Ask any sales leader whether they want to build a high-performing team, and the immediate answer will be “Yes.” But what are the specific best practices that support this goal? Here are three that we have seen in organizations that are thriving in 2021.
Have you ever wondered why a once-promising new hire is performing far below your initial expectations? From one perspective, what’s happening here is pretty simple: the person you hired is not the person you interviewed. The dynamic at work in an interview situation is similar to the dynamic at work on a first date./blog/how-succeed-onboarding-new-hires-podcast
Joe Ippolito, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at preventing sales objections to close more sales. Get the best practices for selling, collected from around the world.
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.
Dave Mattson shares his thoughts on sales leadership and how to build a culture of continuous improvement through role play. This Selling the Sandler Way take is a great listen before your next sales meeting.
In partnership with Evernote, the app that keeps your notes organized and syncs your memos so they're searchable and accessible anywhere, Dave Mattson, Sandler CEO and President, participated recently in a special podcast.
Sharlene Douthit joins the podcast for the first time to talk about employee retention. Learn the attitudes, behaviors, and techniques of great leaders, and learn how to incorporate them into your culture to stop turnover and keep valuable employees.
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.
Karl Scheible joins Dave Mattson to talk about what happens with the competition is invited into one of your accounts. How do you deal with competitive bids or other situations where you are not the only provider?
Improving your efficiency or effectiveness is only as good as your method of determining and evaluating success. It’s easy to earn a win here or there, but repeated success over a long period of time can only be done through hard work, analysis, and reinforcement. Below, I have outlined five ways to gauge the success of your team, how you got there, and what to do to keep it up.
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.
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 28. A sales meeting is your sales presentation. Master the skills that support a great sales meeting. Here's the bottom line, we want our sales meetings to be great, and we know they're not. And sometimes they're not because we're running from one meeting, we thought we had about a 30-minute window to get ourselves ready for a sales meeting which turns into a three-minute window and so we show up unprepared.
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 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.
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.
In our firm, one of the top requests we get is to help write or re-write scripts for companies. Each time we get this request I smile, because we know scripts simply do not work. There are four key reasons why scripts don’t work.
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.
You and your team worked hard to land a new account and the prospect went with someone else. What now? If you’re at a loss for what to do next, below are five actionable items that you can implement with your team.
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.
Sales enablement is the idea – and follow me here – that all employees who interact with clients should have the tools and are able to do so easily, consistently, and effectively. To empower your employees to do this, there are three major areas of focus to consider: Tracking and Analysis, Technique/Training, Technology and Tools. If you can incorporate a system that excels at bringing your employees through all three of these phases, you will be well on your way to enabling a successful team.
In 1963, psychologist Bruce Tuckman termed the four primary stages of team development as; forming, storming, norming, and performing. Tuckman deemed that these phases must be traversed naturally for a team to grow, find solutions, plan work, and deliver results. While a lot has changed in the world of business and team building over the past 50 years, Tuckman’s model for group development has continued to ring true. To illustrate and modernize the motivation behind each phase, let’s examine both inspiring and unimpressive examples of each as we work our way through Tuckman’s ideology.
Developing a championship caliber sales team should be the goal of any sales leader. All champions, whether it is the Cubs, Patriots or newly crowned, Tarheels, are focused on doing their individual roles as well as possible, committed to the on-going improvement of themselves and the team, the culture sets high expectations, and the teams win. As difficult as this may be to accomplish for your sales team, it is not as hard as you think if you can implement these four championship elements.
2017 was going to be different. My sales team and I had lofty expectations and challenging goals, but we knew we would attain them. The year started off well and we saw positive results right out of the gate. Then, we lost a client, we had an issue with our network, and when the warm weather came through, we were completely knocked out of our groove. Sound familiar?
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 road to a successful sales career is filled with disappointments, rejection and uncertainty. If all you have is the willingness to put up with those things then you’re 99.99% of the way there. So, what attributes does a person need to have to be successful? Here are the top 3 that I recommend you look for when interviewing someone for your business.
No one trusts a simple handshake anymore. Agreements involve thick stacks of legal documents. Everywhere we look reveals a lack of trust in the world. Trust is important not just in our personal lives, but also in the workplace. Discover these six trust-building results that arise from developing a strong team in the office.
They say that time heals all wounds, but in the sales industry, time kills all deals. To keep leads warm, especially during notoriously cool selling months, sales managers need to create a smooth handoff between the marketing and sales teams. Use these tips to keep leads warm and close the sale more easily.
What does a company need to be successful? Many people would say investors and a solid business plan, but in addition to these important factors, a company needs effective managers.
If your company suffers from lackluster sales, take a look at the management behind the team. You may discover that effective management makes all the difference for a successful sales force. Here are a few reasons why solid management is absolutely crucial to sustaining a great sales team
Think you have got the perfect sales team? No matter how successful your group, every team has room for improvement. Whether your team falls flat in a specific area or they lack motivation, putting the time into improving faults helps create a more cohesive, successful sales force. Work together and follow these 5 simple rules to build a strong, effective, and eventually more profitable sales team.
Unavoidable conflicts often arise when you work on team projects. Coworker's differences can contrast sharply to your own, creating tension within the group. These differences are not necessarily a bad thing, though. Healthy constructive criticism helps create diverse methods of thinking and solutions to difficult problems.