Management & Leadership

Recently, the Sandler Research Center set out to discover current operation challenges and changes faced by sales leaders in a more digitally oriented selling environment. 

Mike Montague interviews Brandi Heather on How to Succeed at Moving From Diversity to Inclusion.

Sales leaders: If you could only track one performance metric to evaluate the performance of a member of your sales team, which one would you choose?

Mike Montague interviews Dr. Oleg Konovalov on How to Succeed at Creating a Compelling Vision.

What kind of revenue growth do you want to see between now and the end of your fiscal year—or whatever date is most relevant in your world? What kind of figure should you be shooting for? And how can you be certain that target is both aggressive and realistic?

There are two critical criteria you will want to look for in identifying top-tier salespeople: Self-awareness and drive.

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?

The results of the Sandler Research Center’s most recent survey offer important insights for sales leaders eager to create and sustain momentum in their sales team.

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?