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Rule #21: Empower Your People to Succeed Without You

By Sandler Training / August 30, 2017

The late, great Arthur Ashe, for whom the Stadium Court at Flushing Meadows Tennis Complex in New York City is named, was not only a great pioneer in the sport, but was also known for his intellect and ability to teach in both words and examples. I attended a tennis clinic one time where he…

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6 Benefits of Teamwork in the Workplace

By Dave Mattson / August 9, 2017

“Two heads are better than one.” We’ve all heard the old adage encouraging teamwork, but what does working together really do for you? Salesmen thrive off healthy competition, but sometimes the use of teamwork in the workplace is a better answer for winning sales. Here are six ways that teamwork benefits you in the workplace.…

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How to Profit from Unsuccessful Sales Calls

By Dave Mattson / May 8, 2017

Planning on an economic rebound, companies in the U.S. and Canada are beginning to up their investments in new product and service introductions, according to a PricewaterhouseCoopers survey released in August. Businesses are also investing more in information technology and in marketing and sales promotion – That’s encouraging, especially since it should mean more purchases of…

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Take Charge of Life, One Decision at a Time

By Brad McDonald / January 3, 2017

A while back I spoke with a young salesman named Ted who lamented that he got too many think-it-overs and most of those vanished into thin air right after his best presentation.  In our discussion, I learned that Ted was recently engaged.  It took him two months to pick out the ring; he went to…

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Is Your Sales Force Holding Your Future Hostage?

By Bill Bartlett / June 22, 2016

I love small businesses and their owners. I spend much of my day marveling at the great accomplishments of this hearty bunch of entrepreneurs who pursue their dream and formulate the backbone of our business society. They are the lifeblood of this country. there is a soft spot in my heart for the struggles they…

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You Can’t Motivate Anyone

By Marcus Cauchi / May 19, 2016

You cannot motivate anyone to do anything ever. Why? Because motivation is an internal force. It stems from personal responsibility and the individual believe they can control their own destiny. Your motivation cannot be transferred to them. You can inspire. You can teach people (and yourself) to find the motivation to get done what needs…

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Can a daily schedule help me achieve my goals in 2014?

By Sandler Training / May 8, 2015

“A person’s burning desire to achieve something must come from within.” You’ve set lofty goals for 2014 but have you also built the plan to achieve them? Often we fall into the trap of setting goals without ‘building a plan’ to achieve them. If you decide to make one change this year – ‘build the plan and…

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Don’t Fall For These Summer Business Myths

By Daryl Burgess / April 24, 2015

There’s a popular, albeit unfounded, belief that summers are slow for business. Sandler Training disagrees, and dares to say that professionals create a self-fulfilling prophecy by telling themselves that despite great efforts, their summer will be tough. Sandler trained professionals believe that outreach and other activity might need to be increased in the summer, there’s…

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4 Debunked Myths About Managing Millennials

By Dave Mattson / April 24, 2015

Take a look at your workforce. Chances are high that it’s generationally diverse, with Boomers, Generation Xers, and Millennials working at every level. That last cohort – Millennials, Gen Y, Generation Next, etc. – has been the subject of boundless research and discussion in the past 15 years. Often when older generations discuss younger ones,…

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4 Core Skills Leaders Needs to be Successful at Any Level of Management

By Dave Mattson / April 24, 2015

It’s a common notion to believe that leaders at different levels should have a different set of skills. However, Jack Zenger and Joseph Folkman of the leadership development consultancy Zenger Folkman write in Harvard Business Review that leaders should be practicing the same core skills that have driven them from their first day in the workforce, no…

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