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management

How to Succeed at Managing Behavior Not Results

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: 8 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

Long-Term Success = Disciplined Hiring

The hot labor market is stressing hiring managers and their organizations like no other job cycle in the last 20 years. Despite the mounting pressure of filling an open role, organizations that remain true to their hiring standards will win in the long term.

Read Time: 5 Minutes

Three Reasons to Set and Follow a Behavioral Plan

What is the ideal mix of daily and weekly activities – the mix that best supports our income goals? We should know. If we have a personalized daily “recipe” for daily and weekly progress toward key activity benchmarks, also known as cookbook or a behavioral plan, we can identify exactly how many dials we need to make, how many conversations we need to have, how many referrals we need to ask for, and so on… every single working day.

Read Time: 3 Minutes

Sales Accountability: Users

The SalesAccountability platform offers a wide variety of functions to help your team improve their sales process. Learn how to add users and setup teams within the platform to hold your team more accountable!

Watch Time: 6 Minutes

Five Ways to Invest in Employee Development

Most of us who lead teams and organizations readily acknowledge that we should be doing more to invest in the personal and professional development of the people who report to us. We have a lot of responsibilities, we get busy, and, all too often, we don’t take action on this essential priority.

Read Time: 4 Minutes

Four Goal Setting Habits of Effective Leaders

The first month of the year is a classic time for sales professionals to focus with intensity on identifying and fulfilling their most important personal and organizational goals. We’ve noticed, though, that the goal setting behavior of an organization’s leaders during the month of January tends to have the biggest bottom-line impact on the year as a whole.

Read Time: 4 Minutes

How to Succeed at Financial Services

Glenn Mattson, Sandler trainer and course instructor, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in financial services. Get the best practices collected from around the world for selling insurance, investments, and financial planning. 

Listen Time: 28 Minutes

SalesAccountability

Keep, Attain, Recapture, Expand. Learn more about the concept of KARE in the heart of SalesAccountability!

Watch Time: 4 Minutes

Why Q1 is Critical to the Growth of Your Business

Consider these three, often overlooked, reasons to remember how critical Q1 is to your business’s growth. Each reason represents a specific opportunity for your organization to start strong and make the very most of 2019.

Read Time: 7 Minutes