The Center for Sales Strategy Blog

Weekly Roundup:16 COVID-19 Personality Types, Interview Questions + More

16 COVID-19 Personality Types, Interview Questions


"Progress is impossible without change; and those who cannot change their minds cannot change anything."

-George Bernard Shaw


<< If you only read one thing >>

Research Says There Are 16 COVID-19 Personality Types. Leaders Have to Plan for Them AllInc.

The pandemic is extraordinary not just because it's a once-in-a-century event, but because it's a challenge literally every human on the planet has faced. To some degree at least, each of us has been impacted by Covid-19 this year. We are all in this together.

History tells us this is far from unprecedented, but why exactly do pandemics kick off such nastiness? And what does that mean for leaders who must manage diverse, mutually exclusive, and sometimes downright toxic responses to the pandemic? >>> READ MORE


15 Interview Questions to Ask When Hiring a ManagerGlassdoor

Interviewing a potential manager is different from questioning a front-line office worker. The manager will be supervising, mentoring, guiding, shaping and evaluating their employee at various times in the relationship. They also have a finger on the pulse of culture, if they're doing their job well, and a vision towards the future.

Moreover, bottom line accountability often rolls up to them.

The following 15 questions can help identify characteristics, traits, information, knowledge and behavior patterns that will help you learn if the next management candidate is a fit for your company's goals. >>> READ MORE

How to Move Deals Forward & Close the Sale Sales Buzz

Full-cycle and Account Executive sales roles have one thing in common:

They need to move deals forward and close the sale.

A recent poll on LinkedIn showed 71% said “moving the deal through the pipeline and closing the sale” is their biggest challenge. Here's how to solve that. >>> READ MORE

Why Being Too Helpful Hurts Sales & 5 Tactics Reps Need to Avoid–HubSpot

Are you ever bothered by people overwhelming you with too much help?

While their intentions are probably good, their behavior reads more as desperate and invasive than noble and constructive. The same principle applies to B2B sales. Sometimes, reps can be exceedingly helpful and friendly, and while that might be perfectly pleasant in theory, it can undermine their sales in practice.

Here, we'll take a closer look at why being too helpful impedes sales and review some way-too-nice tendencies reps need to avoid when conducting their efforts. >>>READ MORE

Here's How Sales Enablement Content Helps Close More DealsLeadG2

Many people still look dazed and confused when you mention the term “sales enablement”. It’s one of those business topics that seems to get a lot of press, but a lot of people still don’t fully understand what it is and why it’s important.

Put simply, sales enablement is anything that facilitates the buying and selling process. It’s anything that removes friction from the process and accelerates the deal through the funnel toward closing. >>> READ MORE

...And Don't Miss An Episode of Improving Sales Performance

Don’t miss another episode of the Improving Sales Performance series where Managing Partner Matt Sunshine speaks with thought leaders, experts, and industry gurus, who share their insight, tips, and knowledge on various topics that help companies improve sales performance.

Improving Sales Performance: Sales Enablement
Improving Sales Performance: Sales Calendars and Sales Planning
Improving Sales Performance: Create a Winning Company Culture
Improving Sales Performance: Business Performance and Culture
Improving Sales Performance: From Team Engagement to Overall Performance
Improving Sales Performance: Exploring the IMPACT Sales Leadership System
Improving Sales Performance: Consultant Roundtable
Improving Sales Performance: Sales Leadership and Performance

Media Sales Report Series

Improving Sales Performance | Media Sales Report | Report Analysis and Industry Outlook

Improving Sales Performance| Media Sales Report | Effects of COVID-19 on the Media Sales Industry

Improving Sales Performance | Media Sales Report | Sales Department Structure: Size and Compensation

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Topics: Wrap-up