Sandler Blog

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Rule #11: Manage Behavior, Not Results

By Dave Mattson / June 21, 2017

Get The Sandler Rules for Sales Leaders in our online shop or purchase your Kindle version on Amazon. It is the definitive resource for effective sales leadership, based on the proven principles of the Sandler Selling System. Rule #11: Mange behavior, not results. Create a cookbook or a recipe for success. You know, many sales leaders and sales…

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Who Wrote this Script? How to Deal with Head Trash.

By Sandler Training / November 23, 2016

You have an inventory to take, a phone call to make, and a report to write.  But instead of diving in and getting the tasks completed, you put them off.  “I’ll get to them soon,” you tell yourself.  But your definition of “soon” and Webster’s definition have little in common. You’ve collected all the facts…

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Can You “Do Better”?

By Dave Mattson / March 29, 2016

Most people have one thing in common: the desire to “do better.” Of course, “doing better” means different things to different people. For some salespeople, it means closing more sales. For others, it means closing bigger sales. And there are salespeople for whom it means working less hard…or simply working less. What does it mean…

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This Year, Watch the Numbers…Manage the Behavior

By Dave Mattson / January 26, 2016

Many sales managers attempt to manage their salespeople by “managing” their numbers. They track the number of opportunities in the pipeline, the number of appointments booked, the number of proposals generated, the number of presentations scheduled, and the number of sales completed; then they hold the salespeople accountable for maintaining some predetermined levels. You can track…

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OK, Not OK.

By Chip Doyle / November 27, 2012

The ABA Journal published a wonderful article about the legendary Texas lawyer “Racehorse” Haynes. In his very first jury trial, he accidentally stepped on a spittoon and fell to the floor in front of the judge and jury. After his client was later acquitted, he reasoned that it may have been because the jury felt…

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Why Do Prospects and Salespeople Play Games?

By Sandler Training / November 1, 2012

Have you ever given thought to how people decide to buy a product or service? Consider yourself in this analogy – do you employ any of these strategies? We believe we have a need or we determine that we have a need for a product or service. With the Internet at our fingertips, we immediately…

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Ouch! That Stings: How Salespeople Got a Bad Rep

By Sandler Training / July 26, 2010

I’ve spent a lot of time considering why the occupation of selling has been given such a low approval rating over the past 40 years. It wasn’t always that way. Here’s a story that got me thinking about this again. A cowboy named Bud was overseeing his herd in a remote mountainous pasture in California…

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