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professional growth

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

Four Reasons to Attend the 2019 Sandler Summit

If you are a Sandler client, and you’ve never attended a Summit, let me share four powerful reasons to consider joining us in Florida March 20-22.

Read Time: 5 Minutes

The Future of Sales in 2019 (Part One)

The second decade of the twenty-first century is approaching its finish line. As it does, sales as a profession is going through a period of extraordinary change. In this post, we will look at some of the biggest changes on the horizon for salespeople.

Read Time: 6 Minutes

How to Succeed at Using Microlearning in HR

Dave Mattson, President and CEO of Sandler, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in Human Resources. Get the best practices collected from around the world.

How to Succeed at Being Intentional about Sales Management

Pat McManamon, a longtime Sandler trainer from Jacksonville, FL, explores how to be more intentional in your sales management. Learn the attitudes, behaviors, and techniques of top leaders for managing salespeople. 

Four Ways to Set Yourself Up for a Productive Last Quarter

As we approach Q4, it’s important to identify the strategies that will help us to make sure we are on track to hit or exceed our sales goals by the end of the year. With that goal in mind, consider the following four steps, which can help you set yourself up for a great fourth quarter.

how to succeed at organizational excellence

Dave Mattson shares his thoughts about the new Leadership for Organizational Excellence training program by Sandler. Learn the structure and methodology to create real, lasting, positive change in your organization.

presenting with impact

Are your sales presentations more like a Gettysburg Address or a Gettysburg Oration? Few people know that President Lincoln was actually the secondary speaker at Gettysburg. The program for the dedication of the Gettysburg Cemetery, four months after the famous 1863 battle, listed Dedicatory Remarks, by the President of the United States after Oration, by Hon. Edward Everett, the main speaker. 

FOUR TIPS FOR SPEAKING WITH CONFIDENCE TO GAIN MORE BUSINESS

A lack of confidence when interacting with potential buyers is a sure way to sabotage a sales discussion. Here are four ways salespeople can improve upon their interpersonal skills and become more confident when dealing with prospects.

Mindfulness in business

One of the most challenging aspects of a successful career in sales management is knowing when to let your foot off the gas, assess you and your team’s status, and regroup before hopping back into the fast lane. While difficult, this is an imperative skill for a sales leader to possess.