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How to Succeed at Identifying Blind Spots [Podcast]

CEO and President of Sandler, Dave Mattson, explains how blind spots hold us back, how to find them, and how to fix them to get your business where you want it to be.

Listen Time: 29 Minutes

The Sales Leader’s Secret Weapon: The Feedback Loop

Very often, managers who lead sales teams find themselves saying something like the following: “I have told them how to do X a hundred times, and it never seems to stick. I just don’t know what their problem is.” Or these managers may find themselves thinking, “Maybe I just hired the wrong person.” At such a moment, it makes sense to ask: Is the problem really with “them?” Or could at least part of the problem be with us?

Read Time: 6 Minutes

Hold Your Team Accountable to the Forest and the Trees

Two of David Sandler’s rules are “never manage your numbers, manage your behavior,” and “the bottom line of professional selling is going to the bank.” What may seem like a contradiction is actually the root of a successful accountability program, holding your team accountable to the forest (their sales target) and the trees (KPIs and proactive behaviors).

Read Time: 5 Minutes

Are your Sales Hires Willing and Able?

As sales leaders, we need to accept that we will ultimately be judged on our ability to hire and retain people who are both willing and able to do the job of selling. If either of those elements is missing in a sales hire that happens on our watch, we’re not doing our job.

Read Time: 5 Minutes

SALES COACH OR SALES MANAGER?

It's common for people to mistake sales management for sales coaching. In fact, these are two very different roles. The table highlights some of the most notable differences.

Read Time: 5 Minutes

The Leadership Blind Spot That Keeps You From Building a Bulletproof Business

I’m often asked to identify a single “blind spot” that keeps leaders from growing their businesses aggressively. There are actually a number of these … but one that’s particularly common is the failure to collect best practices and assemble them in a regularly updated “playbook.”

Read Time: 6 Minutes

Coaching for More Effective Sales Presentation Skills

In addition to following the basic principles of not presenting too early and ensuring that the presentation is delivered as one component of an effective professional sales process, there are four steps sales professionals can follow to ensure more effective presentations.

Read Time: 5 Minutes

Sales Leaders, Connect the Dots! How Motivation Plays into Goal Setting in 2019

All too often, what holds salespeople back in terms of reaching their potential is not a missing sales skill or an improperly applied technique. More often than managers like to imagine, the problem is a failure of leadership.

Read Time: 5 Minutes

Laying the Foundation for a Great 2019

As the end of the year is approaching, sales professionals in every industry are eager to lay a solid foundation for success in 2019. One of the most common business-related New Year’s resolutions among managers is this one: “I will hold more one-on-one coaching sessions with the members of my team this year.” It’s fine as far as it goes … but is it enough?

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.