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The Center for Sales Strategy Blog

Weekly Roundup: Re-energizing Sales Efforts, Guide to Performance Reviews + More

Re-energizing Sales Efforts, Guide to Performance Reviews


"Perfection is not attainable, but if we chase perfection, we can catch excellence."

-Vince Lombardi


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Re-energizing Sales Efforts in a Virtual World–Sales & Marketing Management

Is your sales team disengaged? This year, it’s hard not to be.
According to Gallup, the U.S. work force experienced the most significant drop in employee engagement in 2020. Notably, the largest decline in employee engagement was among those working in managerial or leadership positions. While not all sales teams may be struggling with demand, disen­gage­ment seems to be prevalent across all organizations and industries regardless of financial success.

Disengagement among your teams is costly and the change must come from the top. You have the power to reengage your teams. How? By recognizing team members’ achievements and rewarding them for a job well done. >>> READ MORE

The Sales Manager's Guide to Performance Reviews [Free Template]–HubSpot

In this rapidly changing sales environment, there is often a stark disconnect between what management sees or does and what reps want and need.

While sales productivity is a key revenue driver, higher activity volume doesn't always mean that key metrics like close rate or average selling price go up. Without regularly reviewing productivity, time management, and communication skills, there's no tangible way for a manager to monitor and improve sales success. >>>READ MORE

8 Ways to Get Sales Revenue Back on TrackResourceful Selling

Not long ago, businesses set sights on more sales revenue. Now many will settle for any sales revenue.

It’s not an ideal goal but it’s realistic, especially in a COVID-19 economy, when businesses missed revenue projections for months or quarters. Now it’s time to focus on shoring up business and consistently, incrementally, and perhaps slowly, increasing revenue until it’s back on track. >>>READ MORE

Gatekeeper Sales ObjectionsSales Buzz

What would a good rebuttal be to use on a gatekeeper when she says;

“He doesn’t take these types of calls.”

One of the biggest anchors salespeople carry around with them is the notion that they need to look for “rebuttals” to situations instead of avoiding a problem from happening. If you are getting “he doesn’t take these types of calls,” the very words you said before the gatekeeper gave you that response is the problem.

Your entire approach is most likely the problem. >>> READ MORE


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

Topics: Wrap-up