The Center for Sales Strategy

FEBRUARY 22, 2021

We all have strengths, and we all have weaknesses — and like fingerprints, each of our talent combinations is entirely unique. Managers get stuck in that trap as well, wasting much of their time coaching in a way that feels like teaching a fish to climb a tree.

Sales 75

Sales Management 75

Force Management

FEBRUARY 28, 2024

Leading your organization to sustained revenue growth begins by honing your greatest asset: your talent. When organizations invest in the learning, coaching, and development needed to level-up each team and player, they give themselves a competitive advantage at every touch-point in the customer journey.

Customer Success 71

Customer Success Organization Marketing Sales 71

Revegy

JULY 31, 2023

Building an effective sales team goes beyond recruiting, hiring, and onboarding the right talent. It requires managing your team with proven sales coaching training strategies to ensure members reach their full potential.

Onboarding 98

Onboarding Sales Management Account Planning 98

Mike Kunkle

AUGUST 8, 2023

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. When sales, marketing, and customer success operate in isolated bubbles, opportunities for collaboration and synergy are lost. This is a definite growth killer.

Sales 188

Sales Prioritization Innovation Leadership 188

The Center for Sales Strategy

JANUARY 30, 2023

Do you ever wonder if you could be getting more out of your sales team? What if you could better understand their strengths and weaknesses and coach them to reach their full potential? Understanding the talents of each person on your team and coaching to these talents allows you to grow the individual and the organization.

Management 78

Management Organization Sales 78

The Center for Sales Strategy

SEPTEMBER 22, 2020

Sales coaching isn’t a one-size-fits-all process. Each salesperson on your team offers a special blend of talent. As a leader, your responsibility is to coach based on a clear understanding of all their strengths and weaknesses. You know that coaching your team as individuals is essential to their growth and success.

Remote Working 121

Remote Working Sales 121

The Center for Sales Strategy

AUGUST 16, 2022

On a coaching call last week, a manager and I were discussing a seller new to his team. On pulling up this person’s sales assessment, all I could think was, “WOW! Look at all that talent!” Why was this highly talented person struggling, and is coaching them worth the effort? So much potential.

Management 123

Management Sales 123

Sales Gravy

JUNE 15, 2023

Transitioning Into A Career In Sales In this episode of the Sales Gravy Podcast, Art Munin, Ph.D. from Liaison International joins guest host Gina Trimarco, Sales Gravy Master Trainer and Director of Coaching Programs, after impressively pitching himself with a Bonjovi guitar serenade.

Sales 97

Sales 97

The Center for Sales Strategy

OCTOBER 25, 2018

And you may sometimes feel like many of the other sales managers I talk to every day…. They can be overly sensitive and more focused on making friends than making sales.”. As a Talent Analyst, I spend a lot of time identifying people’s innate sales talents and helping managers make smart selection decisions.

Decision-making 80

Decision-making Sales Sales Management Management 80

The Center for Sales Strategy

AUGUST 15, 2023

In this episode, we’re wrapping up our season-long coverage of The Center for Sales Strategy’s latest Talent Magazine. Beth makes so many awesome points, like: How 360 Executive Coaching allows leaders to see both where they are using their strengths as well as areas where they could stand to develop their strengths even more.

Management 104

Management Sales 104

The Center for Sales Strategy

OCTOBER 12, 2023

The Center for Sales Strategy (CSS), a leading provider of sales training and coaching solutions, celebrates 40 years of excellence – helping B2B sales teams drive revenue and performance.

Innovation 79

Innovation Sales Sales Training B2B 79

SBI Growth

SEPTEMBER 28, 2023

In thinking about growth imperatives for 2024, leading chief revenue officers (CROs) have been looking into ways to harness artificial intelligence (AI) for sales productivity, empowering sales teams to accelerate deal cycles, and assessing sales talent to enable personalized coaching.

Artificial Intelligence 77

Artificial Intelligence Sales Marketing 77

Red Star Kim

FEBRUARY 21, 2024

Most people appreciate the importance of questioning skills in selling, training, coaching, counselling (especially Cognitive Based Therapy – CBT) and commercial conversations. Questions in coaching – Empowering Coaching is a process to help people learn, act and change. Why are questions so important? Questioning skills).

