The Center for Sales Strategy

FEBRUARY 19, 2024

New data from the Media Sales Report shows that 46% of managers believe less than 20% of their sales teams are underperforming. It’s a terrible position to be in. It sucks your energy, time, and takes your focus from where you can be making a positive impact. It’s hard on leaders and underperformers.

Management 101

Management Sales Media Sales Leadership 101

Account Manager Tips

APRIL 2, 2021

The best sales podcasts key account managers should listen to Are you a key account manager? If you answered yes to any of these questions, then read on for my list of three of the best sales podcasts around, including one that might surprise you. What makes these sales podcasts the best? Do you sell?

Key Account Management 234

Key Account Management Account Management Procurement Management 234

Sales Readiness Group

JULY 4, 2023

Sales and account management are vital in driving revenue growth and cultivating strong customer relationships. Let's take a closer look at the differences between sales and account management and how to leverage them to optimize sales strategies, train teams, and effectively nurture the existing client base.

Account Management 127

Account Management Management Sales Sales Management 127

Sales Outcomes

APRIL 1, 2024

Achieving consistent and reliable sales forecasts depends heavily on the sales manager’s competencies in conducting 1:1 sales pipeline reviews with their team. Pipeline management and forecasting are different , yet many firms focus most of their attention on the forecast at the expense of pipeline management.

Sales Management 52

Sales Management Management Sales Organization 52

Red Star Kim

OCTOBER 16, 2023

Referrer Management – Capacity and Capability Capacity – Rational elements of referrer management Throughout the workshop we considered how leadership and organisation (rational activity) supports effective referrer management. Some looked to LinkedIn’s Sales Navigator to drive data and process. amongst us.

Management 130

Management Emotional Intelligence Onboarding Communication 130

Force Management

APRIL 18, 2024

Top sales teams differentiate themselves with a proven system for finding and attracting elite talent. Making the move from sales rep to manager is a common career pathway. Making the move from sales rep to manager is a common career pathway. Here are six attributes to look for in sales manager candidates:

Management 84

Management Sales Management Organization Sales 84

Revegy

APRIL 22, 2024

In an era where the velocity of change in the sales sector outpaces nearly every other aspect of business, the imperative for a trust-driven, dynamic approach to sales enablement is crucial.

Management 52

Management Sales Sales Training Leadership 52

Nutshell

MARCH 28, 2024

Consulting firms need a great sales pipeline to attract leads and close deals, as well as generate recurring revenue from clients and referrals. Read on to learn tips and best practices for managing an optimized sales pipeline for consulting firms. What is the typical sales process for consulting firms?

Management 71

Management CRM Sales Negotiation 71

The Center for Sales Strategy

DECEMBER 7, 2022

If you are like me, the idea of your sales team working remotely was beyond your imagination. Have you changed your management style to match the new reality of a hybrid sales team? Oh, sure, they are "working from home," and I saw "Big Foot" run across my backyard.

Sales Management 154

Sales Management Management Sales Leadership 154

Sales Readiness Group

JUNE 28, 2023

The role of a frontline sales manager (FLSM) is challenging. At the same time, sales managers are becoming even more overloaded with administrative responsibilities, reporting requirements, and countless internal meetings.

Sales Management 126

Sales Management Management Leadership Sales 126

Nutshell

MARCH 28, 2024

As a startup, having a well-running sales pipeline is vital to facilitate sales actions and help your team close deals faster. Read on to learn more about the importance of sales pipelines for your business and how to manage a sales pipeline for your startup. What is a sales pipeline?

Management 71

Management Prioritization CRM Sales 71

Nutshell

AUGUST 3, 2023

Every business’s sales pipeline is different, but one thing they all have in common is that they take people from prospective leads to paying customers. As a manufacturing company, a steady customer base is key to your business’s growth, and the best way to maintain that customer base is through sales pipeline management.

Manufacturing 118

Manufacturing Management CRM Sales 118

The Center for Sales Strategy

MARCH 12, 2024

Most businesses would say they have a way they manage and prioritize their accounts, but few of them do it in a way that is strategic, consistent, and is woven into every sales decision they make. Do you know where 80% of your revenue comes from?

Management 111

Management Prioritization Decision-making Sales 111

RAIN Group

SEPTEMBER 20, 2023

Assume you’re a sales manager for a mid-sized enterprise. Sales have been consistent, but there are so many variables at play and it’s hard to predict what the future holds. Sales have been consistent, but there are so many variables at play and it’s hard to predict what the future holds.

Management 124

Management Sales Sales Management Marketing 124

The Center for Sales Strategy

OCTOBER 26, 2023

In these conversations, sales managers and sellers have a unique chance to learn about potential clients, understand their challenges, and present solutions tailored to their needs. For sales managers, it provides insights into sharpening your skills in this area.

