Management & Leadership

“If you don’t know where you are going, any road can take you there.” ― Lewis Carroll, Alice in Wonderland 

Some businesses and leaders act like trail leaders. They research their maps and information about an area they plan to explore. They plan their travels well when hiking a path through the wilderness.

As a sales leader, you're measured by your team’s performance. Ultimately, you're judged based on their ability to generate revenues sufficient to meet or exceed your corporate goals. So no matter how good you may have once been as a seller, it’s important to understand that selling is not your job now … and you can't expect to generate enough revenue to meet your team’s quotas simply by acting as a player-coach.

It’s the start of a new year, with new goals, new challenges, and new opportunities. Each sales team is unique … but every team leader in every industry is, we believe, likely to be interested in the answer to a critical question about the year 2020: What can we do to improve closing ratios and margins this year? Here are three proven strategies to consider from the Sandler leadership playbook.

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./blog/how-succeed-onboarding-new-hires-podcast

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Discover the secrets and benefits of coaching top performers within your sales organization from Tom Ziglar.

It’s no secret the war for sales talent is at an all-time high. By now, every sales manager has a story of an employee who abruptly departed for another opportunity.

Mike Montague interviews Pat McManamon on How to Succeed at Being an Intentional Sales Manager.

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

Holding 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. What, exactly, is the best way to do this? And how do you do it without falling into the trap of micromanaging people?