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McDonell Consulting Group, LLC | Baltimore & Bel Air, MD

Leadership

It’s no secret the war for sales talent is at an all-time high. By now, every sales manager has a story of an employee who abruptly departed for another opportunity.

 

The 2020 Summit will be held March 4-6 at the Rosen Centre Hotel in Orlando, Florida. Here are three reasons you should book your slot today.

Holding salespeople accountable: This is one of the major challenges of managing a sales team – regardless of whether it’s a traditional team where people show up for work at a central physical location, or a team working remotely, or a team at a call center. What, exactly, is the best way to do this? And how do you do it without falling into the trap of micromanaging people?

 

I remember taking a parenting class when my boys were young. The big takeaways from the class were the requirement to tell your child what the consequences of their behavior would be and to be clear on what you expected from them. I recall my boys’ mother and me saying to each other on numerous occasions, “We can’t get mad at them if we weren’t clear with our expectations.” Sometimes, the principle sounded like this: “Don’t punish them if you didn’t tell them they would be punished.”

What kind of salesperson should you always be on the lookout for? What specific traits does the ideal sales hire always possess, no matter what industry you’re in, and no matter what your market looks like?

 

Of all the sales leaders we work with, we consistently hear the same adage: “I need to hold my salespeople accountable.” That's fine in theory, but the question that sales leaders must ask themselves first is, “What exactly am I holding them accountable to?”

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The aggressive, sustainable growth so many company leaders seek, but few can actually point to, lies in moving yourself and your organization into a growth-driven sales culture. The following three steps are essential preliminaries to that shift.

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Mike Montague interviews Kevin Kremerer on How to Succeed at Sales Management Without Selling.

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This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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In addition to the people in your company who deliver services and keep operations running, how much do you value the folks who bring in the most revenue, i.e. the top sales performers? Answering this question directly should be part of your overall business plan.

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Sandler V.P. of Online Learning, Mike Montague, interviews Matt Pletzer on How to Succeed in Succession Planning.

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This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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If your answer is “no” then you can stop reading now because nothing in here will be useful to you. If you answered “yes,” then you are definitely not alone. Here are five tools to increase innovative thinking.

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Read on Forbes.com why many sales leaders fall into an unhealthy pattern of sales coordination instead of focusing on sales leadership strategies, and how you can get back to center for success.

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One of the things I talk about often with sales leaders who are eager to maximize their team’s performance is the principle of reinforcement. All too often, we think of training for salespeople as a one-and-done initiative, as something we can check off a list once the "training" event is over and consider finished. Actually, the training we have invested in is next to worthless if it is not reinforced over time, incorporated as a personal priority, and made an ongoing topic for discussion within a personalized sales coaching plan. Reinforcement is thus one of the neglected secrets of effective sales leadership.

This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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In the business world it’s often been said, “Our strongest asset is our people.” But how often is it stated that they are also your greatest weakness? Every business can benefit from a reality check. If you use a systematic strategy for developing the people in your key roles, that reality will likely reveal the valuable human assets on your team.

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This is a special bonus episode, a look back at this year’s Sandler Summit and one of our opening keynotes by Glenn Mattson, Sandler trainer from New York City, talking about success.

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This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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The internal revolution that delivers a predictable, rapid growth curve requires a scalable sales team. This revolution always starts with the sales leader; it is always launched, modeled, promoted and defended by that leader, in close collaboration with the senior leadership of the company; and it always expands outward.

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Of the corporate blind spots shared in The Road to Excellencenot sharing the vision with those who have to implement it” is one of the most detrimental to the sustained growth of an organization. To create buy-in with your team (aka “those who will have to implement it”) share your vision in the form of questions instead of statements.

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This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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Very often, managers who lead sales teams find themselves saying something like the following: “I have told them how to do X a hundred times, and it never seems to stick. I just don’t know what their problem is.” Or these managers may find themselves thinking, “Maybe I just hired the wrong person.” At such a moment, it makes sense to ask: Is the problem really with “them?” Or could at least part of the problem be with us?

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Chris McDonell, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at leading an organization through a change initiative.

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This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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Many organizations underestimate the power of content when it comes to boosting sales conversions. With the right content metrics in place, your sales team will be better prepared to tackle – and close – a lead successfully.

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If you are a leader in your organization, it’s a pretty good bet that you count on the members of, say, your accounting team to use the same terms and the same methodologies when they are collaborating to complete their work. For instance: You assume that when one person on the accounting team refers to the “cost of goods sold,” they mean the same thing as everyone else on the accounting team.

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This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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As sales leaders, we need to accept that we will ultimately be judged on our ability to hire and retain people who are both willing and able to do the job of selling. If either of those elements is missing in a sales hire that happens on our watch, we’re not doing our job.

