The Center for Sales Strategy

JULY 26, 2023

If you’ve ever been in sales, you know first-hand that one of the most powerful ways to go from good to great is having a strong sales manager. The best sales managers are active listeners and innovative thinkers. They know how to inspire and motivate their teams. So, is there a secret that only these superstar managers know?

Sales Management 99

Sales Management Management Innovation Sales 99

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. Thanks for reading, be safe out there, and by all means… let’s continue to elevate our sales profession.

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Sales Acquisition Publishing Sales Training 130

The Center for Sales Strategy

MARCH 8, 2021

At The Center for Sales Strategy (CSS), we offer the most effective talent instruments available on the market to help you accurately identify the best candidates for the right roles and guide you to develop strategies and coach them in a way that will maximize their individual strengths.

Sales 101

Sales Marketing 101

The Center for Sales Strategy

NOVEMBER 10, 2020

Recruiting top sales talent takes time and energy, and it feels pointless if you’re a company experiencing a hiring freeze. They’re actively recruiting the best talent to build a winning team for future seasons to ensure the best replacement for this season’s graduating players. “Why interview if I can’t hire?”

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Sales 89

Force Management

MAY 19, 2022

In this wave of mass resignations and global hiring, reduce hiring challenges and cost by narrowing your sales manager's focus. Define what the ideal sales talent candidate looks like for your organization so you can help your managers hire the right people for growth.

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Sales Sales Management Management Organization 74

The Center for Sales Strategy

FEBRUARY 24, 2021

Throughout season 2 of the Improving Sales Performance Series , we’ve focused on the data and analysis of the newly released Media Sales Report. You can stream it now to hear their insight, advice, and initial thoughts after analyzing the data that was just published.

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Media Publishing Sales 75

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.

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Sales Organization 62

Force Management

JUNE 8, 2022

How can you own the talent management process to make your people your sales organization's biggest competitive advantage? In this era of mass resignations and global hiring, it's critical for sales leaders to take ownership of their talent management process. Your most important asset is your people.

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Sales Management Organization 77

SBI Growth

MAY 25, 2022

SBI wanted to help leaders assess the cost of sales rep turnover with greater accuracy and determine the best talent strategy for their businesses—build versus buy. We previously released a tool, the Turnover Calculator , which evaluates the total cost of replacing a sales rep with either an internal or external hire.

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Sales 71

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.

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B2B Sales Organization Management 94

SalesGlobe

DECEMBER 8, 2022

We’re entering 2023, and organizations are navigating the post-Covid effects on sales, supply chain, and how we work. Despite recent corporate layoffs, the war for sales talent is raging on. Think about your end goals as an organization regarding the current war for talent. Let’s talk about your organization.

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Organization Healthcare Value Proposition Supply Chain 52

SOAR Performance Group

NOVEMBER 28, 2022

In today’s market, sales leaders must prioritize attracting, developing, and retaining sales talent. The post How To Attract, Develop, and Retain Sales Talent in Today’s Market appeared first on SOAR Performance Group. The stakes are higher.

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Marketing Prioritization Sales Sales Leadership 52

The Center for Sales Strategy

FEBRUARY 24, 2020

I interview sales candidates every week, even if I don’t have openings on my staff. I find my best sales candidates when I’m under the gun and have openings on my staff. I move out underperforming sellers often because I keep a talent bank of qualified prospects.

Banking 91

Banking Sales 91

The Center for Sales Strategy

MARCH 12, 2021

> Five Reasons Companies Fail to Hire Top Sales Talent – Selling Power. Research shows that high-tech companies lose as much as $2 million per year on a bad sales hire. "Employers and business leaders need people who can think for themselves - who can take initiative and be the solution to problems.". Stephen Covey.

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Remote Working Sales Marketing 115

The Center for Sales Strategy

JULY 14, 2021

Have you ever heard music that was so brilliant, you couldn’t even carry on a conversation while listening? I had a friend in college who played like that. Her audiences would be nearly silent as she played, mesmerized by the sound, until her last note when they would go nuts!

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Sales 131

The Center for Sales Strategy

DECEMBER 13, 2018

It’s not enough to just have talent. You have to practice and use your talents in order to improve and make a positive impact on the people around you. What if you could spend more time on your talents? Professional athletes spend countless hours practicing and training in order to improve their performance.

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Sales Sales Management Management 88

SBI Growth

MARCH 22, 2024

Recruitment is a key component of any company’s initiative to build up talent in their organization, but without any clear guidance, leaders may end up overpaying for things that don’t make better sellers.

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Sales Organization Marketing 71

The Center for Sales Strategy

FEBRUARY 12, 2020

Our goal for the Talent Focused Management (TFM) workshop is to provide clients with strategies and tactics that they can actually put into practice immediately. The majority of participants that attend a “typical” training program or workshop will forget 70% of what they were taught within two weeks.

Sales Management 79

Sales Management Management Sales 79

SBI Growth

NOVEMBER 21, 2018

Article Corporate Strategy Sales Strategy Talent Strategy 2018 2019 A-Players address concerns address issues align talent align talent with potential b players boss build your bench c-players calculate candidates ceo comp compensation creat a plan create a plan departure estimate Drew Zarges exodus external gut bunch identify suspects internal invest (..)

