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The Center for Sales Strategy Blog

Weekly Roundup: Metrics for Tracking Goals, How Millennials Are Transforming Sales + More

Metrics for Tracking Goals, How Millennials Are Transforming Sales + More

- MOTIVATION -

"Everyone lives by selling something."

-Robert Louis Stevenson

 

- AROUND THE WEB -

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The 5 Sales Metrics That Every Sales Rep Should Be Tracking As Goals – Databox 

Sales management is not for the faint of heart. Not only are managers responsible for recruiting, retaining, and training high-quality teams  – they’re ultimately responsible for showing the results of those efforts.

Goal setting is widely seen as one of the most effective ways to manage teams. Not only can goals create motivation and measurability, analyzing the results can provide data that helps managers refine training programs and coach team members who could benefit from course-correction. But what kinds of goal-setting works best for these needs? What should you measure, and how often >>> READ MORE

Topics: Wrap-up

Weekly Roundup: The Future of Work, Things Salespeople Can Do Before 2020 + More

The Future of Work, Things Salespeople Can Do Before 2020 + More

- MOTIVATION -

"The measure of intelligence is the ability to change."

-Albert Einstein

 

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The Future of Work Is in These 3 Things – HubSpot 

People are changing the way they work. The root of this change is the growing acceptance of flexibility in the workplace. So, when we talk about the future of work, we have to focus on what’s influencing change. 

What has been found is symmetrical value between how customers want to connect with the businesses they support and employees who want to work for the businesses they support. This aligns with flexibility. The future of work is finding that happy medium of meeting both employees and customers where, when, and how they want. Take a look at how flexibility is going to assist in this concept impacting the workplace.>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Managing Experienced Sales Reps, What Your Sales Reps Are Complaining About + More

Managing Experienced Sales Reps, What Your Sales Reps Are Complaining About + More

- MOTIVATION -

"The secret of getting ahead is getting started."

-Mark Twain

 

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How to Manage A Team of Experience Sales Reps– CloserIQ 

As you start your professional journey towards salespeople’s leadership, there’s always new information to learn and to take in. But one “issue” you might come across is managing salespeople who might have even more experience than you. However, this should not be cause for concern – in fact, there’s much to be glad about if that is your case,

Some might feel insecure or uncertain of their abilities in this scenario, or perhaps it can make them unsure about how to speak to these more experienced reps. Here’s some useful advice to help you handle reps who are a bit more experienced in the field.>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Tips For Closing More B2B Sales, Delivering Tough Feedback + More

Tips For Closing More B2B Sales, Delivering Tough Feedback + More

- MOTIVATION -

"Determine that the thing can and shall be done, and then we shall find the way."

-Abraham Lincoln

 

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9 Insider Tips for Closing More B2B Sales - HubSpot

It’s no secret that selling to other businesses is tricky. You simply won’t succeed if you don’t take B2B selling for what it is: a high-stakes selling game that requires an entirely unique approach from direct-to-consumer selling.

When done right, B2B sales have the potential to be both extremely lucrative and deeply rewarding. As a B2B sales professional, it is important to develop a sales process that works for your business, prospects, and overall goals. Here are key steps you may want to include in your B2B sales process. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Enablement Tools, Sales Playbook + More

Sales Enablement Tools, Sales Playbook + More

- MOTIVATION -

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

-Mark Hunter

 

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71 of the Best Sales Enablement Tools to Arm Your Team With - HubSpot

Approaching a task armed with the tools, systems, and knowledge you need just feels better than walking in unprepared. This is especially important for sales professionals — and sales organizations are making greater strides to ensure their reps are successful on the job.

In a field where turnover is high, giving sales reps access to resources needed to effectively and efficiently close more deals can have a major impact on your company’s bottom line. This is why sales enablement is a top priority for companies looking to drive growth. However, choosing which tools will help your team can be a daunting task. Here are 70 of the best sales enablement tools that will help your team perform at the highest level. >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Sales Performance Management, Unhealthy Beliefs + More

Sales Performance Management, Unhealthy Beliefs + More

- MOTIVATION -

"If You Don't Stand For Something, You Will Fall For Anything."

