The Center for Sales Strategy Blog

Weekly Roundup: Remote Sales Teams, Virtual Selling, and More

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- MOTIVATION -

"The pessimist complains about the wind. The optimist expects it to change. The leader adjusts the sails.”

-John C. Maxwell

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<< If you only read one thing >>

Should Your Sales Team Go Forever-Remote?– CloserIQ

As the state of the pandemic is improving and more and more people are getting the vaccine, companies face the decision to remain remote or open up their offices again.

Despite changing circumstances, ensuring high sales performance remains a key goal for most companies. If your company took a hit due to coronavirus, boosting sales might be imperative.

A major part of making sales happen, and happen often, is setting up the right environment for remote sales teams. So, as full-time remote work transitions from the exception to a necessity to possibly an option again, is going forever-remote something that your sales team should consider?
>>> READ MORE

6 Resources to Sharpen Virtual Selling Skills – LinkedIn Sales Blog

Do you remember the first time you ever hopped on a FaceTime call or a Zoom meeting? It probably felt jarring and unfamiliar, even if you're a salesperson who considers themself very adept at social interactions and making conversation.

There's no doubt: while it may share the same fundamentals as traditional selling (listening, learning, helping, etc.), the nuances of virtual selling demand a different skill set. Sharpening and strengthening these capabilities is important because remote sales interactions are here to stay. According to LinkedIn’s newly-released State of Sales 2021 report:

“Buyers appear to like the arrangement: 70% say they would like to work remotely half or more of the time in the future. Perhaps most significantly, 50% of buyers told us that working remotely has made the purchasing process easier. The bottom line is this situation requiring virtual selling skills won’t be changing anytime soon.” >>> READ MORE

56 Essential Sales Podcasts Every Sales Professional Should Follow in 2021– Sales Hacker

Being an enlightened sales pro means spending a lot of time learning new methods, while still brushing up on fundamental sales skills. The problem is, salespeople are extremely busy, and don’t always have time to scour the web for articles or read long books.

Sometimes it’s just easier to let the sales expertise come to you and listen, so we rounded up a list of the best sales podcasts of 2021. 
>>> READ MORE

Common Obstacles That Stand in the Way of a Successful Company Culture – Up Your Culture

“I want a bad culture.” said no manager ever.

However, a recent Gallup Report Survey shows that 63% of employees are not engaged, which would indicate that even though no manager intends to have a bad culture, it is happening.

In this case, research would state that employee turnover is at an all-time high and productivity is at an all-time low. While many things can affect turnover and productivity, a poor company culture is near the top of the list.

How does this happen? Here are three common obstacles standing in the way of having a positive culture.
>>>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.

  • Click here to view the playlist from Season 1 where thought leaders, experts, and industry gurus share their insight, tips, and knowledge on various topics that help companies improve sales performance.

  • Click here to view the playlist from Season 2 which is focused on analysis of the annual Media Sales Report; unpacking the data from the surveys to help media sales teams use these insights to drive sales performance in the year ahead.

  • Click here to view the playlist from Season 3 which is focused on helping sales leaders make an IMPACT on their sales performance through insight on 4 key areas: people, process, planning, and performance.

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Topics: Wrap-up