Sales managers lead by example—intentionally or unintentionally.
If sales managers expect their sales teams to be committed, focused, and productive, they must consistently exhibit those very same attributes.
Within Sandler we have a simple but powerful rule: Do The Behavior! The only shortcut to success is behavior. Great sellers are committed to doing the things that mediocre sellers typically find excuses to not do. Top-performers don't like doing them either. But they do it anyway. In this video, Jeff Schneider explains how the best sales managers are able to persuade their people that selling behavior is the lifeblood of all success.
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Accountability The Sandler Way, written by author and Sandler trainer Hamish Knox, shares how sales managers can create an accountability-driven work culture for their teams and themselves… by investing just 20 minutes a week in Sandler sales and management principles.
Accountability can be a way of life for your sales team, creating clarity for yourself and your team around goals (yours and theirs), the path to achieve those goals (yours and theirs) and the consequences triggered by failing to stick to the path. And it's easier than you think to accomplish.
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