-Gordon Eadie

 

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The Sales Leader's Guide to Performance Management - HubSpot

As a sales leader, your ability to develop and retain your sales reps is important to your company’s bottom line and future success. Employee retention in the sales field continues to be an issue. The average sales professional turnover rate is 35% — a dramatic number compared to the average turnover rate of all industries, which is just 13%.

When your sales reps are building the skills they need to feel prepared and successful in their roles, they are more likely to report job satisfaction and feeling valued by their employer — factors that make them less likely to jump ship. Looking to set your sales team up for this kind of success?  >>> READ MORE

Topics: Wrap-up

Weekly Roundup: How to Increase Consumer Confidence + More

recap

- MOTIVATION -

"Your Attitude, Not Your Aptitude, Will Determine Your Altitude."

-Zig Ziglar

 

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This Week’s Big Deal: Boosting Buyer Confidence - LINKEDIN

In a boxing ring, the trainer plays many roles. They serve as advisor, mentor, and coach. They scout out weaknesses in the opponent and help their own fighter correct mistakes with form or footwork. But perhaps the most important function a trainer plays on fight night is confidence-booster - “Hang in there. You got this. You’re the champ!”

Sales reps are accustomed to playing the role of advisor, but these days, they’re increasingly relied upon to boost buyer’s confidence — not just in the solution, but in themselves to make the right decision. How can sellers infuse consumers with confidence throughout their purchase journeys? >>> READ MORE

Topics: Wrap-up

Weekly Roundup: Essential Roles on a Modern Sales Team + More

essential roles on a modern sales team

- MOTIVATION -

"ALL THINGS BEING EQUAL, PEOPLE WILL DO BUSINESS WITH, AND REFER BUSINESS TO, THOSE PEOPLE THEY KNOW, LIKE, AND TRUST."

-BOB BURG

 

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Essential Roles on a Modern Sales Team — LinkedIn

Great teams are not defined by simply having the best players. They are defined by depth, balance, and cohesion. Whether in business, sports, music, or otherwise, the highest-performing teams tend to include a diverse range of skills. Together, the team becomes a well-rounded whole greater than the sum of its parts.

This is especially true In the complex world of modern selling. It would be tough to find any single sales pro who embodies every element of an ideal skill set for the job today. But with the right skills represented in your team, you can work toward a well-rounded squad that checks every box.
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: Generating B2B Leads Naturally + More

lead-magnet-607219-edited

- MOTIVATION -

"IT'S NOT YOUR CUSTOMER'S JOB TO REMEMBER YOU. IT'S YOUR OBLIGATION AND RESPONSIBILITY TO MAKE SURE THEY DON'T HAVE A CHANCE TO FORGET YOU."

-PATRICIA FRIPP

 

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Generating B2B Leads Naturally — LinkedIn

What is a normal experience on social media like for you? I’m not talking about using it for business — I’m talking about a simple leisurely scroll. But the ultimate point I’ll make is that maybe there shouldn’t be much of a difference.

When I hop onto LinkedIn or another social media network, my usual routine is to check out the feed, press “Like” on a few posts that catch my eye, and leave a comment or two. When there’s a prompt, maybe I’ll message an acquaintance directly. It’s an easy way to stay in the loop and maintain relationships. These activities represent the fundamental purpose of social media, and that’s why the channel can be so effective as a business tool.

The thing is, social media might be most effective as a business tool — and specifically as an avenue for lead generation — when we’re not treating it as one.
>>> READ MORE

Topics: Wrap-up

Weekly Roundup: 2019 Sales Enablement Trends + More

Sales_Enablement_Solution

- MOTIVATION -

"BECOME THE PERSON WHO WOULD ATTRACT THE RESULTS YOU SEEK."

-JIM CATHCART

 

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A Closer Look at Sales Enablement Trends in 2019 — LinkedIn

With a new NFL season set to get underway this week, I’m thinking about teamwork and complementary parts. A quarterback wouldn’t be too effective with no receivers to throw to. A running back is going nowhere without a line to run behind. And the entire defense would be lost without a coordinator and coaching staff in place to scout opponents, draw up schemes, and oversee execution on gameday.

Sales teams are similarly interdependent. To be successful, we need to work with one another and across departments (especially marketing). Not only this, but the most effective selling units are increasingly reliant on sales enablement tools and tactics.
>>> READ MORE

Topics: Wrap-up