"Everyone lives by selling something."
-Robert Louis Stevenson
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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
Today's salespeople — especially B2B and account-based salespeople — need to know more about their prospects before conducting outreach. And, chances are, they'll need to know someone other than the decision maker pretty well.
Here are a few ways to determine which type of prospect you're speaking with. Will they help you make the sale or unknowingly stop you from talking to the right person? Time — and these tips — will help you discover the answer.>>> READ MORE
With all the talk about selling to millennials, and how the interpersonal dynamics are changing as salespeople engage with this rising generation of buyers, there is probably not enough attention being paid to the ways millennials are transforming sales teams themselves.
It’s true millennials are coming to account for a larger portion of the B2B buying community. But it’s also true they are coming to account for a larger portion of the B2B selling community. How do these digital natives impact our strategies, collaboration, and ways of thinking? >>> READ MORE
Our brains learn by doing, forming habits, and creating neural pathways from those actions. Playing out different scenarios of a sales call is the best technique new hires can use to prepare for being in the moment. So the quicker you can get them to think on their feet and create these neural pathways, the quicker their brain will start to know where to go over time and confidently run a call or demo.
Many reps are great at specific parts of a demo such as the introduction, discovery questions, handling objections, and pushing to next steps. To set your reps up for success, help them understand where they are naturally strong today and what areas they need to prop up before their first call.>>> READ MORE
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