The Center for Sales Strategy Blog

15 Remote Management Best Practices For 2022 – Yesware

Although we’re finally moving out of the pandemic, remote work is here to stay. Global Analytics reports that 25 – 30% of employees will continue to work from home even after the last reminders of the Coronavirus pandemic are long behind us.

That means that those in the remote management role need to find ways to make their role productive, sustainable, and valuable to their organizations.

In this article, we’ll go over everything you need to know about remote management, including the pros and cons of the role, traits of successful managers, and 15 best practices to help remote managers be the best they can be. >>> READ MORE

Use These 5 Unconventional Sales Signals to Create Stickier Deal Cycles – Sales Hacker

We obsess over deal velocity. How quickly can I find deals, close them, and move on to the next one? It infects the rest of our work: BDRs batch and blast outreach to book more meetings. Reps fill out their calendars only half-prepared for the meetings. Managers ask weekly, “When’s this deal coming in?”  >>> READ MORE

Quantitative vs. Qualitative Sales Forecasting: Which Is Best For You? – LinkedIn 

Forecasts are infamously difficult to trust. 

Does your weather app say it’s going to be sunny on Saturday? You still might want to have a backup plan for your picnic.

In sales, forecasting is a practice that’s been around for a long time, but its accuracy has often failed to escape the realm of long-range temperature predictions. >>> READ MORE

Returning To The Office? Not So Fast. The Case For Remote Sales– Gong

Your team has been working remotely for 2+ years, and you are ready to bring them back to the office.

But are they ready? Do you have a plan? Do you know what your staff is really thinking? Do they want to come back in person? And if so, every day or more of a flex/hybrid? >>> READ MORE

Who Are The Upcoming Leaders In Your Company?– The Great Game of Business

Most companies spend countless hours working on strategy, sales and growth plans, financial plans, and 5-year forecasts, also known as HIP (High-Involvement Planning™). They have numerous spreadsheets, presentations, and market data to support their plan. They bring in macro and micro-financial gurus to validate their information. The board approves the plan, and everything is ready to go.  

Wait a minute. The company forgot to answer the most important question. Who will be responsible/accountable for making sure this gets accomplished? Do we have enough capable and available leaders to grow the top and bottom line 10%? Who is going to open and manage the new locations or the acquisition? Who is going to lead the new product launch?

Good question/s. >>> READ MORE

The 2030s Great Depression: You Can Prosper in the Age of Decline– The Great Game of Business

Have you found yourself talking about inflation or labor issues lately?

They were discussing these issues long before you or I started having dinner conversations about them.

However, ITR Economics' perspective isn’t the doom and gloom one might expect. The firm is adamantly teaching its clients how to prosper in what it has coined “the Age of Decline.”

But before we jump into a few of ITR's recommendations on what to do now to prepare for the future, let’s address the elephant in the room. >>> READ MORE

3 Things to Consider During Times of Inflation– The Great Game of Business

Prices are going up. We've all noticed it, and it's maybe even got us a little panicked. So, when can we expect to see inflation start slowing down?

Well, expert economists are expecting to enter a period of disinflation and slowed growth in 2022 and 2023. In this article, we have listed ways economists are saying inflation will impact spending and business growth — something all business leaders should take a look at. >>> READ MORE

Should Business Owners Be Raising Their Prices Right Now?– The Great Game of Business

We asked the President of The Great Game of Business, Darin Bridges if he thinks business owners should be raising their prices right now. His response was, "hell, yes."  

Protecting Margins Now, So You Can Fund Growth Tomorrow We've always had a saying at SRC. When the economy goes down — it's not the time to be asking for price increases. You've got to do it while the economy is going up. Everybody knows costs are going up right now — they're creeping up everywhere.

You've got to be able to protect your margins to continue to fund growth, fund your people, fund the retention, and all the things necessary to see success for your business. >>> READ MORE

How to Create a Healthy and Effective Goal-Driven Sales Environment, According to Sales Leaders – HubSpot

The goal of any sales organization is, ultimately, to increase revenue.

Which means the goal of any effective sales leader is to inspire and motivate their sales team to hit, or exceed, their revenue targets.

However, a results-obsessed environment can quickly become unhealthy, particularly if your team feels the pressure to hit a certain number by any means possible.

Creating a healthy, effective goal-driven sales environment is vital for long-term success and employee satisfaction. Here, I spoke with four sales leaders to learn the five components for creating and maintaining a goal-driven sales environment.

But first — what is a goal-driven sales environment? >>> READ MORE

6 Ways to Transform RFPs from Obstacles to Opportunities in 2022 – Sales Hacker

Requests for proposals (RFPs) generate a whopping average of 35% of annual sales revenue, according to Loopio’s RFP Response Benchmarks and Trends Report.

The research, which surveyed 650+ teams, found that despite economic uncertainty over the past year, RFPs will continue to be an integral part of sales growth. However, keeping up with RFPs can be a challenge at the best of times. Busy technical experts, tight deadlines, and tricky approval processes can all throw a wrench in the sales cycle. >>> READ MORE