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The Center for Sales Strategy Blog

Weekly Roundup: Coaching Underperforming Sales Reps, Guide to Sales Management + More

Coaching Underperforming Sales Reps, Guide to Sales Management + More


"Many receive advice, only the wise profit from it."

-Harper Lee



<< If you only read one thing >>

How to Coach Underperforming Sales Reps–CloserIQ

Coaching underperforming sales reps is one of the biggest challenges that managers face. Too often, managers focus on the symptoms of a representative’s underperformance rather than the root causes. For example, a manager might tell a rep: “you need to prospect more,” when the rep’s problem is not knowing how to prospect effectively in the first place.

Is it possible to coach underperforming sales reps to average or even above-average performance? Yes—but that requires intentionality. To help your team succeed, you need to approach your coaching with an intentional strategy.>>> READ MORE

The Ultimate Guide to Sales Management–HubSpot

When considering how to boost your revenue and grow your business, what comes to mind? Evolving your product line? Reaching your audience in new ways? Launching a brand awareness campaign?

Although your product line, buyer personas, and brand awareness are important, sales managers are uniquely critical to the success of any business. They have the potential to unlock huge returns that impact the business's revenue and growth. In this guide, HubSpot covers the reasons why getting sales management right is so important.>>> READ MORE

B2B Buying Process: How Businesses Purchase B2B Services and Software–Clutch.co

Curious on the habits of B2B buyers? Clutch, a B2B research firm, published data this week that shows the timeline of B2B buying decision for both software and services, what resources B2B buyers are using to make decisions, and the concerns of B2B buyers'. The survey also explored how businesses make critical decisions during the buying process at each stage of the B2B sales funnel.>>> READ MORE

How Agile Learning Can Improve Your Sales Training Strategy–Forbes

While revenue is easily the lifeblood of any company, a mere mention of the sales function is enough to make business leaders pause. That's mostly because one of the biggest challenges executives face is ensuring their decisions about sales strategy and resource allocation are aligned with their company's overall business plan.

Yet many companies continuously struggle to train their reps and equip them with the skills and knowledge to sell more effectively and close deals faster. Why are some companies wasting both money and time on antiquated training approaches?>>> READ MORE

The Power Couple: Sales and Marketing Alignment– LeadG2

Brangelina, Bennifer, and Kimye are some of Hollywood's celebrity power couples, but the business world may have the most powerful couple of all. In fact, this couple is so powerful that they have a commanding presence in virtually every business around the world.  No, it’s not Bill and Melinda Gates or Barack and Michelle Obama. So, who is this business power couple?  It’s Smarketing — sales and marketing.>>> READ MORE


This Week on The Center For Sales Strategy's Blog:

On-Demand Webinar: Media Sales Report 2019


Topics: Wrap-up