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Just like we need food and nourishment for our physical self, so does our business.  However, while our body tells us we are hungry and it is time to eat, our business doesn’t necessarily do the same.  Therefore, it is critical that we put plans in to place to make time to ‘feed’ our business. 

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This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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Many managers are surprised to hear us suggest that it’s important to meet one-on-one with every salesperson on staff at least every other week. Some even say it’s impossible! But it’s not. If you keep the meetings brief  ... if you think of these interactions as check-ins rather than as opportunities to “fix” people …

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On this episode, Bill Morrison from Sandler Training in EMEA speaks with Daniel Zamudio, founder and CEO of PlayBoox. Bill and Daniel discuss an important idea in sales and sales leadership in corporate organizations; how to take great strategies and turn them into action with a playbook. What should be included in your playbook? Effective ways to create and share a playbook in order to get on track and stay on track.

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It's common for people to mistake sales management for sales coaching. In fact, these are two very different roles. The table highlights some of the most notable differences.

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This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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I’m often asked to identify a single “blind spot” that keeps leaders from growing their businesses aggressively. There are actually a number of these … but one that’s particularly common is the failure to collect best practices and assemble them in a regularly updated “playbook.”

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This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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There’s a tendency on the part of some managers to expect their new sales hires to “hit the ground running.” Often, managers justify this expectation by telling themselves that they only hire “self-starters.” Both of these assumptions are part of an ineffective hire-and-forget approach, one that can and should be remedied by a solid onboarding plan that’s based on a series of monthly one-on-one coaching conversations.

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At many of the organizations we work with, the size of the average sales team has increased over the past decade. Given that there are a limited number of working hours, and given that sales leaders now find themselves responsible for supervising, training, mentoring, and coaching larger teams, what best practices should they embrace when it comes to time management? Here are three to consider.

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Tina Phillips, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at using your Sandler techniques and tools in a personal or professional crisis. Get the best practices collected from around the world.

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Learn the guiding principles of effective management with Mike Montague and Caroline Robinson.

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This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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The 2019 Sandler Summit, which took place at the Rosen Centre in Orlando, Florida, was the best-attended Summit yet, both in-person and online. We covered a lot of ground, but I’d like to share with you two takeaways, in particular, from this year’s Summit.

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This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his thoughts on the 49 Sandler Rules for Sales Leaders.

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In addition to following the basic principles of not presenting too early and ensuring that the presentation is delivered as one component of an effective professional sales process, there are four steps sales professionals can follow to ensure more effective presentations.

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Learn how the Sandler Enterprise Selling Program can help you win, grow, and retain enterprise accounts from Vice President of Sandler Enterprise Selling, Brian Sullivan. 

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The SalesAccountability platform offers a wide variety of functions to help your team improve their sales process. Learn how to add users and setup teams within the platform to hold your team more accountable!

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People sometimes ask me whether there is a single, simple principle that will help everyone in the organization to learn and grow and improve over time, regardless of an individual’s position or level of experience. There is. But it may come as a surprise to you: embracing failure and embracing it quickly.

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David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale here, as well as the companion video course

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If you are a Sandler client, and you’ve never attended a Summit, let me share four powerful reasons to consider joining us in Florida March 20-22.

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David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale here, as well as, the companion video course

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Are you taking advantage of the Sales Accountability platform? Learn how to access and take advantage of your performance analytics available to you through the tool.

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Most of us who lead teams and organizations readily acknowledge that we should be doing more to invest in the personal and professional development of the people who report to us. We have a lot of responsibilities, we get busy, and, all too often, we don’t take action on this essential priority.

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Looking for the best way to log your daily activity and sales? Learn the best way to navigate your Sales Accountability dashboard today.

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The first month of the year is a classic time for sales professionals to focus with intensity on identifying and fulfilling their most important personal and organizational goals. We’ve noticed, though, that the goal setting behavior of an organization’s leaders during the month of January tends to have the biggest bottom-line impact on the year as a whole.

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David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale here, as well as, the companion video course.

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David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale, as well as, the companion video course

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Consider these three, often overlooked, reasons to remember how critical Q1 is to your business’s growth. Each reason represents a specific opportunity for your organization to start strong and make the very most of 2019.

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There is much research proving that proper sales coaching can lift your sales 20% or more. Not only does coaching increase revenues, it also builds a culture of self-sufficiency, growth, and retention.

All too often, what holds salespeople back in terms of reaching their potential is not a missing sales skill or an improperly applied technique. More often than managers like to imagine, the problem is a failure of leadership.

Happy New Year!

Not only is it important to set goals for the New Year, but it also makes sense to take some time to reflect on the successes and setbacks from 2018. Below are four suggestions on how leaders can use insights and learnings from the year just past to shape their organizational growth plan for 2019.

Nick Tokman, also known as Sunshine as seen on Discovery Channel's Emmy-winning show, Deadliest Catch, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in finding your passion and choosing a direction for your life. Get the best practices collected from around the world.

