Sandler Blog

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

How to Succeed at Doing A Pre-Mortem [PODCAST]

By Sandler Training / March 7, 2022

Mike Montague interviews Matt Munson on How to Succeed at Doing a Pre-Mortem. Matt is the CEO of Sanity Labs

Read More
Accountability

The Accountability Triple Crown – Tuning In To Why Accountability Is So Hard!

By Haley & Hamish / February 20, 2020

Many of you reading this article right now have a team (or teams) of people that report to you in some form or another. As you think about those people, your time spent leading them, managing them, coaching them, developing them, working with them, and yes… all of the other things you have to do as part of your roles or responsibilities, it doesn’t leave much time to add on a thorough accountability process to that list… or does it?

Read More
How to Succeed at Being Creative on Purpose

How to Succeed at Being Creative on Purpose

By Sandler Training / November 4, 2019

Mike Montague interviews Scott Perry on How to Succeed at Being Creative on Purpose. In this episode learn: What does being creative on purpose mean? Are YOU creative? Four principles to be creative on purpose.

Read More
The Neglected Art of Holding Your Sales Team Accountable

The Neglected Art of Holding Your Sales Team Accountable

By Dave Mattson / October 22, 2019

Holding salespeople accountable: This is one of the major challenges of managing a sales team – regardless of whether it’s a traditional team where people show up for work at a central physical location, or a team working remotely, or a team at a call center.

Read More
Winning Your Day With SalesAccountability

Winning Your Day With SalesAccountability

By Megan Courcy / September 18, 2019

Of all the sales leaders we work with, we consistently hear the same adage: “I need to hold my salespeople accountable.” That’s fine in theory, but the question that sales leaders must ask themselves first is, “What exactly am I holding them accountable to?” All too often, the answer we hear back is “closing sales.”…

Read More
Top 4 Reasons Metrics Are Critical

Top 4 Reasons Metrics Are Critical

By Rob Yoho / September 12, 2019

Collectively over the years I’ve heard every excuse as to why people don’t need to track metrics. “You don’t understand I’m just too busy to track that type of thing,” or “what is that really going to do for me in the long run.”  Well, in the long run, if you truly understand what the outcomes are statistically…

Read More
Hold Your Team Accountable to the Forest and the Trees

Hold Your Team Accountable to the Forest and the Trees

By Haley Ayraud / August 6, 2019

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…

Read More
Sandler On-Demand Webinar

Sales Accountability

By Sandler Training / July 25, 2019

Learn how to become your team’s trail guide to success while enjoying complete transparency into the activities that lead to closed sales.

Read More
In Search of the Scalable Sales Team

In Search of the Scalable Sales Team

By Dave Mattson / July 16, 2019

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, modelled, promoted and defended by that leader, in close collaboration with the senior leadership of the company; and it always expands outward. In this revolution, the sales organization’s…

Read More

How to Succeed at Creating a Culture of Accountability [Podcast]

By Sandler Training / June 14, 2019

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at https://shop.sandler.com/books/sandler-rules-sales-leaders, as well as, the companion video course: https://shop.sandler.com/online-courses/sandler-rules-sales-leaders-online-course This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his…

Read More