Brooks Group

DECEMBER 13, 2023

Sales is a numbers game, but evaluating your sales reps’ performance involves much more than looking at a final revenue number. Revenue may be the ultimate performance indicator, but as a sales leader you should investigate the “why” behind a final result to truly improve the success of your sales team.

Sales 93

Sales Sales Training Communication Meetings 93

The Center for Sales Strategy

JULY 27, 2023

As a business owner or sales leader, you understand how important your sales process is to the success of your company. But are you certain that your sales process is as effective as it can be? If so, a consulting organization such as The Center for Sales Strategy (CSS) may be able to help.

Sales 92

Sales Organization 92

The Center for Sales Strategy

JULY 22, 2021

As a sales manager, how much better would your life be if you had access to better forecast accuracy and improved sales performance?

Management 113

Management Sales Sales Management 113

Revegy

APRIL 23, 2024

Sales leaders have seen massive transformations over the last couple of years. Limited budgets…more educated and demanding buyers…hybrid and remote reps…digital buying…personalized sales approaches…partner ecosystem shifts…and don’t get us started on introducing AI!

Sales 59

Sales Digitalization Marketing Sales Management 59

Sales Readiness Group

MAY 10, 2023

Sales coaching is a critical aspect of improving the performance of sales teams. It involves various activities, from providing feedback and training to helping sales reps develop their skills and close more deals, making it a time-consuming process.

Artificial Intelligence 127

Artificial Intelligence Sales Sales Management Management 127

The Center for Sales Strategy

NOVEMBER 24, 2020

Episode 4 of the Improving Sales Performance series with Tony Hartl, founder of Crunch Fitness Austin and Planet Tan, provides listeners with a few secrets of how he’s getting new members and keeping existing ones amid the pandemic. How did one gym manage to gain more members now than pre-COIVD?

Sales 129

Sales Management 129

Brooks Group

FEBRUARY 6, 2024

Does your team have a sales process? If not, you may see confusion, lackluster sales performance, and missed quotas. That’s because sticking with a sales process correlates with success—and lack of adherence is a problem at many organizations. What Is Sales Process Adherence? If yes, great.

Sales Training 52

Sales Training CRM Sales Meetings 52

The Center for Sales Strategy

JULY 6, 2021

It's obvious why sales performance is a crucial part of any organization. Good sales performance leads to increased sales and greater profits. These results become a motivating factor for your sales force. A motivated sales team will perform well. This creates a cycle of continued success.

Facilitation 122

Facilitation Sales Profitability Sales Management 122

The Center for Sales Strategy

MAY 24, 2023

Sales leadership plays a crucial role in the success of any organization's sales efforts. As the driving force behind a sales team, sales leaders are responsible for setting targets, providing guidance, and motivating their team members to achieve their goals.

Sales Leadership 99

Sales Leadership Leadership Sales Organization 99

The Center for Sales Strategy

JANUARY 13, 2021

In case you missed Episode 8 of the Improving Sales Performance series , here’s a breakdown of the conversation that host, Matt Sunshine and guest, Gary Pizzati had on how many traditional clients are buying and selling in 2021.

Sales Leadership 99

Sales Leadership Leadership Advertising Sales 99

The Center for Sales Strategy

FEBRUARY 2, 2022

This episode of Improving Sales Performance takes an interesting twist where host Matt Sunshine interviews a big competitor of The Center for Sales Strategy. And while we are competitors, there is one thing we absolutely agree on, and that is creating impact for clients.

Sales 117

Sales Leadership Management 117

The Center for Sales Strategy

JULY 15, 2021

The Improving Sales Performance Series focuses on helping sales leaders make an IMPACT on their sales performance through insight on four key areas: people, process, planning, and performance. Tune in now or keep reading for a brief overview.

Sales 117

Sales Digitalization Management 117

The Center for Sales Strategy

NOVEMBER 11, 2020

It comes as no surprise that one of the biggest challenges sales leaders face is time management. And while there are many articles and time management tools readily available, there’s also the old-fashioned sales calendar.

Sales 132

Sales Management 132

The Center for Sales Strategy

AUGUST 30, 2022

Strong sales leaders often think about how to have better business outcomes in their organizations. And while thinking about ways to improve sales performance, the idea of changing the sales structure has likely come to mind. It may seem overwhelming, and you may be wondering where to start.

Sales 105

Sales Organization 105

The Center for Sales Strategy

AUGUST 30, 2022

Strong sales leaders often think about how to have better business outcomes in their organizations. And while thinking about ways to improve sales performance, the idea of changing the sales structure has likely come to mind. It may seem overwhelming, and you may be wondering where to start.

Sales 102

Sales Organization 102

KAM With Passion

OCTOBER 27, 2020

Why a new blog on sales performance? When it comes to articles and talks about commercial performance, there is a certain form of rejection of polychromy. Aren’t there already a lot of them? To answer this question, let’s use an analogy. Greek and Roman statues were painted. Why was this? Why does it matter?

B2B 130

B2B Co-Creation Account Management Key Account Management 130

The Center for Sales Strategy

MAY 31, 2021

The reason seems to be because these high performers are doing what comes naturally to them. It’s about behaviors that “fire naturally” in client-facing sales situations. Specific traits are sales accelerators. These are not skills that can be taught or learned.

