Blog

Comfort Kills Performance!

January 14, 2022 by Jeff Schneider in Management & Leadership

Let’s face it. Many salespeople focus on behavior that is comfortable … and shun behavior that creates discomfort, even though it may drive higher performance. The fact is, all growth and much of higher performance resides on the other side of comfort. “Man’s reach,” the poet Robert Browning said, “should exceed his grasp.” He meant, I think, what David Sandler meant: that all of us have to stretch our beliefs and behavior in order to succeed.

Sales Tactic #52: Don't Talk to Strangers!

January 7, 2022 by Jeff Schneider in Sales Process

The STORY:
“What’s the first piece of advice that’s given to every child by its mother?” asked Steve, the sales trainer.

5 Metrics to Include in Your Goal Setting Playbook

January 7, 2022 by Sandler Training in Professional Development

When you set goals for yourself, do you follow a clear process? Most people don’t. As a result, their ability to act on and achieve their goals is diminished.

Tie the Performance Goal to a Personal Goal

January 7, 2022 by Dave Mattson in Management & Leadership

Human beings always have been and always will be driven to improve their own personal situation. As the leader, you must tap into that motivation.

The Neglected Art of Generating Referrals

January 7, 2022 by John Rosso in Sales Process

Every prospecting call pays dividends. What do we mean by that? Even if we get a no, we can ask ourselves where the potential is, where the opportunity is – and we can pursue that.

Sales Leaders: Five Steps for Instilling a Growth Mindset

January 7, 2022 by Bill Bartlett in Customer Relationships

How do you help salespeople, who may be underpforming, to instill a mindset of abundance and growth? Here are five steps we follow.

Sandler Brief: Live The Success Triangle

January 5, 2022 by Jeff Schneider in Sales Process

The powerful learning model David Sandler called the Success Triangle is a proven formula for sales success – and a proven formula for every other kind of success. Sales leaders, and all leaders, can benefit from learning about it and implementing it with their teams. You have probably heard about the Success Triangle. So, what is it?