Hap Klopp, Founder and former CEO of The North Face and author of multiple books, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in the the face of digital disruption. Get the best practices collected from around the world.

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If I asked a group of sales leaders, what motivates their salespeople, money is going to come up more often than not. And yes, money is important as it does pay the bills. And for some, money can be used as a scorecard. But are true high performers only motivated by money?

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Ken Wissner, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful in the contracting industry. Get the best practices collected from around the world.

Leaders: January will be here before you know it! With that inescapable reality in mind, consider the following five strategies you can use right now to ensure that your business is positioned for maximum growth in 2019.

Stephen J. Cloobeck is a self-made business leader with over 30 years of experience across every aspect of hospitality design, development, and deployment. As the original founder and former CEO and chairman of Diamond Resorts International - a business that grew to become one of the largest vacation ownership companies worldwide - Cloobeck made a name for himself as the industry's most adamant advocate for radical customer service, which he calls embracing the Meaning of Yes.

Early in John Wooden’s coaching career, his team had a hotshot player. He was arrogant, self-absorbed and put his needs before the needs of the team. This ego-centric player took far too many shots and did not involve other players in the offense, contrary to the style of basketball that Wooden was noted for. In basketball vernacular, he was a “gunner.” Yet, he was by far the teams’ most talented player, but Coach Wooden knew that one guy will never beat a team of five competitors.

What can leaders do to ensure that sales and marketing teams are on the same page and pursuing the same business goals? Here are five strategies the most successful company leaders implement on a consistent basis.

Ken Seawell, Sandler trainer from Detroit, joins us to talk about the attitude, behaviors, and techniques and what binds them together. Learn the best practices of successful salespeople and entrepreneurs from around the world.

The approach of a new calendar year can be one of those times leaders begin asking themselves author Jim Collins’s famous question, “Have we got the right people in the right seats on the bus?” It’s a good question for any time of year, of course … but since the turn of the calendar can often deliver a sense of new purpose and focus for both teams and leaders, the period leading up to January 1 can indeed be a great time to reassess your organization’s personnel strategies.

Summer Solomonsen is CLO at Grovo, Sandler's new Microlearning partner. Grovo and Sandler have partnered to deliver the world-famous Sandler Selling System in Grovo's proven Microlearning format. Sandler will also be offering Grovo's massive Microlearning collections for leadership, management, modern compliance, and professional skills as part of our online offerings.

Chris Lewis is the CEO and Founder of LEWIS, one of the world's largest private communication companies. He joins us to talk about his new book and the attitude, behaviors, and techniques of top performing leaders in the new century. Learn how to succeed at leadership in the 21st century.

Clint Babcock, Sandler trainer from Tampa, joins us to talk about the attitude, behaviors, and techniques of negotiations. Learn how to find, understand and use sources of leverage in your sales negotiations. Learn the advantages and disadvantages of salespeople in final negotiations.

Learn the best practices for effective management and leadership from Caroline Robinson and Mike Montague.

January is coming. As a leader, this may mean the implementation of strategically necessary change initiatives that affect the sales team in 2019, such as the restructuring of territories or the revision of the team comp plan.

Sales managers, would you rather have a team of multitalented salespeople…or a multitalented team of salespeople? No, that’s not a trick question. But, the answer may be a bit tricky.

David Mattson, President and CEO of Sandler, shares his thoughts about how to improve your interviewing and hiring capabilities. He shares 5 tips to take your interviewing to the next level. Learn the attitudes, behaviors, and techniques of top leaders and how they interview.

As the end of the year is approaching, sales professionals in every industry are eager to lay a solid foundation for success in 2019. One of the most common business-related New Year’s resolutions among managers is this one: “I will hold more one-on-one coaching sessions with the members of my team this year.” It’s fine as far as it goes … but is it enough?

With Q4 upon us, it makes sense to start thinking carefully about what has worked – and what could be improved – in your prospecting plan this year. Here are three ideas to consider that have helped salespeople we’ve worked with to create better “cookbooks” (daily and weekly action plans) for effective prospecting. You may want to consider adopting all three of them as this year closes … and as the next year approaches.

Mike Crandall joins us to talk about the attitude, behaviors and techniques of transitioning the ownership of your business to the next generation of leaders. This is always a tough subject, but the future is coming and how you plan now will determine how bright that future will be. Learn how to succeed at transitioning your business to the next generation.

 

David Mattson, President and CEO of Sandler, shares his thoughts about delegating and how to pass the baton in a way that gets results. Learn the attitudes, behaviors, and techniques of top leaders and how the delegate tasks. 

Learn how to effectively deal with difficult people and situations in this live session with Amy Woodall.

Many managers ask us for help in identifying the best way for them to support their new hires, so these employees can more rapidly reach the point where they become productive team members. The four strategies listed below will help you to do a better job of training and coaching new employees with little or no experience in the role – so they can make bigger contributions more quickly.