Negotiation 130

Negotiation Value Proposition Emotional Intelligence Decision-making 130

Mike Kunkle

AUGUST 27, 2019

In this post, I’ll share strategies for organizational learning that utilize training, development, and education to create a learning culture, close identified competency gaps, and improve sales results. Goals of Organizational Learning for Sales. Sales onboarding for new sales reps and new or promoted sales managers.

Sales 130

Sales Onboarding Leadership Sales Training 130

The Center for Sales Strategy

AUGUST 1, 2023

In this episode, we’re taking a good look at the Development section of the latest Talent Magazine from The Center for Sales Strategy. Together, Stephanie and Kelly highlight some amazing points to think about, like: Why employees want to be coached rather than managed.

Management 96

Management Sales 96

Sales Gravy

NOVEMBER 1, 2022

Top sales talent can walk out of your door to another career opportunity at any time. This puts more pressure on sales leaders than ever before to foster a sales culture and team environment that compels people to stay. Hiring the right salespeople is a huge challenge for sales leaders. Tactics for 1-2-1 meetings.

Sales Leadership 109

Sales Leadership Leadership Sales Innovation 109

Brooks Group

MARCH 25, 2024

Winning sales teams, even those from different industries, have one thing in common: they use a repeatable sales process. As a result, they’re consistent, they follow best practices, they replicate the habits of their A-players, and they reinforce the process with sales team training. The data backs this up.

Negotiation 80

Negotiation Sales Training Decision-making Sales 80

The Center for Sales Strategy

MAY 19, 2020

There are several resources readily available with information on what it takes to be a great sales coach and manager of people. We often talk with managers who want to hire top-notch sales coaches and the list of their requirements is usually a long one—including experience, past successes, and “must have” talents.

Sales 131

Sales Management 131

The Center for Sales Strategy

SEPTEMBER 21, 2020

Sales leaders that commit to growing and developing their people through effective feedback boost sales performance, attract and retain top talent, and outperform other organizations that fail to make feedback and coaching a priority.

Sales 127

Sales Organization 127

Upland

NOVEMBER 27, 2023

But before you jump head-first into the sales process, there are four fundamental things you must know: 1. An initiative could be to… Streamline a core business process Improve the product release cycle Recruit better talent. Sales is all about conversations. What are their goals?

Suppliers 195

Suppliers Account Planning Decision-making Leadership 195

Force Management

JULY 14, 2021

Build a process you and your managers can leverage to make your B2B sales talent a competitive advantage. The remote and hybrid work environment provides companies the opportunity to hire talent with fewer geographical restraints creating the ability for leaders to expand their talent pool.

B2B 94

B2B Sales Organization Management 94

Brooks Group

OCTOBER 18, 2023

Effective sales coaching can have a huge impact on your business. The biggest benefit of sales coaching is its contribution to revenue. Research shows that successful sales coaching programs increased average deal size, sales activity, win rates, and new leads by 25%-40%. Anticipate nerves.

Sales Management 78

Sales Management Management Sales Meetings 78

The Center for Sales Strategy

SEPTEMBER 16, 2019

Talent assessments are an excellent tool for understanding the way your candidates and current salespeople are wired. The difference in approach with each group is key to productive new hires and successful coaching.

Sales 61

Sales 61

Brooks Group

AUGUST 2, 2023

As we round out the dog days of summer, most of us have two things on our minds: Getting our sales force back on track from the summertime lull, and The start of the football season These two things might seem unrelated at first glance. We can go on the joint sales calls, give the correct feedback, and coach until we’re blue in the face.

Sales 69

Sales Sales Training Leadership Sales Leadership 69

The Center for Sales Strategy

JUNE 14, 2023

To build a great sales team, you need a great leader. Talented and engaged managers coach and develop their teams, always improving the standards of performance. Highly effective sales managers also spend time on their own growth and development, seeking opportunities to learn and improve.

