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sales management

How to Succeed at Sales Management Without Selling

Mike Montague interviews Kevin Kremerer on How to Succeed at Sales Management Without Selling.

Listen Time: 22 Minutes

Sales Leader or Sales Coordinator - Sandler on Forbes.com

Read on Forbes.com why many sales leaders fall into an unhealthy pattern of sales coordination instead of focusing on sales leadership strategies, and how you can get back to center for success.

Read Time: 5 Minutes

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.

Listen Time: 

Hold Your Team Accountable to the Forest and the Trees

Two of David Sandler’s rules are “never manage your numbers, manage your behavior,” and “the bottom line of professional selling is going to the bank.” What may seem like a contradiction is actually the root of a successful accountability program, holding your team accountable to the forest (their sales target) and the trees (KPIs and proactive behaviors).

Read Time: 5 Minutes

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