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sales management

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

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.

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How to Use Evernote as a Salesperson or Sales Manager

Today’s sales teams are under increasing pressure. Buyers are more educated than ever and are evolving with technology. Social media has given people the opportunity to communicate transparently about products and services—and the people who sell them.

Read Time: 7 Minutes

How to Succeed at Creating Curbs on the Roadway [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

SALES COACH OR SALES MANAGER?

It's common for people to mistake sales management for sales coaching. In fact, these are two very different roles. The table highlights some of the most notable differences.

Read Time: 5 Minutes

Sales Leaders: Schedule a 90-Day “Heart-to-Heart”

There’s a tendency on the part of some managers to expect their new sales hires to “hit the ground running.” Often, managers justify this expectation by telling themselves that they only hire “self-starters.” Both of these assumptions are part of an ineffective hire-and-forget approach, one that can and should be remedied by a solid onboarding plan that’s based on a series of monthly one-on-one coaching conversations.

Read Time: 8 Minutes

Three Ways to Improve Your Time Management When Leading a Large Team

At many of the organizations we work with, the size of the average sales team has increased over the past decade. Given that there are a limited number of working hours, and given that sales leaders now find themselves responsible for supervising, training, mentoring, and coaching larger teams, what best practices should they embrace when it comes to time management? Here are three to consider.

Read Time: 5 Minutes

Takeaways from the 2019 Sandler Sales and Leadership Summit

The 2019 Sandler Summit, which took place at the Rosen Centre in Orlando, Florida, was the best-attended Summit yet, both in-person and online. We covered a lot of ground, but I’d like to share with you two takeaways, in particular, from this year’s Summit.

Read Time: 6 Minutes

Why Digital Prospecting Matters

Let’s start by talking about the elephant in the room: Cold calling is almost every salesperson’s least favorite topic. In fact, the only two groups who like the idea of cold calling are those who have never done it and sales managers.

Read Time: 6 Minutes

Sales Accountability: Accessing Analytics

Are you taking advantage of the Sales Accountability platform? Learn how to access and take advantage of your performance analytics available to you through the tool.

Watch Time: 5 Minutes