Hamish Knox

Hamish Knox is the president of an authorized Sandler Training® center located in Calgary, Alberta, Canada. As a licensed member of the global Sandler® network, Hamish works with business owners and chief executives who are serious about creating sustainable sales cultures.

Hamish worked in sales across a variety of industries including media, communication services, software and professional sports before joining the Sandler network, which melded his passions for sales and education. Early in his Sandler career, Hamish was anointed a Sandler "Rising Star" for quickly building his business and helping fellow Sandler colleagues with their businesses. Hamish is a former Sandler Rookie of the Year, a current member of Sandler's Franchisee Advisory Council and co-authored the new book, Accountability The Sandler Way.

Beware Our Tendency To Overcorrect After Crisis

By Hamish Knox / June 2, 2020

[CEOWorld Magazine] Picture two early humans. One is our shared ancestor. The other is their companion. They are walking to a tree full of sweet fruit that they’ve visited many times before. Suddenly they hear a rustling in the long grass near the tree.

Read More

Businesses Aren’t Binary So Stop Seeking Binary Solutions

By Hamish Knox / November 12, 2019

[CEO World Magazine] Humans are lazy, impatient and afraid of change, which enabled us to build the cities and societies we enjoy today; however, those hard-wired attributes often cause those of us in business to reach for binary solutions to non-binary problems.

Read More

Share Your Vision Through Questions to Create Buy-in

By Hamish Knox / July 11, 2019

Of the corporate blind spots shared in The Road to Excellence, “not sharing the vision with those who have to implement it” is one of the most detrimental to the sustained growth of an organization. To create buy-in with your team (aka “those who will have to implement it”) share your vision in the form of questions…

Read More

How to Succeed at Trials and Demos

By Hamish Knox / June 13, 2019

Trials and demos can be an important part of your sales cycle, especially in the enterprise space. Another term for a trial or demo, is the “Monkey’s Paw,” which is a small version of your larger service or a consulting project. A successful Monkey’s Paw has three components, which are similar to a successful trial. A Monkey’s…

Read More

How to Implement Executive Peer-to-Peer Selling in Your Organization

By Hamish Knox / February 7, 2019

When our clients are elephant hunting or are selling in the enterprise space, we encourage them to engage their executives in peer-to-peer selling to their counterparts at prospect organizations. Successfully implementing executive peer-to-peer selling covers all points of Sandler’s Success Triangle (attitude, behavior, and technique). Attitudes Purpose is to create or advance a selling opportunity…

Read More

Three Summertime Misconceptions Sales Managers Must Overcome

By Hamish Knox / June 14, 2018

#1 “Most of my team’s most important prospects for new business are on vacation during the summer months.” Salespeople say this so often that lots of managers who ought to know better sometimes come to believe it. Actually, summer is a great time for your salespeople to reach out to decision makers. Many top executives…

Read More

How to Recognize and Get Past the “Donkey Moments” During Interpersonal Conflict

By Hamish Knox / May 10, 2018

You’ve experienced a “donkey moment” during an argument. The other person metaphorically digs in their heels, they physically lean back and probably cross their arms. These moments are wimp junctions. Wimp out and your conflict likely escalates to a lose-lose ending. Take the “un-wimpy” path and your conflict deescalates with greater possibilities of a win-win…

Read More

Sales Managers: Are You a Primary Arsonist?

By Hamish Knox / April 26, 2018

Some managers start looking for fires to start with their team, so that they can swoop in to the rescue. They have no time to set up a meaningful accountability program, they’ll say, because they have too many (self-started) fires to fight. Most of the leaders I work with are dubious at first that they…

Read More

9 Ways to Improve Your Next Performance Evaluation

By Hamish Knox / September 14, 2017

Traditionally performance evaluations (or reviews) are a “check the box” exercise designed to appease HR. These evaluations typically come down to a “good kid” (you made your number / performed to expectations) or “bad kid” (you didn’t make your number) comment from a manager. This comment prompts an emotional reaction, positive or negative depending on…

Read More

Three Beliefs Leaders Have That Cripple Accountability

By Hamish Knox / August 15, 2017

Holding your people accountable is simple. In working with sales leaders around the world, accountability isn’t easy because those leaders possess one of three self-limiting beliefs that cripple their accountability program. First, and most common, is a need for approval. To paraphrase one of David Sandler’s rules, “Leadership is not a place to get your…

Read More