Sandler Blog
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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 MoreHolding 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 MoreOften, we’re frightened when we come to terms with a problem that has grown out of proportion and seems dangerous. As these problems manifest, we become more and more aware of the intricacies that have created it.
Read MoreOf 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 MoreIn our book THE SUCCESS CADENCE, Tom Schodorf, Bart Fanelli and I ask these questions: How can leaders scale aggressive sales growth consistently? How can they achieve rapid, dramatic growth in their company? How can they sustain that growth over time? The aggressive, sustainable growth so many company leaders seek, but few can actually point to,…
Read MoreMany managers are surprised to hear us suggest that it’s important to meet one-on-one with every salesperson on staff at least every other week. Some even say it’s impossible! But it’s not. If you keep the meetings brief … if you think of these interactions as check-ins rather than as opportunities to “fix” people ……
Read MoreJim Marshall, a long-time Sandler trainer from Florida, joins the podcast to talk about how first-time managers can be successful at coaching their direct reports. Learn the attitudes, behaviors, and techniques of great leaders, and learn how to incorporate them into your new management position. The How to Succeed Podcast is a public and free podcast…
Read MoreThere is no one-size-fits-all model for developing salespeople! Every member of the sales team has an individual “success code” imbedded in them, and the effective manager must dial into it in order to unlock their true potential. Once selling skills and sales process have been taught and behavior expectations are established, the manager’s focus must…
Read MoreSandler Training released a new public and free podcast last week called, “How to Succeed.” It is an inside look at the attitudes, behavior, and techniques necessary to succeed at anything. Host, Mike Montague interviews Sandler trainers, authors, and experts about how to succeed at absolutely anything. You will learn how to get to the…
Read MoreA common death trap salespeople fall into is having “happy ears,” meaning, they tend to hear what they want to hear. In actuality, what they (salespeople) heard does not reflect the real intent of what the prospect said. Sales Tips The cure to “happy ears” is to be skeptical, yet nurturing. Your prospect says: “I…
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