Meetings 85

Meetings Sales Management Management Sales 85

Nutshell

MARCH 8, 2023

As a sales manager, you want to make sure your team has everything they need to succeed. The answer is resource management skills—a crucial but often overlooked skill in the sales manager’s toolkit. Table of Contents What is resource management for sales?

Sales Management 62

Sales Management Management Sales CRM 62

Hubspot Sales

APRIL 12, 2023

When assessing your team’s performance, sales activities offer crucial metrics. That includes the number of sales calls, VP-level meetings, new qualified opportunities, and so on. With proper sales activity management, you can influence sales objectives and business results. Determine key selling activities.

Management 118

Management CRM Sales Software 118

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%. Focus on specifics.

Sales Management 79

Sales Management Management Sales Meetings 79

The Center for Sales Strategy

JANUARY 17, 2024

Managing a sales team can be challenging, especially when salespeople consistently miss their budget or sales targets. While it's natural for sales professionals to have their ups and downs, it's essential to address performance issues promptly and effectively to ensure the overall success of your team and organization.

Management 126

Management Organization Sales Sales Leadership 126

SBI Growth

JANUARY 8, 2024

Sales leaders today face a common problem: how to drive increased productivity from their sales teams. Let’s dive into the four strategies to do this.

Sales Management 62

Sales Management Management Sales 62

The Center for Sales Strategy

AUGUST 25, 2021

And as a sales manager, you’re finding innovative ways to address these issues. However, to become more effective in your role and provide a better overall direction for the entire team, it’s important to know the current challenges that sales managers face as well.

Sales Management 130

Sales Management Management Sales Innovation 130

Sales Gravy

DECEMBER 4, 2023

On this episode of the Sales Gravy Podcast, I dive into part two of my conversation with sales leadership expert Mike Weinberg on what new sales managers need to do to get off to a successful start. He credits Mary Gardner, the Area Vice President of his group, for fundamentally shaping his approach to sales leadership.

Sales Management 86

Sales Management Management Sales Leadership Leadership 86

SBI Growth

MARCH 18, 2024

2023 presented a unique set of challenges for sales managers. Economic uncertainty, cautious buyers, and reliance on existing customers contributed to longer sales cycles and pipeline woes. However, 2024 brings new opportunities, and with these five lessons, sales organizations can get on track for a fast start in 2024.

Sales Management 62

Sales Management Management Sales Organization 62

Arpedio

JANUARY 5, 2024

In the competitive world of sales, the art of relationship management is a pivotal factor that drives success. Effective relationship management in sales is not just about making connections; it’s about building and maintaining long-term partnerships that benefit both parties.

Management 52

Management Emotional Intelligence Client Relationships Sales 52

Arpedio

FEBRUARY 14, 2024

Two such important functions that often go hand in hand are account management and sales. Understanding the nuances between account management and sales can help businesses optimize their strategies and ensure long-term client relationships. Two such crucial roles are account management and sales.

Account Management 52

Account Management Management Sales Client Relationships 52

Arpedio

JANUARY 5, 2024

Embarking on the quest for sales optimization , seasoned professionals understand that the core of any robust sales strategy lies in the mastery of effective pipeline management techniques. To elucidate the intricacies of this process, we begin by defining the sales pipeline itself.

Management 52

Management Energy and Utilities Sales Prioritization 52

The Center for Sales Strategy

OCTOBER 11, 2023

As a sales manager, you are faced with competing priorities and objectives that you would like to emphasize with your team. Successful sales managers are aware that business development is a key ingredient to account and organizational growth and should prioritize it with their account executives.

Prioritization 85

Prioritization Sales Management Management Sales 85

Apptivo

FEBRUARY 20, 2023

ABCs of sales lead management 3. Sales Lead Management Process 4. Implementing a Lead Management Strategies to increase sales 5. However, inbound sales teams need a well-defined lead management system and the right tools to get the most value out of those leads. Overview 2.

Management 103

Management Sales Software Software 103

PandaDoc

APRIL 3, 2023

In fact, if that’s your current sales training program, all of that hard work and education could be forgotten by your team in just a few months. There is no room for failure in today’s competitive sales landscape. With a defined and clear structure, staff can make useful decisions without the constant supervision of their manager.

Sales Training 98

Sales Training Management e-Learning Construction 98

The Center for Sales Strategy

JULY 11, 2023

Sales management is a tough job. I googled why sales managers fail and got “About 206,000,000 results (0.40 About 60% of new managers fail within the first 24 months in their new role”, according to research from CEB Global.

Sales Management 74

Sales Management Management Sales 74