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Sales 89

The Center for Sales Strategy

SEPTEMBER 20, 2023

The role you play as a leader in the retention of your salespeople has a huge impact on your business. The more you develop yourself as a leader, the greater influence you have on keeping the team you built in place.

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Leadership Sales Organization 81

Miller Heiman Group

NOVEMBER 20, 2019

Advancements in technology have changed the way sales organizations recruit and hire their sales force. The 2019 World-Class Sales Practices Study revealed that just 32% of organizations believe they have the right people in place to meet their business goals, and only 24% assess why their top performers are successful.

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Sales Sales Analytics Onboarding Meetings 67

The Center for Sales Strategy

JULY 27, 2022

As a sales manager, your time is valuable, and managing your sales team tops the list of priorities. How much time and with whom you spend your time is critical to achieving sales goals. But where to start? Most of us spend time with those we think need the most attention, those not meeting goals.

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Sales Sales Management Meetings Management 106

The Center for Sales Strategy

OCTOBER 18, 2023

You know the feeling… a position on your team suddenly comes open and catches you off guard without any promising candidates in sight. You stir up a tornado of job postings, resume reviews, and hopeful prayers that the perfect candidate will miraculously appear… and you feel completely overwhelmed. Here’s the good news. You can change this!

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Sales 81

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.

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Decision-making Sales Sales Management Management 79

The Center for Sales Strategy

JULY 23, 2019

When sales managers are working to build their talent bank with qualified candidates, it's not easy. Couple that with your desire to have the very best sales talent in there, it gets quite a bit harder.

Banking 72

Banking Sales Sales Management Management 72

Sandler Training

NOVEMBER 6, 2020

Quick quiz for sales leaders: Over the past three working days, how many total hours did you devote to expanding your pipeline of qualified sales applicants? The post Grow the Sales Division – By Improving Your Talent Pipeline appeared first on Sandler Training.

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Sales Sales Management Leadership Management 69

SBI Growth

APRIL 2, 2014

A sales force will never be made up of 100% ''A'' player talent. Losing top Sales Reps is bad enough – losing top Sales Managers can kill your future. This post discusses reasons why top Reps and Managers are leaving your sales force. But when you start losing the percent that you do have, it hurts.

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Sales Training Leadership Sales Sales Management 121

The Center for Sales Strategy

MARCH 2, 2023

Have you ever met a kid and know what kind of career they were made for? I bet the answer is YES if you really think about it.

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Sales 97

Sandler Training

DECEMBER 10, 2019

Discover the hidden ROI of training top sales talent. The post The Hidden ROI of Training Top Sales Talent appeared first on Sandler Training. Ongoing, modern training is one of the biggest investments you can make in your people.

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Sales Leadership Sales Management Management 59

The Center for Sales Strategy

MARCH 7, 2024

In this episode, we’re once again consulting the latest Media Sales Report by The Center for Sales Strategy. Today, we’re asking the question, “Why are so many media sales managers lacking superstar talent?” Why managers can’t nurture their superstar talents by “coaching from the locker room.”

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Media Sales Management Management Sales 130

Miller Heiman Group

SEPTEMBER 16, 2019

Your organization’s future depends on the quality and performance of your sales talent. Buyers agree with this dismal appraisal of sales talent: less than a quarter of buyers see sellers as an important resource to help them solve their business problems. The Sales Talent Problems that Cost You Most.

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Onboarding Sales Government Leadership 50

SBI Growth

JUNE 26, 2014

Every so often a Sales Ops leader needs a gut check. It might be time to assess the skills of your sales team. Sales Operations Strategy A Players sales operations Talent Assessment' Sales Operations Strategy A Players sales operations Talent Assessment' But Year over Year growth is stagnant.

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Sales 124

SBI Growth

SEPTEMBER 13, 2014

Is the competition taking your sales talent? How do I structure a winning sales organization?" The competition can beat you on two dimensions: superior solutions and better talent. The best solutions attract the best talent. The best talent delivers the best solutions. Every CEO knows this.

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Sales Organization Marketing 110

SBI Growth

AUGUST 19, 2018

How Often Should Sales Talent Be Assessed? Talent should be assessed every quarter to ensure A-players are developed and C-players are removed quickly. Nothing is more toxic to revenue growth than a complacent sales team. To keep sales. The Answer: Quarterly.

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Sales Customer Experience Customer Success Marketing 66

SBI Growth

JULY 7, 2014

In all professions, talent is a key element to success. Put the most talented team on the field and you’ll often win. The majority of your “A” sales players are talented. But, even the most talented won''t exceed if the right performance conditions are not in place.

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Sales Management 122

The Center for Sales Strategy

AUGUST 11, 2021

You know the feeling of an ah-ha moment…. When you're talking about something you passionately believe in and then — BAM — you can practically see the light bulb go off for the other person. It's a highlight for anyone who passionately loves what they do.

Sales 118

Sales 118

Miller Heiman Group

AUGUST 15, 2019

Then you can turn to your existing sales force—the middle 80%—and focus on developing them with this data, unearthing “hidden gems” already working for you. Here are four steps to take to find the hidden sales talent among your current sales force. Take the Sales Performance Meter. Invest in talent assessments.

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Sales Sales Analytics Organization Leadership 78