Sandler Blog

Stay up to date with valuable insights and advice from our expert trainers.

Success Never Permeates Upwards!

By Jonathan Farrington / October 29, 2020

During one of my senior management coaching sessions last week, I posed the question: “So just what is it that makes a company successful?”
I had the group whiteboard the exercise and brainstorm around it with some interesting results. For example:
Unsurprisingly, the finance orientated managers talked about healthy cash flow; strong financial foundations; low debtor days; controlled stock levels and robust management reporting systems.

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The Fine Art of Intuitive Management

By Jonathan Farrington / September 15, 2020

As a young man obsessed with driving rapid sports cars (often far too rapidly,) I considered myself extremely fortunate to have my very own mechanic who would regularly tune my latest “beasts” to perfection. He was a genius, and to watch him go about his work – which was his obsession – was an honor and a privilege. He rarely lifted the hood (bonnet) until he was ready to perform his magic, but rather he just listened – not unlike the way a master piano-tuner listens. He was using his well-trained ear to identify the slightest imperfection.

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The Present Is Understandably Occupying Most of Our Thoughts, But …

By Jonathan Farrington / September 14, 2020

As we learn to live with COVID-19, all action that sales management takes must be predicated on the necessity not only to create an effective management relationship, but also to maintain it.

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“New Age” Selling Requires “New Age” Management

By Jonathan Farrington / July 15, 2020

Whatever label we choose to hang on our new preferred style of selling, there will be considerable implications for sales management. It is my view that for companies to remain competitive now, their sales organization must be able to respond rapidly and positively to the numerous changing tides post-COVID As businesses strive to establish a…

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Today, More Than Ever, Managing Is All About Motivating

By Jonathan Farrington / July 6, 2020

Don’t be under any illusion that right now, you absolutely have to give motivation priority. Don’t be mistaken, motivation makes a difference – a big difference. People perform better when they feel positive about their future.

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A Picture of Tomorrow’s Leaders

By Jonathan Farrington / June 16, 2020

Most companies are looking for ways to more effectively and efficiently manage their most important business relationships. It is not easy to do, and it is not always enjoyable, but when a key account works well, it is extremely satisfying.

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It’s Time for a New Level of Realism

By Jonathan Farrington / June 1, 2020

Most companies are looking for ways to more effectively and efficiently manage their most important business relationships. It is not easy to do, and it is not always enjoyable, but when a key account works well, it is extremely satisfying.

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