Sales 123

Sales 123

Sales Readiness Group

DECEMBER 19, 2022

Providing regular, constructive feedback to sales representatives on their performance is an important part of their development, and long-term success, and an essential part of your role as a sales manager.

Construction 118

Construction Sales Sales Management Management 118

The Center for Sales Strategy

SEPTEMBER 7, 2022

Simply put, communication is the foundation of successful sales. Keep reading to learn all about how to improve sales performance. Even with verbal communication, it's not hard to see how this could also be common in business. It's also your best tool for figuring out a client's needs.

Sales 104

Sales Communication 104

Apptivo

OCTOBER 6, 2023

Understanding Sales Performance Management 2. The Benefits of Sales Performance Management 3. Best practices in Sales Performance Management 5. It’s a nеcеssity for thosе striving for еxcеllеncе in thе world of salеs. Get Started Free What is Sales Performance Management?

Management 52

Management Sales CRM Software 52

The Center for Sales Strategy

SEPTEMBER 12, 2022

If they have helped you, make sure you compliment them as that contributes to improving sales performance through referrals. You need to have good relationships with clients to help your business grow and succeed.

Client Relationships 113

Client Relationships Sales Communication Account Growth 113

The Center for Sales Strategy

MAY 26, 2021

Kicking off the new season of the Improving Sales Performance series, John Henley, Managing Partner at The Center for Sales Strategy, gives viewers an overview and behind-the-scenes look at the creation of the IMPACT Sales Leadership System: why it was created, who it was created for, and how sales leaders can make an impact on their sales performance (..)

Sales Leadership 118

Sales Leadership Sales Leadership Management 118

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

The Center for Sales Strategy

MARCH 17, 2021

In Season 2 of Improving Sales Performance Series , we’ve focused on the data and analysis of the 2020 Media Sales Report. In this episode, Dani Buckley, Isha Bell, and Emily Hartzell of LeadG2 join Matt Sunshine as they discuss the data from the Media Sales Report surrounding the analysis of the sales enablement information.

Media 125

Media Sales Publishing 125

Customer Think

NOVEMBER 15, 2022

Improving sales performance is a critical part of any business’s success. In this blog post, we’ll outline some of the most important steps you can take to evaluate and improve sales performance in your organization. 3 key metrics to evaluate sales performance The three key […].

Sales 78

Sales Organization 78

Revenue Storm

MARCH 28, 2023

Sales organizations in the high-tech arena have been hit with several redefining trends over the last several years – the shift to virtual relationships, the drive to commoditization by the buyer, the unbelievable acceleration of digital technology, and the redefining of market boundaries. This is no longer the case!

Organization 78

Organization CRM Sales Leadership 78

The Center for Sales Strategy

JULY 7, 2021

And a question many sales leaders want to know, what does "good" look like? In this episode, Alina McComas, VP / Senior Consultant at The Center for Sales Strategy, discusses how sales leaders can make an IMPACT on their sales planning through Target Drives. Plus, she gives brand-new data related to top-performers!

Sales 117

Sales Organization 117

The Center for Sales Strategy

JUNE 9, 2021

Season 3 of the Improving Sales Performance Series is focused on helping sales leaders make an IMPACT on their sales performance through insight on 4 key areas: people, process, planning, and performance.

Sales 117

Sales 117

The Center for Sales Strategy

MARCH 10, 2021

In Season 2 of Improving Sales Performance Series , we’ve focused on the data and analysis of the 2020 Media Sales Report.

Media 117

Media Sales Publishing 117

The Center for Sales Strategy

APRIL 15, 2021

In this episode of Improving Sales Performance, Alina McComas , VP / Senior Consultant at The Center for Sales Strategy, shares her insight on implementing target drives that help improve revenue performance. You need a strategic plan, and that’s where target drives come in.

Sales 96

Sales Organization 96

Sandler Training

FEBRUARY 5, 2021

Ask any sales leader whether they want to build a high-performing team, and the immediate answer will be “Yes.” The post Building A High-Performance Sales Team appeared first on Sandler Training. But what are the specific best practices that support this goal?

Sales 123

Sales Organization Sales Management Leadership 123

The Center for Sales Strategy

JULY 12, 2023

It is usually something that we undergo when we begin a new position or new company, but the best sales organizations, like the best sports teams, are constantly training all of their people. It is the foundation created by effective employee training that drives performance of your team.

Sales Training 87

Sales Training Sales Organization 87

The Center for Sales Strategy

DECEMBER 16, 2021

Brand new, hot off the press, the 2021 Media Sales Report is now available for all to download! Tune in now or keep reading for a brief overview.

Media 106

Media Sales 106

The Center for Sales Strategy

DECEMBER 8, 2020

The IMPACT sales leadership system is both a training curriculum and an ongoing guidebook for sales leaders of all organizations and levels of experience. This system ensures sales leaders make the right People decisions, follow the best Processes , and engage in effective Planning to deliver top Performance.

Sales Leadership 115

Sales Leadership Leadership Sales Decision-making 115