One of the most powerful strategies leaders can use to support their own effective decision-making is also one of the simplest: Build trusted members of your team, people who think differently than you do, into your decision-making process.

People will work much, much harder for their own reasons than they will ever work for your reasons. You, as a manager, have an obligation to find out exactly what those reasons are. And the very best way to do that is by leading with kindness.

When leaders hear the word “diversity,” they often think about gender, or race, or geography. Those are all important issues to consider, of course. But there’s an under-examined aspect of diversity that too many leaders overlook: behavioral styles. This aspect of diversity is the great unexplored topic the contemporary workplace. We find that managers who address this issue of behavioral diversity, and train and reinforce accordingly, benefit from a team with varying perspectives. That means better problem-solving, better communication, and better outcomes.

Your relationships with the team matter a whole lot more than your job title … and those relationships depend on you serving the team. So be sure you put the needs of your team first!

#1 “Most of my team’s most important prospects for new business are on vacation during the summer months.”

Chris joins us to talk about how to hold your team accountable and how to demand excellence from yourself and others. What does it mean to set a high bar, and how to do you pull it off without upsetting your team

When we use the word “Excellent” to describe a business or a team, we’re talking about a certain specific way of doing business. In our experience, there are three clear criteria that consistently define organizational excellence

To produce and grow at the rate which you need to be successful, you must have a dynamic sales team. The team must be formed through careful planning, hard work, and collaborative efforts. From a 10,000-foot view, this may seem easily accomplished, but let’s go more in-depth and tackle some of the inherent challenges with hiring and onboarding the right team.

Learn how to improve your team's attitude, behavior and technique to improve their chances of success. Eric Dunn talks about how to breathe life and results into your sales team. Learn the best practices for improving effectiveness and efficiency. 

Learn how to empower your employees to take ownership and learn how to solve problems on their own. Clint Babcock talks about how to know which things to take off your plate and put them onto someone else's. You can't be great at everything, but you can build a team that is.

Some managers start looking for fires to start with their team, so that they can swoop in to the rescue. They have no time to set up a meaningful accountability program, they’ll say, because they have too many (self-started) fires to fight. Most of the leaders I work with are dubious at first that they could ever play the role of the Primary Arsonist. Yet it’s easier to fall into this pattern without realizing it than you might imagine.

Learn how to apply the DISC personality framework to uncovering prospect's buying motivations or PAIN, in Sandler terms. Hamish Knox, Sandler trainer and author, returns to the podcast to talk with Dave Mattson about combining these two classic Sandler frameworks and selling strategies.

Learn how to be an effective manager, by learning how to coach and train. Tom Niesen and Dave Mattson, two very experienced coaches and trainers talk about what it takes to improve your team's performance through coaching and training.

If you want a better team, become a better manager. Dave Mattson, President and CEO of Sandler Training interview John Rosso, Sandler author and David H. Sandler award-winner, about effective sales leadership. What are the roles of a good leader?

To answer the common question, “Why should I invest more time in coaching my sales team?” we must first define what we mean by “coaching.”

 

Learn how to empower your employees to take ownership and learn how to solve problems on their own. Mike Jones talks about how to know which things to take off your plate and put them onto someone else's. You can't be great at everything, but you can build a team that is.

The digital revolution is innovative, inspiring, and even pervasive. We’ve come a long way in a short period of time, and many of the things we take for granted now weren’t even in the realm of possibility a few decades ago. As impressive as they are, the reach and impact of electronics when it comes to communication can have detrimental effects. Below, I identify three important elements that should always be involved in business relationships, no matter how advanced technology becomes.

Communication is important to a growing business and sales team, but that’s only part of the equation. Employee development is another key aspect for continued growth and success. While this topic is often incorporated into business plans, it’s commonly overlooked and bypassed in pursuit of other priorities. Below are four reasons why employee development should be at the top of the list.

Most managers go into massive “critical parent” mode when they realize, too late, that a salesperson has a lot of ground to make up the remainder of the year. They say things like, “You need to sort yourself out and get back on track...” and they think it’s going to work! The truth is it never works… although a salesperson sometimes produces good results in spite of what the manager says.

Dave Mattson, President and CEO of Sandler Training, talks to Tom Niesen about selling the Sandler way and the four different hats that sales leaders have to wear. Learn why each is crucial to your team's success.

Dave Mattson, President and CEO of Sandler Training and 6-time author, returns to the show to talk about his new book, The Road to Excellence, 6 Strategies for Building a Bulletproof Business! You will learn the attitudes, behaviors, and techniques of the top performing organizations, and how you can apply these principles to continuously improve your company.

In today’s world, many managers don’t get to develop people the way they would like. It’s harder and harder to spend quality time with all the team members so managers must make sure each interaction delivers value for everyone. This means creating structure and clarity around all interactions with the team–or, as David Sandler put it, eliminating mutual mystification.

