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Management & Leadership

how to succeed at delegation

Learn how to empower your employees to take ownership and learn how to solve problems on their own. Clint Babcock talks about how to know which things to take off your plate and put them onto someone else's. You can't be great at everything, but you can build a team that is.

Sales Managers: Are You a Primary Arsonist?

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 could ever play the role of the Primary Arsonist. Yet it’s easier to fall into this pattern without realizing it than you might imagine.

How to Succeed at Uncovering Pain Using DISC

Learn how to apply the DISC personality framework to uncovering prospect's buying motivations or PAIN, in Sandler terms. Hamish Knox, Sandler trainer and author, returns to the podcast to talk with Dave Mattson about combining these two classic Sandler frameworks and selling strategies.

Coaching & Training

Learn how to be an effective manager, by learning how to coach and train. Tom Niesen and Dave Mattson, two very experienced coaches and trainers talk about what it takes to improve your team's performance through coaching and training.

Leadership

If you want a better team, become a better manager. Dave Mattson, President and CEO of Sandler Training interview John Rosso, Sandler author and David H. Sandler award-winner, about effective sales leadership. What are the roles of a good leader?

Why Invest in Success Coaching?

Sales coaching is a formal process that uses one-on-one meetings to help salespeople achieve new levels of success by discovering hidden issues that inhibit their performance. Contrary to popular belief and practice, effective sales coaching is not “showing them how to do it.”

how to succeed at delegation

Learn how to empower your employees to take ownership and learn how to solve problems on their own. Mike Jones talks about how to know which things to take off your plate and put them onto someone else's. You can't be great at everything, but you can build a team that is.

How to Keep Communication Personal in the Digital Age

The digital revolution is innovative, inspiring, and even pervasive. We’ve come a long way in a short period of time, and many of the things we take for granted now weren’t even in the realm of possibility a few decades ago. As impressive as they are, the reach and impact of electronics when it comes to communication can have detrimental effects. Below, I identify three important elements that should always be involved in business relationships, no matter how advanced technology becomes.

4 Benefits of Investing in Employee Development

Communication is important to a growing business and sales team, but that’s only part of the equation. Employee development is another key aspect for continued growth and success. While this topic is often incorporated into business plans, it’s commonly overlooked and bypassed in pursuit of other priorities. Below are four reasons why employee development should be at the top of the list.

managers beware

Most managers go into massive “critical parent” mode when they realize, too late, that a salesperson has a lot of ground to make up the remainder of the year. They say things like, “You need to sort yourself out and get back on track...” and they think it’s going to work! The truth is it never works… although a salesperson sometimes produces good results in spite of what the manager says.