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management

sales managers

Your relationships with the team matter a whole lot more than your job title … and those relationships depend on you serving the team. So be sure you put the needs of your team first!

summertime misconceptions

#1 “Most of my team’s most important prospects for new business are on vacation during the summer months.”

Business excellence

When we use the word “Excellent” to describe a business or a team, we’re talking about a certain specific way of doing business. In our experience, there are three clear criteria that consistently define organizational excellence.

Three Methods to Hiring and Onboarding an Effective Sales Team

To produce and grow at the rate which you need to be successful, you must have a dynamic sales team. The team must be formed through careful planning, hard work, and collaborative efforts. From a 10,000-foot view, this may seem easily accomplished, but let’s go more in-depth and tackle some of the inherent challenges with hiring and onboarding the right team.

 THE KEY TO A SUCCESSFUL TRAINING AND DEVELOPMENT STRATEGY

Let’s be honest. Training and development initiatives meant to help sales teams succeed often go wrong.

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.

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.”

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.

A goal without a plan is just a wish

It happens every single year. You begin with lofty sales goals and quotas in January – but by December, you wonder what happened and end up trying to figure out where your team went wrong. Lack of motivation may not be the problem – you may just be taking the wrong approach to goal setting.