To be a successful salesperson, one needs to be aggressive and goal-oriented. While important, these competitive traits can lead to a one-track mind and give sellers tunnel vision. If this goes unchecked, salespeople will ignore the pursuits of their team members and their organization. The sooner salespeople realize that fostering an environment of mutual success is the most advantageous approach, the better.

John Baldoni is the author of 12 books, including Lead with Purpose. He is also an executive coach and educator. You can find his work at JohnBaldoni.com.

Communication is key in any relationship. Whether that relationship is with your spouse, your peers, your children, or your employees, it always comes back to a transfer of information, honesty, and respect.

Dianna Booher is the author of 47 books, including Communicate Like A Leader, and founder of Booher Research. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

The new year is right around the corner and it’s filled with new opportunities and challenges. As we head into 2018, make sure that you’re as prepared as possible to lead your team to success. To be an effective manager, it’s important to fully understand your team dynamic. Below are five keys to doing just that.

Rule number 29, don't chase purple squirrels. Stay focused and stick to the agenda during sales meetings. People are pretty predictable and purple squirrels are defined as things that they throw onto a meeting that has nothing to do with the topic. 

The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all the way up to Fortune 500 companies with over 250 locations around the globe.

With the start of basketball season this month, it’s the perfect time to focus on building a great team. The phrase “dream team” gets thrown around a lot, but it’s most commonly referenced when discussing the incredible collection of talent that was assembled by USA Basketball for the 1992 Olympics. 

Rule #25: Don't let sales people leave training in the classroom. Use a collaborative, equal partnership inside and outside the training room. Here's the bottom line for sales leaders. You may have other people doing training for your organization and training your people. But, ultimately, you are still responsible for your team.

Rule number 22. Hey, people don't argue with their own data. Use self-discovery to break through performance barriers. I learned this a long time ago. People remember 20% of what they see, 30% of what they hear, but 90% of what they say and do.

Let’s face it motivation, or motivating others is hard, especially if they are employees of yours. One of the most common things I hear from business leaders is “our people just need to be motivated.” Now, in all honesty, this may be a true statement. 

Rule number 21. Empower your people to succeed without you. Coaching creates wisdom. Now think about that for a second. Coaching is one of the four hats of leadership and you're going to spend anywhere from 20 to 30 percent of your time as a coach.

Change management is the systematic approach to transitioning from one environment to another through the reassignment of resources, business processes, budget allocations, or other aspects that significantly alter a company or organization.

Rule number 20. Mentor to a success profile. Create a success profile that people can grow into. Mentoring is where you're going to spend five to 10% of your time. It's a key aspect of leadership, but we don't do it often enough, so you need a process for it. 

Bill Bartlett, a Sandler trainer and author of the best-selling Sandler book, The Sales Coach's Playbook, talks about his best practices for coaching your team through an organizational change. Bill shares his attitudes, behaviors, and techniques for coaching in this special episode.

Rule #19: Train Your Team. Make sure they get the skills necessary to do the job. Listen leaders, training is one of the four hats of leadership. You're going to spend anywhere from 20 to 30% of your time in your training function. Now, do I train less or more if I have experienced people? Of course, that's why you have a 20 to 30% swing. The more experienced people that you have, maybe the less that you have to train in some of the basic stuff.

Use The Navy SEAL's 40% Rule To Achieve The Impossible. A common obstacle of success in sales leadership is getting stuck in a rut. Worry, fear and doubt are manufactured emotions that can limit a sales team’s ability to achieve their goals and potential. The rut is a comfort zone for you and your organization. Success can still happen in the rut, but according to the Navy SEAL’s 40% Rule, the big wins will never be achieved here. 

Rule #18: Create the Curbs on the Roadway. You know, too much supervision creates learned helplessness. Think about that as an example. Do you want to create learned helplessness on your team? Probably part of you does. The ego part of you wants everyone to ask you what to do next. 

As you progress through your career, there comes a time when you need to stop moving horizontally,  and begin to climb the ladder. When you realize where you are most valuable, and you decide to take the next step, that typically comes with the added responsibility of leadership.

You know as a leader, you're going to have many different roles throughout the day when you interact with your team and your coworkers. We call them the four hats of leadership. Those four hats are supervision, training, mentoring, and coaching. All four of them are equally as important. Supervision, goal setting, setting expectations, having daily conversations, sales funnel management. 

Rule #16: Follow the four Goldie Locks steps. Use middle ground management as your strategy. We have two different types of managers if we go to extremes. We've got those who are detail oriented, and they're looking over your shoulders, and they're micro-managers. Micro-managers create an environment where people are afraid to act on their own, where they're afraid to take that next step. That's not a good place to live. 

Joel Burstein, a Sandler trainer from Pittsburg, talks about his best practices for leading by example. Whether you are a first time manager or an experienced executive you are leading by example, whether you are intending to or not. Joel shares his attitudes, behaviors, and techniques for leading a team by setting a good example.

