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sales management

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

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

Sales Leaders, Connect the Dots! How Motivation Plays into Goal Setting in 2019

All too often, what holds salespeople back in terms of reaching their potential is not a missing sales skill or an improperly applied technique. More often than managers like to imagine, the problem is a failure of leadership.

Read Time: 5 Minutes