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Schneider Training Solutions, LLC | Portland, OR
 

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Dave Mattson

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.

 

For leaders – and, let’s face it, for everyone else – the last few months have been nothing short of mind-bending. Most of us, in fact, are not even sure how to describe this period.

 

I believe we should start by simply acknowledging the reality that telling our employees that we have a learning culture does not mean that we actually have a learning culture in our organization.

 

Sales leaders often become confused by the differences between coaching and managing.

 

Hiring is one of the most important things we can do as a leader… and yet for many of the people, we work with, it remains something of a blind spot.

 

We learned a lot from each other at this year’s event. Here are my three big takeaways from the 2020 Sandler Annual Sales & Leadership Summit.

In today’s world, artificial intelligence (AI) is getting more powerful and more prominent in the sales process. What does that mean for professional salespeople? There used to be an occupation called “switchboard operator” – now there isn’t. Fifty years from now, will there no longer be an occupation called “professional salesperson”?

Setting clear expectations is an important part of any sales leader’s working day. Unfortunately, it’s something that doesn’t always happen as effectively or as consistently as we might like. Here are five simple steps you can take to get better at this critical part of the job.

 

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