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The Sandler Rules For Sales Leaders

49 Timeless Principles

The definitive resource for effective sales leadership

Develop a sales management process that works

Here's a mystery. We have a common language and a common process for every single department in the organization...except sales. In fact, on most sales teams, salespeople tend to resist any attempt to establish a consistent process for the team as a whole...and managers tend to let them! Why?

In The Sandler Rules for Sales Leaders, David Mattson, CEO of Sandler Training, offers 49 timeless, proven principles for effective sales leadership, based on the Sandler Selling System. The book is the sequel to the Wall Street Journal bestseller, The Sandler Rules, also authored by David Mattson.

Are you and your sales team speaking the same language?

To find out, download this FREE sample chapter from David Mattson's breakthrough book The Sandler Rules for Sales Leaders.

David Mattson

About the Author

DAVID MATTSON is the CEO of Sandler Training, an international training and consulting organization headquartered in the United States. Since 1986, he has been a trainer and business consultant for management, sales, interpersonal communication, corporate team building, and strategic planning throughout the United States and Europe. He is the author of multiple books, including the Wall Street Journal bestseller The Sandler Rules.

The Sandler Rules for Sales Leaders in the Press

the seven key elements

What are the key steps of the Sandler Selling System methodology?

March 2017 - by David Mattson 

The elements include establish rapport, establish upfront contract, uncover the prospect’s “pain” or need, budget, discover the decision-making process, fulfillment, or presentation, and reinforce the sale with post sale activity. He goes through each step or element and explains its importance in the sales process. Mattson also talks about why with the Sandler Selling System methodology the presentation is near the end of the process rather than at the beginning where it traditionally happens.

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The Sandler Rules for Salespeople details a sales management process that works.

20+ Books for Your 2017 Sales Reading List

March 7, 2017 - by Aki Merced

Sales professionals must be constant readers. Soaking up as much information from those who are more experienced–and those immersed in niches and industries other than your own–is part of continuously strengthening the foundation upon which you build your career in sales.

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