Sandler Blog

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

How to Utilize Performance Metrics to Enhance Your Sales Process

By Mike Montague / December 18, 2020

Peter F. Drucker once famously observed that “What’s measured improves.” This is as true in the world of sales as it is in any other aspect of business. But for both salespeople and sales leaders, there are a few vitally important questions about performance metrics that often go unanswered.

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Assessing Assessments

By Brad McDonald / January 21, 2020

Have you ever wondered why a once-promising new hire is performing far below your initial expectations? From one perspective, what’s happening here is pretty simple: the person you hired is not the person you interviewed. The dynamic at work in an interview situation is similar to the dynamic at work on a first date. Lots…

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9 Ways to Improve Your Next Performance Evaluation

By Hamish Knox / September 14, 2017

Traditionally performance evaluations (or reviews) are a “check the box” exercise designed to appease HR. These evaluations typically come down to a “good kid” (you made your number / performed to expectations) or “bad kid” (you didn’t make your number) comment from a manager. This comment prompts an emotional reaction, positive or negative depending on…

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