Dave Mattson

There’s been a lively debate among sales leaders in recent years and it centers on a big question: Has the digital selling environment we are all now operating in brought about a fundamental change in what it means to be a professional salesperson?

Create and circulate a documented playbook of best practices for anything and everything that occurs on an ongoing basis.

One of the big questions we are hearing from clients these days is this one: We’ve finally begun to turn the corner … so how do we sustain our organization’s sales momentum in a time of uncertainty?

There’s been a lot of discussion in recent months about exactly what the road to recovery looks like, doesn’t look like, or should look like. And there are a multitude of competing opinions on this subject.

Short on time? No problem. Here is our 120-second overview of three critical areas where we are seeing the most productive sales leaders set their teams up for success in 2021.

You probably don’t need me to tell you that 2020 has been a year like no other. Let’s be honest: there were (and are) no playbooks for magically reversing what’s happened in the marketplace during this historically tumultuous period.

Given the upheavals and uncertainty of 2020, many leaders and salespeople have been asking us what we see on the horizon as the next year approaches. What skills and adaptations will be necessary not just to survive, but to thrive in 2021?

This is a question we often hear from sales leaders, and it’s a topic that we could spend hours, days, or weeks examining in depth. In this brief article, we’ll look at two powerful resources that can keep sales teams (and sales leaders) on track: the KARE profiling system and the Pursuit Navigator tool – both of which were created by Sandler.

For as long as there have been salespeople, there has been data to analyze about the process they use to bring in business.

Attracting and keeping good salespeople is at the top of every sales manager’s list of priorities. The better we are at inspiring and holding on to great salespeople, the happier, the more engaged, and the more successful they will be.