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Management & Leadership

5 Ways to Motivate Your Salespeople

If I asked a group of sales leaders, what motivates their salespeople, money is going to come up more often than not. And yes, money is important as it does pay the bills. And for some, money can be used as a scorecard. But are true high performers only motivated by money?

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Six Ways to Position Your Business for Growth Next Year

Leaders: January will be here before you know it! With that inescapable reality in mind, consider the following five strategies you can use right now to ensure that your business is positioned for maximum growth in 2019.

How to Succeed at Doing Flip Calls

David Mattson, President and CEO of Sandler Training, talks about how to introduce a manager or another team member to your prospect. Learn the best practices collected from over a thousand Sandler employees around the world.

It Takes Ten Hands to Score a Basket

Early in John Wooden’s coaching career, his team had a hotshot player. He was arrogant, self-absorbed and put his needs before the needs of the team. This ego-centric player took far too many shots and did not involve other players in the offense, contrary to the style of basketball that Wooden was noted for. In basketball vernacular, he was a “gunner.” Yet, he was by far the teams’ most talented player, but Coach Wooden knew that one guy will never beat a team of five competitors.

Five Ways to Ensure Sales and Marketing Are Aligned

What can leaders do to ensure that sales and marketing teams are on the same page and pursuing the same business goals? Here are five strategies the most successful company leaders implement on a consistent basis.

Four Tips on Building the Right Team for 2019

The approach of a new calendar year can be one of those times leaders begin asking themselves author Jim Collins’s famous question, “Have we got the right people in the right seats on the bus?” It’s a good question for any time of year, of course … but since the turn of the calendar can often deliver a sense of new purpose and focus for both teams and leaders, the period leading up to January 1 can indeed be a great time to reassess your organization’s personnel strategies.

How to Succeed at Leadership in the 21st Century

Chris Lewis is the CEO and Founder of LEWIS, one of the world's largest private communication companies. He joins us to talk about his new book and the attitude, behaviors, and techniques of top performing leaders in the new century. Learn how to succeed at leadership in the 21st century.

Guiding Principles of Effective Management

Learn the best practices for effective management and leadership from Caroline Robinson and Mike Montague.

Prepping Your Team for Change in 2019

January is coming. As a leader, this may mean the implementation of strategically necessary change initiatives that affect the sales team in 2019, such as the restructuring of territories or the revision of the team comp plan.

How to Succeed at Interviewing Job Candidates

David Mattson, President and CEO of Sandler, shares his thoughts about how to improve your interviewing and hiring capabilities. He shares 5 tips to take your interviewing to the next level. Learn the attitudes, behaviors, and techniques of top leaders and how they interview.