As a professional speaker one of the most common requests I get is to come in and speak to “get our people motivated” – although this sounds easy, it is not. Most organizations that make this request, we find out, have hired other “motivational speakers” before and it either did not work; or, if it did work, it was short term, and it wore off very quickly.

Did you know that the average tenure of a Sales VP is only between 24-32 months? They barely have time to unpack their bags and get settled before they are looking for another position. In the meantime, the company has not only lost its Sales VP but probably its best sales person as well. Why is this? And is there something that can be done to change this dynamic?

Rule #13. Be a comfort zone buster. There's no room at Complacency Inn. What does that mean? Well, have you ever run into a situation where somebody on your team was killing it? I mean doing everything that they had to do, above and beyond, things that they felt uncomfortable doing and things that they felt comfortable doing.  

Rule 12: Manage individuals; lead a team. There's no substitute for personal attention. Listen, every human wants to be paid attention to. Everyone wants this one-on-one connection. They want eye contact, they want one-on-one time, they want you to pay attention. This is true at home. Kids want your attention. They want you to ask questions. They want you to understand the deal. 

As a manager or leader, you are tasked with many responsibilities. You must strive for success for each member of your team, for your company, and of course, for your clients. This balancing act can become overwhelming if you don’t properly prioritize your objectives and navigate the obstacles that combat effectiveness. Here are four key points to keep in mind in your quest for optimal efficiency.

As a leader, there’s a constant pressure to ensure your leadership approach stays up-to-date. Every year, the culture of the office deviates slightly from the year prior and the way that individuals want to learn and be led,  shifts. Sometimes these changes are drastic, and other times they are slight. No matter the degree of change, it’s imperative that you are cognizant of the shift and are prepared to be a great resource to everyone who looks to you for guidance and mentorship.

Rule #8: See People through Their Lens. Use DISC to understand how you and your people see the world so that you can lead more effectively. You know the DISC behavioral model will help you understand how to communicate more effectively with your team and anywhere else. You've got to understand and acknowledge how they interpret the world: how they communicate, how they want to be motivated, how they see the world, and where you then can adapt your style to match theirs.  

You know drama is one of those things that bring TV ratings. Everybody loves drama. Everybody loves to watch reality TV these days cause it's a freight train about to happen but we can't turn it off. People are attracted to drama. Just the natural way it is. But you don't want drama at your workplace. Drama is poison. 

Rule #6: Create self-sufficiency. Don't fix but explore. You know as sales leaders, how many times in a given week do people come in and say, "I've got a big call tomorrow. What would you do, Dave?" Intuitively, I know what to do, and every ounce of my being wants to say, "Do this, this, this and this." But the problem with that is that they didn't connect the dots. 

Rule #5: Eliminate miscommunication. What was said? What was heard? Check before you respond. You know, every person has three recorders that were taping since they were born. We have a Parent, an Adult and a Child. Three roles that we still have today if you think about it. But these tape recorders were starting and stopping at different times. And it affects how you interact with your team and how your team interacts with their sales force, even today.

Rule #4: Become a servant leader. Put the needs of your team first. In today's world, often times we've got to make sure that with all the things going on we're ultimately judged based on is our team producing? You're the leader. Senior Execs aren't looking around saying; "Hey, person number one, person number three." No. They look at you and say; "Is your team producing?"

I'm often asked by managers, "How do I motivate my people?" While I always appreciate the question, it's the wrong question to ask. The reason being is that if we must motivate our people as managers, we're working too hard. The reality is that the best people don't need motivation. Inspiration yes, but not motivation.

Holding your people accountable is simple. In working with sales leaders around the world, accountability isn’t easy because those leaders possess one of three self-limiting beliefs that cripple their accountability program.

If you were to Google ‘servant leadership,’ you would come across a list of traits that included some or all of the following; listening, empathy, healing, awareness, persuasion, conceptualization, foresight, building community, and nurturing. While each of these components are valuable, the sheer number of them convolutes a fairly straight forward ideology. 

Do you have a written Leadership Philosophy that is well known by all the people in your company? It’s good for everybody when the top person knows exactly what to expect of him/herself. Creating your own personal Leader’s Compass is an easy task that will reap enormous benefits.

This year's theme is Vision Driven Success. It is two days packed with non-stop training on sales, management or enterprise-level selling. Each trainer will bring real-world tactics, strategies, and ground-level tools that you can immediately implement in your business. 

What does it take to be an effective leader? Do the skills that make you an effective manager—planning, organization, and communication—make you an effective leader? Or, does it take something else—something more?

The purpose of marketing is to support sales.  In the broadest sense, marketing activities are the foundation for sales generation, whether it be through translating market needs into prioritized product or service requirements, clearly communicating unique value outward, or attracting and nurturing qualified prospects.  In a narrower sense, marketing needs to support the sales team – steer them in the right direction and equip them with the tools they need to diagnose pains that the organization can solve uniquely well.

