Management & Leadership

This article’s title is intended as the highest possible compliment. If you’re a sales leader, and your team is producing, I really do believe that’s because of your ability to do what an air traffic controller does.

In 2019, we conducted our first AI-for-Sales Research Study into if/how sales organizations were leveraging advances in AI technology to enhance their technology stack in ways that further increased sales efficiency and effectiveness.

Brian Jackson, Sandler coach from San Diego, talks about productivity hacks: how to measure and manage productivity. Productivity is one of the most important aspects of any business. Productivity isn't just about quantity—it's also about quality. It can also be one of the most difficult to measure and manage.

In this episode, Gerry Weinberg from Detroit talks about how to survive an economic recession. He shares his experience as a Sandler trainer and explains how downturns can actually be opportunities for businesses. 

Employee engagement is key to the success of any organization. Listen to the podcast to learn the secret to getting your team on board and engaged in their work!

Many business leaders make costly errors as they put together their plan for the year to come – errors that make it harder than it should be for their teams to implement the plan and attain the goals it identifies. Here are five of the most expensive mistakes we see. Avoid all five, and you will write a better business plan!

Here are three proven, painless strategies for starting and completing the right plan for the coming year – a plan that will help you make the best possible decisions over the next twelve months and keep your business humming.

In order to be successful, it is important to have a positive outlook and to be realistic. In this podcast, we will have Kaysi Curtin discuss how to thrive in uncertainty.

When it comes to closing deals, no fool-proof method will earn you a 100%-win rate. However, any sales leader can use several strategies to improve their success. With deals won reaching 51%, the highest recorded rate reported by the 2022 Sales Performance Scorecard by Sales Mastery, many organizations are tapping into a secret weapon in performance improvement.

In the latest Sales Mastery study published by Sandler, researchers Barry Trailer and Jim Dickie uncover insights into sales performance across hundreds of organizations.