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SalesGrowth MD, Inc. | Denver/ Englewood, CO

Management & Leadership

Over a period of 72 hours, the Sandler Research Center queried a subset of past survey participants from the United States.

 

Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?” And the answer is: “Wherever people are assuming that they already have all the answers.”

 

A big part of the sales leader’s job is to determine the measurable behaviors that will lead to success for a given salesperson, and to evaluate the numbers that connect to those behaviors.

 

The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries.

 

Recently, the Sandler Research Center set out to discover current operation challenges and changes faced by sales leaders in a more digitally oriented selling environment. 

Mike Montague interviews Brandi Heather on How to Succeed at Moving From Diversity to Inclusion.

 

As a sales leader, there’s a simple way to help the salesperson check their beliefs when they are potentially getting in the way (head trash). When Ben said there could be negative consequences from using the technique that Terri suggested, she could have asked Ben the following question, in a nurturing manner.

Try, Need to and Can’t. These are three words that any sales coach worth their salt will not allow to pass during a coaching conversation without probing. Why? Because these words are almost always code for a salesperson doing what salespeople do best, influencing their manager’s and coach’s to let them slide.

Sales leaders: If you could only track one performance metric to evaluate the performance of a member of your sales team, which one would you choose?

 

Mike Montague interviews Dr. Oleg Konovalov on How to Succeed at Creating a Compelling Vision.