Sandler sales tips and insights for Chicago sales professionals.
Sandler's video collection showcases our global network of business experts to describe key sales and management concepts in everyday language.
Jody Williamson discusses how to structure an interview for sales people to find if they are a good fit for your role.
Are you acting like most other sales people? Jody Williamson explains how acting differently improves prospects' perspective and sets the sales process up to be more effective.
Does your sales team fall into parent-child relationships where they are viewed as simply a vendor? Reinforce Adult-Adult relationships that serves as the foundation to becoming a trusted advisor.
Don't be a superhero always swooping in to save your people. It might work in the short term but is no way to grow a successful sales team.
Jody Williamson discusses creating a Kaizen culture where all members of the sales team constantly strive to improve.
Are you spending enough time practicing to achieve sales goals? Making practice a priority is when sales teams achieve world class results.
An empty sales position or desire to keep the sales force stable often leads to these two common problems.
Prepare your prospects for the Up Front Contract by providing the "contract before the contract" so that they can follow what it is they are agreeing to do in the meeting.
Hiring for salespeople is different than hiring for other roles in your organization. Do you have replicable process for hiring salespeople?
How do you bond and create rapport with your prospects? Can you adapt to your prospects communication style?
Are your salespeople in comfort zones? Are they more of a camper rather than a climber? What can you do to make your salespeople work harder?
Do you focus on the results coming in the door? Do you measure salespeople by their results or behavior? Which is more important?
Companies want a sales culture, but how do you create it? Here are 4 steps on how to change your company culture from passivity to proactivity.
Many times salespeople turn out to be order takers. Which do you have on your team? How do you tell the difference between order takers and salespeople? How do you turn order takers into salespeople?
How are you interviewing salespeople? Is it more of a conversation than an interview? Do you judge the interview based on bonding and rapport? Have you ever considered running the interview process like the sales process they are interviewing for?
Of the four major roles of sales management the coaching role is the most misunderstood. No single strategy can improve production more than effective coaching, just make sure it is caught not taught.
Are you moving your salespeople from pitch style selling to consultative selling? One of the key components to changing is effective listening. How are you developing effective listening skills in your salespeople?
It is common for companies not to be satisfied with the amount of new business the sales force is producing. There are multiple areas to dissect within your salespeople and management of them to consistently generate new business.
Are your salespeople in comfort zones? Are they more of a camper rather than a climber? What can you do to make your salespeople work harder?
You can't manage results, only behavior. Jody Williamson discusses common items to track in a cookbook to guide sales results to targeted goals.
Insight and tips on current sales, sales management, leadership and management topics. We invite you to comment on our posts and to pass them on to your colleagues.
The best-selling sales classic on driving success updated with Sandler CEO and President, Dave Mattson, providing additional skills designed for today’s highly competitive, more complex, tech-savvy sales landscape.
Author and Sandler trainer Rich Chiarello offers sales teams tasked with selling technical solutions a proven program for success, based on the Sandler Selling System.
Competitively pursuing large, complex accounts with multiple constituencies and multiple decision makers is perhaps the biggest challenge for sales professionals.