Sales Management 62

Sales Management Management Sales 62

Hubspot Sales

APRIL 11, 2023

Your sales team plays an essential role in driving revenue and reaching goals that stretch across the organization. So should you be worried about churn in your sales department? Sales teams have higher-than-average turnover rates than other business units. Why do sales teams experience high turnover? In short, yes.

Sales 117

Sales Brainstorming Leadership Insurance 117

Mike Kunkle

AUGUST 20, 2019

One of the things that’s been on my mind lately is the difference between education, learning, development, and training as they relate to sales talent development organizational learning strategies for Sales. Where’s Coaching? Let’s start with those definitions. The Definitions. From Dictionary.com: [link].

Sales 130

Sales Acquisition Publishing Sales Training 130

Miller Heiman Group

OCTOBER 7, 2020

What is the #1 obstacle preventing sales organizations from reaching their goals in the current crisis? Talent gaps within sales and sales management teams. The sales world is changing, but not everything is changing at once. The sales talent you need. The sales talent you have.

Sales 104

Sales Organization Sales Management Management 104

SBI Growth

MAY 3, 2023

ACME sought to improve its sales productivity and create value in its ever-growing organization. To accomplish this goal, they implemented a talent assessment to understand their teams' performance better.

Sales 62

Sales Organization 62

Force Management

MARCH 23, 2022

Sales managers are charged with training, motivating and coaching sales professionals on a daily basis. Drive talent engagement and improve retention by enabling your managers to give reps the critical feedback they need to improve current and future outcomes. Remember, people quit managers before they quit companies.

Management 62

Management Sales Sales Management 62

Hubspot Sales

APRIL 15, 2024

Thoughtfully calculated, well-executed prospecting is central to virtually every successful sales engagement. It sets a tone — giving you the momentum and perspective you need to lock in on viable sales opportunities and ensure the rest of your sales process goes as smoothly as possible.

Sales 112

Sales Prioritization CRM Communication 112

Revenue Storm

DECEMBER 14, 2021

I will admit, I am frustrated to see such an important activity – sales coaching – become an overused and generalized term. In fact, many sales leaders will say, “Of course I do sales coaching. As though just talking to their salespeople is sales coaching. Read on for that answer….

Sales 78

Sales Leadership Sales Environment Communication 78

Brooks Group

AUGUST 8, 2023

For sales teams, understanding each sales professional’s personality can help align strengths and weaknesses to create a high-performing sales force. How does DISC help sales professionals? Building a high-performing sales team requires more than just industry knowledge and a persuasive style.

Sales Management 71

Sales Management Management Sales Sales Training 71

Revenue Storm

SEPTEMBER 21, 2021

Your top sales talent is being head hunted and after what everyone has been through, there are an increasing number of salespeople willing to listen to the pitch of greener pastures. To complicate things further, a power shift has happened and the difficulty of keeping or attracting people to the profession of sales is concerning.

Leadership 78

Leadership Management Organization Sales 78

Miller Heiman Group

AUGUST 12, 2019

More than 80% of sales leaders believe they don’t have the right talent to succeed in the future, according to CSO Insights’ 2018 Sales Talent Study—a talent gap that’s disrupting most sales organizations. It’s the foundation of the organization’s talent strategy. This is a short-sighted strategy.

Organization 82

Organization Sales Onboarding Digitalization 82

Red Star Kim

DECEMBER 14, 2022

People (especially recruitment in the “War for Talent”). Expansion into sales analytics (new enquiries, new opportunities, new wins etc) was hampered by the varying sales cycles and availability of consistent data from the matter tracking system. Some of the other interesting discussions during the day included: Coaching skills.

Marketing 130

Marketing Management Interpersonal Skills Profitability 130

SalesPop

APRIL 23, 2023

Love Your Team: A Survival Guide for Sales Managers in a Hybrid World Sales management can be challenging, especially in a hybrid work environment. In a recent podcast episode, John Golden interviews Helen Ucci, an experienced sales manager who developed the Love Your Team system of sales management.

Sales Management 52

Sales Management Management Remote Working Sales 52