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"Your job as a leader is to stay as close in touch as possible with those closest to the action.”
-Kat Cole
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6 Sales Challenges Facing Salespeople in 2021 [Expert Tips + Research] – HubSpot
It's not exactly mind-blowing to point out that the sales landscape has shifted radically in these past two or so years. A shift to remote interactions, the trend away from physical workspaces, and a host of other changes have left sales reps, managers, and leaders in a bind.
Even as we move toward some semblance of normalcy, sales — as a field — is still fundamentally different than it was just a few years ago. And that kind of adjustment comes with its share of challenges.
So in the interest of helping salespeople identify and meet those issues, we reached out to some sales experts and conducted some research to show you six of the main challenges facing salespeople in 2021 and offer some perspective on how to address them. >>> READ MORE
7 Ways to Boost Sales Team Morale – Outreach
There’s a reason that ‘sales motivation’ gets thousands of searches per month in search engines.
With 60% of businesses not meeting revenue targets this past year, it’s no wonder that sales leaders are searching for ways to boost team morale.
As a sales leader, you know you have targets to hit, and your reps are the key to making it happen. So it’s no secret that whether your sales reps are motivated (or not) can have a major impact on a company’s bottom line and ability to hit targets.
When it comes to maintaining sales team morale, it’s important not to look at it as a one and done approach. Instead, it’s something that continuously requires your foot on the gas. >>> READ MORE
How Business Leaders Can Help Beat Burnout – Up Your Culture
Feeling burned out? Or dealing with burnout on your team? If so, you’re not alone!
Burnout has been getting a lot of attention lately, and for good reason. According to Culture Amp, two-thirds of full-time workers report experiencing burnout on the job.
As a business leader, there are several ways you can beat burnout. >>> READ MORE
Three Perfect Sales Voicemail Script Examples that Get Callbacks– Sales Buzz
According to a report from VoicemailOffice, 60% of all calls go to voicemail. A study from Hiya showed that out of 11 Billion calls, only 24% of unknown calls are answered. So if your sales team is cold calling, more than half of those sales calls will go to voicemail.
When it comes to business development, getting voicemail is part of the sales process. How to leave a voicemail that gets returned is a vital sales skill that can and must be improved on for underperforming sales reps.
If more than 50% of your team’s sales calls are going to voicemail, it would be negligent not to train them on what to say to increase callbacks properly.
If you want to improve your sales team’s voicemail to callback ratio, it’s essential to know 1) that certain factors lead to poor performance and 2) the ownership of getting better results is not squarely on them. Sales managers should require and participate in daily role-playing activities for continued improvement. >>> READ MORE
Fun & Engaging New Hire Onboarding Ideas – Glassdoor
Imagine it's your first day at a new company. You have a knot in your stomach and you feel nervous.
You walk in the front door of your new office building and as you grab the handle, you pray that the knot in your stomach is not a confirmation of your greatest fear -- that you will be disappointed by this opportunity.
As a new employee, what you really want in the onboarding process is confirmation that you made the right decision.
Choosing a job is one of the most important decisions that you will ever make; however, job seekers are often forced to make this decision with minimal information about the company, the management philosophy, culture, and expectations. Because a standard interview process takes two to three rounds of in-person interviews, accepting a job after these few interactions is like getting married after two or three dates - a big leap of faith. >>>READ MORE
HubSpot for Sales: The Top Questions We Hear From Sales Managers Answered– LeadG2
I’ve been using HubSpot to support my sales process for 6 years. It’s the most valuable tool I use every day. It makes me a better salesperson.
When I tell this to sales managers they're intrigued and have a lot of questions.
These are the top 3 questions we receive from sales manages concerning HubSpot. >>>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.
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- Don't Miss -
This Week on The Center For Sales Strategy's Blog:
- Why Your Current Sales Structure is Not Producing the Activity You Need
- The Ultimate Guide to Using the Sales Process to Improve Sales Performance
- Why Salespeople Find Meetings With Their Manager a Waste of Time
- Stop Spending Time with Lousy Prospects: 3 Criteria to Help Qualify Your Prospects