2016 has been a year of many successes. Whether you are a sales representative, a sales manager, or simply interested in learning more about trending topics in the sales industry, we hope you have gathered some key insights from our blog this year. Before moving into 2017, we would like to take a look back and highlight some important topics from 2016.

Our experience with sales teams is that less than 20% of all salespeople set written goals of any kind. We estimate that the income of this elite minority of salespeople is predictably and consistently greater than the 80-plus percent who don’t set written goals — combined! You can help each of the members of your team join the ranks of the top performers… by helping them to craft strong written goals.

The last quarter of the calendar is both relieving because the end is in sight, but also foreboding for many sales teams if sales targets have not yet been met. An incredible amount of revenue exchanges hands in the last quarter, and many companies know that it can make the difference between a good fiscal year or a bad one, especially in product sales. Managers are regularly tested to find ways to push teams over that last mile. 

The best and fastest way to get a better team and better results is to become a better manager. Investing time, money, and energy into building your leadership skills can show a return-on-investment for the rest of your life. 

Strategic leaders don’t settle for minimum achievement today. They are regularly looking forward, anticipating needs, and preparing for new goals tomorrow. That outlook always places these leaders one step ahead of others, and it supports why they are seen as leaders and the go-to people for an organization.

Bringing a rough prototype to a group is hard for some leaders. Many leaders like to refine their ideas so when they emerge, they’re almost in concrete. Great leaders have learned to present their ideas, their concepts or their visions before they’re fully cooked. That enables everyone to get involved, and the weight of implementation or persuasion doesn’t fall only on the shoulders of the leader.

The business world is not immune to change. Companies grow, and they shrink in size. They expand their market reach, sometimes, and contract it at other times. They introduce new products and services and discontinue products and services. And, they change the ways in which they create, promote, price, and deliver their products and services.

As a leader, you are limited. Limited physically, financially, emotionally, and mentally. You are limited by the amount of time in a day. I have seen countless leaders who tried to ignore this simple fact from time to time with devastating effects on their physical health, family, and mental health. There’s a limit to how much one person can do.

Giving sales-related tasks their due diligence is part of growing your business. As business growth occurs, you have to divide your time amongst more tasks, more clients, more sales team members...you can see where this is going. The busier you get, the easier it is to fall into the trap of ‘busy work,’ or tasks that make you feel like you're accomplishing things but actually detract from business success.

As a leader, it’s important to continue your knowledge and training, developing new techniques to bring back to your sales team. Summer presents a great opportunity to spend some time expanding your knowledge by reading inspiring books by business leaders and entrepreneurs.

The DISC model is based on your behavior. It clarifies how you prefer to do things based on two factors. Are you more extroverted or introverted? And, are you more people or task oriented? Based on those preferences, you end up with four possible behavioral styles.

As a leader, one of your most important roles within an organization is providing guidance to other members of the company. It is common for leaders to encounter situations in which they have to provide an employee with constructive criticism. Providing this type of guidance can be a challenge, however, as it is important to find a way to communicate your intentions without causing people to feel defensive or sparking resentment.

This tool can help you and your employees learn more about personality styles, paving the way toward improved communication. Read on to learn more about the different DISC assessment styles and communication practices that work with each.

Even though leadership styles vary as widely as hair color, we can all agree that strong leadership is vital to a thriving, progressing company. The obstacle is knowing whether or not your company has strong, motivating leaders. Are your leaders respected? Do they recognize talent? Can they see the big picture? The answers to these questions are key indicators to your venture's long-term viability.

The right administrative assistant can help any organization flourish. When people think about a successful business, they tend to focus their attention on the importance of good leadership, but the value of the people working behind the scenes cannot be underestimated. Administrative assistants can help keep everyone on task and prepared to progress.

Your corporate culture will dictate everything from what your employees expect when they arrive in the morning to how you decide which new hire to select. It will influence employee morale, retention rates and job satisfaction. It is important for brands to build a culture that will positively impact their organizational success. 

Successful sales managers know that an environment of fear and pessimism never allows for their team’s best performance. Your attitude as a leader, mentor, coach, trainer and sales manager will greatly influence the results of your team. Salespeople who are empowered, motivated and encouraged to pursue opportunity and abundance will find ways to succeed where others never will.

The words "manager" and "leader" are often used interchangeably. But there's a difference in these two roles, as well as the workplace environments they create and the results they elicit. Put these 10 best practices to use to increase the effectiveness of your management style and see positive results in your workplace and employees.

The Monday morning blues do not have to be a part of your work environment, and cultivating a positive atmosphere around your organization can be a fantastic way to drive the business forward. In the spirit of March and 'expect success' month, here is what all professionals should know about the power of positive thinking in the workplace.

