The Center for Sales Strategy - Sales Strategy Blog

Weekly Roundup: How to be Authentic as an Executive, Sales Performance Reviews + More

Written by Amanda Meade | October 9, 2020

- MOTIVATION -

"Be miserable or motivate yourself. Whatever has to be done, it's always your choice."

-Wayne Dyer

- AROUND THE WEB -

<< If you only read one thing >>

The Trap of Authenticity: For Executives, Keeping It Real Can Be Really Hard To Do–Forbes

Authenticity is having a moment, and that’s a good thing, right? Depending on how you define it, authenticity champions transparency, being genuine, keeping it real. It asks us to be vulnerable, to bring our whole selves to work. It also encourages us to speak up, to challenge authority for a purpose, and to behave and act in ways that support an inclusive, diverse environment.

The problem comes down to this. The gap between the concept of authenticity and practicing it is wide and confusing. It’s why so many C-level clients ask: How do you actually do this? As one leader put it: “It feels like a trap. Show too much authenticity, you’re unprofessional or oversharing. Not enough authenticity, you’re seen as hard to read or lacking transparency.” No wonder many leaders feel they are navigating a tricky high wire act when it comes to showing up authentically.

So, how do you actually practice authenticity? For senior leaders, here are a few tips. >>> READ MORE

How to Give a Sales Performance Review in an Uncertain Economy–HubSpot

A lot can change for salespeople when the economy takes a turn for the worse — both personally and professionally.

When economic conditions are particularly volatile, the conventional metrics you've used to gauge your reps' overall performance won't be as reliable or reflective of the effort, energy, and sales acumen they're bringing to their day-to-day. So when you conduct performance reviews during troubling financial times, you'll need to adjust your strategies and frame of mind.

Here, we'll get some tips on how to conduct a sales performance review in an uncertain economic landscape, see some of the key aspects of a rep's performance you should stress, and get a feel for some areas where you should prioritize empathy. >>>READ MORE

Sales Engagement: What You Need to Know in 2020 and Beyond–Sales Hacker

What’s the difference between sales enablement and Sales Engagement?

No, that’s not the setup for some obscure go-to-market joke. It’s the question that will help companies stand out as we put 2020 behind us.

As sales leaders figure out how to do more with less, 9 out of 10 sales orgs consider a Sales Engagement Platform (SEP) critical to their team’s success.

That’s because Sales Engagement isn’t just a tool for automated sequences and CRM integrations. It’s a flywheel for the entire sales funnel, speeding up sales motions and connecting every revenue-generating activity.

Sales Engagement, both now and in the future, is not just a critical piece of the sales tech stack — it can serve as the foundation for the entire modern sales org. >>>READ MORE

5 Management Strategies to Drive Sales Performance–BuiltIn

If there is one department that is traditionally pushed to its very limits, it’s sales. No matter how well a company may be doing, you can always close more deals and get better numbers. One of the best ways to get more sales and better performance from your sales team is to find better ways to manage it. Here’s how you can do just that. >>> READ MORE

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