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Leadership

Three Steps to Implement a Culture of Growth

The aggressive, sustainable growth so many company leaders seek, but few can actually point to, lies in moving yourself and your organization into a growth-driven sales culture. The following three steps are essential preliminaries to that shift.

Read Time: 6 Minutes

How to Succeed Between Your Ears [Podcast]

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 7 Minutes

Compensation Plans that Keep Top Sales Talent

In addition to the people in your company who deliver services and keep operations running, how much do you value the folks who bring in the most revenue, i.e. the top sales performers? Answering this question directly should be part of your overall business plan.

Read Time: 6 Minutes

Should Innovation Be an Important Element in Your Workplace?

If your answer is “no” then you can stop reading now because nothing in here will be useful to you. If you answered “yes,” then you are definitely not alone. Here are five tools to increase innovative thinking.

Read Time: 9 Minutes

How to Succeed at KARE-ing for Your Clients [Podcast]

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Listen Time: 10 Minutes

How’s Business? Only as Good as Your People!

In the business world it’s often been said, “Our strongest asset is our people.” But how often is it stated that they are also your greatest weakness? Every business can benefit from a reality check. If you use a systematic strategy for developing the people in your key roles, that reality will likely reveal the valuable human assets on your team.

Read Time: 6 Minutes

In Search of the Scalable Sales Team

The internal revolution that delivers a predictable, rapid growth curve requires a scalable sales team. This revolution always starts with the sales leader; it is always launched, modeled, promoted and defended by that leader, in close collaboration with the senior leadership of the company; and it always expands outward.

Read Time: 6 Minutes

Share Your Vision Through Questions to Create Buy-in

Of the corporate blind spots shared in The Road to Excellencenot 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 instead of statements.

Read Time: 6 Minutes

How to Succeed at Leading Change

Chris McDonell, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at leading an organization through a change initiative.

Listen Time: 

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