Maybe your employees aren't laying their heads on their desks, reading magazines during work hours, or calling in "cough cough" fake sick every Friday. Even without these obvious signs, they could still be disengaged with their jobs. If it seems your team members are sluggish and not electrified by their jobs, here are six can't fail ways to make employees feel appreciated, and re-engage them in their position.

If you want to measure productivity in your customer-care providers, measure their bias toward action before you hire. Taking action is a quality that says, “I must do something, so I’ll quickly assess the situation, decide on a path, and do something myself.” Rather than wait for the customer to call back, a bias toward action says to reach out to the customer first. A bias toward action is the proactive ingredient in customer care.

Many sales managers attempt to manage their salespeople by “managing” their numbers. You can track numbers, but you can’t actually “manage” them any more than you can manage the weather. But, it is from the observation and analysis of the numbers that you can identify pathways for improved performance.

As a manager of people, you know and understand the challenge of the "new" workplace. The reality of four generations working side by side is fraught with obstacles that threaten to derail productivity and hinder progress. Before you pop another antacid and check again to see if it's time to cut a trail home, take heart in knowing there are ways to be an effective manager in a workplace made up of the Silent generation, Boomers, X'ers, and Millennials. The first step is acknowledging each generation has its own preferences, expectations, and strengths.

When workplace productivity flounders, it is easy to give in and let the sluggish behavior drag out, leading to flat or declining results from the staff. If you notice a lazy attitude taking hold in your office, a quick response can save your office and refresh the staff's energy. Stop sluggish behavior from occurring with these tips for increasing workplace productivity

Being a manager that is both well respected and effective in the workplace is a difficult balancing act. While it is important to keep your employees happy, you also need to ensure that their work is still producing results. The first step in managing effectively is to recognize the problems you may be inadvertently causing. Here are five common mistakes and possible solutions to keep your employees thriving in the workplace.

Managers often get caught up in their day-to-day activities, and forget to focus on their employees. Getting caught in these leadership traps can be a drain on resources and cause your leadership to be questioned or dismissed. Focus on the positive changes you can make as a manager and you will see a positive response from your team.

Salespeople are often viewed as individuals who hold themselves accountable. Accountable to getting up and out every day and pushing themselves to get to the next level.  They are most often seen as doing things that others don't want to do. They hold themselves accountable. What's the reality? It's not always that easy. Many salespeople would say (my educated guess) that holding themselves accountable is one of the toughest things they face

No matter what your definition of leadership is, being an effective leader is something every manager struggles with. Managerial skills are often picked up over time and with trial and error methods. You may learn that techniques that worked perfectly in one office failed miserably at your next managerial position. While leadership is in no way a perfect science, a good way to judge what works is to listen to the experts and top business managers.

Effective leadership is not something that you achieve, but rather something you develop and change throughout your life. There's no substitute for experience, but thankfully you can borrow from others' knowledge to improve your own. That's where reading comes in handy. These best-selling books offer useful resources for maintaining your edge as not just a manager, but as a respected business leader.

In the past ten years, Millennials have been entering the workplace more than ever. While some may still view Generation Y as overeager interns, these developing leaders are becoming the future of successful business. And while it is easy to view a younger generation as lacking in knowledge and experience, the truth is Millennials have a lot to offer. Here are five ways this technologically advanced generation has the ability to bring new life and energy to a workplace:  1. Gen Y Believes In Transparency & Equalit

Understanding when to take a coaching approach over a managing mentality can make a huge difference in your effectiveness as a leader. To be an effective leader you need to master both leadership styles; the key is to know when to wear which hat. When you're managing, you're often organizing a project, providing instructions, outlining the end goal for your business, and you may find yourself being more directive and task-oriented

Managing a team of sales reps with various motivations and egos is no easy feat. And if you're a sales manger, you know that it can be a complicated and sometimes challenging role that requires a number of management skills to be successful. At Sandler Training, we've discovered that highly effective sales managers possess a set of skills and characteristics that make them stand out from the rest. So how do some sales managers continually lead successful and goal-oriented sales teams while others repeatedly hit roadblocks and obstacles

In the theater, the "fourth wall" is the wall between the actors and the audience. Behind this wall, the world of the actors is exactly as the audience imagines it. The good guys and the bad guysall fit within the story being told. If the fourth wall is "broken" the audience is directly acknowledged-the spell is broken. Once broken, the fourth wall is hard to reconstruct and the audience may not be happy. Think of Jean Valjean in Les Miserables during first act, turning to the audience and speaking in a normal, loud Brooklyn accent, "Yo, couldja get off the cell phone?

Today's business is focusing on something that champion athletes have always known: the right combination of training and coaching will help achieve greatness. It's not enough to have a superior product or service. You must have the skills to get that message across to your prospects. Training imparts the knowledge critical for success in today's competitive economy.