company, First Impressions + More

getting buy in

- MOTIVATION -

"It's not about having the right opportunities. It's about handling the opportunities right."

- Mark Hunter

- AROUND THE WEB -

<< If you only read one thing >>

3 Essential Steps to Get Buy-In from Your Entire Company The Great Game of Business

“If people don’t participate, they don’t buy in. If they don’t buy in, they don’t commit. If they don’t commit, they don’t deliver!”

Businesses, small and large, struggle with employees delivering on their metrics. Maybe it’s not a delivery problem, but a buy-in problem. According to Great Place to Work, Employees who find their job to have “special meaning: this is not ‘just a job’” are

  • 4 times more likely to give extra to the company
  • 11 times more committed to stay
  • 14 times more committed to stay

How can you give special meaning to their job? Get their buy-in on the plan. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Stop Telling People What to Do, Giving and Receiving Feedback + More

Stop Telling People What to Do, Giving and Receiving Feedback

- MOTIVATION -

"Expect the best, prepare for the worst, capitalize on what comes."

- Zig Ziglar

- AROUND THE WEB -

<< If you only read one thing >>

How Do You Get Stuff Done Without Telling People What to Do? Radical Candor

Certainly part of why Steve Jobs “always got it right” was that he was a genius. You can’t operationalize or imitate genius. But genius was only part of the story; there are plenty of geniuses with brilliant ideas who can’t turn them into anything tangible. More important than genius was the way, Steve led people at Apple to execute so flawlessly without telling them what to do.

This leads to important questions: how did everyone in the company decide what to do? How did strategy and goals get set? How did the cultures at these two companies, so strong and so different, develop? >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Tips for Communicating Change, Stats on the Future of Selling + More

Tips for Communicating Change, Stats on the Future of Selling

- MOTIVATION -

"The single biggest way to impact an organization is to focus on leadership development. There is almost no limit to the potential of an organization that recruits good people, raises them up as leaders and continually develops them."."

- John Maxwell

- AROUND THE WEB -

<< If you only read one thing >>

7 Tips for Communicating Change The Great Game of Business

Change is often uncomfortable, and adapting to it can be messy. Whether you’re implementing The Great Game of Business, staging an acquisition, creating a new culture committee, or looking into employee ownership, consider these tips from CEOs that can help business leaders communicate your message in ways that build buy-in and rally your team behind the effort. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: CRMs Can't Fix Underperforming Sales, Bombing Sales Calls+ More

CRMs Cant Fix Underperforming Sales, Bombing Sales Calls

- MOTIVATION -

"Leadership is not about titles, positions, or flow charts. It's about one life influencing another."

- John C. Maxwell

- AROUND THE WEB -

<< If you only read one thing >>

Your CRM Can't Fix Underperforming Sales, But Sales Performance Management Can Selling Power

For sales leaders, getting the tech stack right can be a challenge.

On the one hand, the B2B sales space is flooded with solutions that each solve a different problem, so it’s easy to overcommit to a stack that speaks so many different languages that eventually it’s impossible to get a clear picture of what’s going on in the sales organization.

And this is clearly a top of mind issue for many sales leaders. In a recent Selling Power survey of more than 150 B2B sales leaders, two thirds reported that they’re already using at least two to four systems and are hesitant to add more. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Women in Sales, Beating the Competition + More

Women in Sales

- MOTIVATION -

"Engaging people is about meeting their needs – not yours."

- Tony Robbins

- AROUND THE WEB -

<< If you only read one thing >>

170+ Women in Sales Share Their Career-Defining Aha Moment Sales Hacker

Women in sales often have a polarizing experience. It has little to do with the work itself, and more to do with the societal pressure, norms, and bias that exist in 2021.
 
We’re often encouraged to hide, toughen up, and bury our emotions. The expectation is that we can “do it all.” Anything less is failure. 
 
Let’s flip the script: Your intellect, emotion, instinct, and empathy as a woman are what make you both a valuable human and invaluable company asset. >>> READ MORE
Topics: Wrap-up

Weekly Roundup: How to Coach Your Team, Overcoming Sales Call Reluctance + More

How to Coach a Sales Team

- MOTIVATION -

"A good leader leads the people from above them. A great leader leads the people from within them."

- M.D. Arnold

- AROUND THE WEB -

<< If you only read one thing >>

How to Coach Your Team: Your Template for More Effective Coaching 1:1s Sales Hacker

One of the most rewarding activities as a sales leader is coaching your reps and seeing them excel.
Unfortunately, most sales managers receive little training in how to effectively coach their sales reps or guide them towards success. >>> READ MORE
Topics: Wrap-up

Weekly Roundup: Secrets to Survival, Sales Analytics + More

Secrets to Survival, Sales Analytics

- MOTIVATION -

"Earn your leadership every day."

- Michael Jordan

- AROUND THE WEB -

<< If you only read one thing >>

4 Secrets of Survival You Should Learn from ESOPs The Great Game of Business

Research shows that companies who share ownership widely with employees survive recessions better than ones that do not. They lay fewer people off, they recover faster, and they often end up able to buy other companies who have not done as well.

So what is their secret, and what are they doing to survive the most extreme crisis any of us has ever faced? >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Managing a Quota-Crushing Sales Team, How to Use Inbound Marketing + More

Managing a Quota-Crushing Sales Team, How to Use Inbound Marketing

- MOTIVATION -

"“Establishing trust is better than any sales technique."

- Mike Puglia

- AROUND THE WEB -

<< If you only read one thing >>

13 Ways to Manage a Quota-Crushing Field Sales Team Spotio

Looking to build an efficient, high-performing field sales team?

There’s no “right way” to make a sale. Some companies prefer an inside approach, which means their reps make sales from the comfort of a corporate office. Other companies take an outside approach and physically meet with their prospects in the field.

The approach you choose for your organization will likely depend on the kind of products you sell. Brands that sell simple products and/or have short sales cycles usually opt for inside sales, while B2B companies with complex offerings and longer sales cycles tend to have more success with outside sales.

In this guide, you’ll learn about the top field sales management challenges, as well as strategies that can be used to propel your sales team to new heights. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Enough Pipeline to Meet Quota, Importance of Candidate Feedback + More

Enough Pipeline to Meet Quota, Importance of Candidate Feedback

- MOTIVATION -

"Don't worry about failure. You only have to be right once."

- Drew Houston

- AROUND THE WEB -

<< If you only read one thing >>

Does Your Sales Team Have Enough Pipeline to Make Quota? Selling Power

Sales managers, there’s no way to sugar coat this: Most B2B sales leaders (69%) reported that their teams did not have enough pipeline to hit quota.

Don’t get me wrong — I realize that sales managers have the hardest job in our profession: Revenue executives have an insatiable appetite for data; HR demands ongoing coaching and training; and the sales reps themselves need assistance daily with customer issues, moving deals forward and crafting proposals.  

It’s extremely easy to lose sight of fundamentals when you’re swimming in a sea of demands, data, and deteriorating sales productivity.  

What’s the solution? A strategic prospecting strategy that enables you to separate the shoppers from the buyers. >>> READ MORE

Topics: Wrap-up