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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?

Read Time: 3 Minutes

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.

How to Succeed at Teaching Your Prospects How to Buy from You

Al Simon, Sandler trainer, joins us to talk about the attitude, behaviors, and techniques of sales interactions. Learn the advantages and best practices of having a system for salespeople to follow and knowing your own sales gates. Learn how to lead and control the sales interaction and teach your buyer how to make the right decision.

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.

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 Knowing What's Coming from Sales

Dale Bierce, Sandler trainer from Sacremento, CA, talks about the attitudes, behaviors, and techniques sales managers and leaders should have towards sales forecasting. Is your sales pipeline predictable and reliable? Learn how to succeed in knowing what is coming from Sales.

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?