Planning

Mike Montague, director of community engagement at Sandler, interviews Brian Moran, best-selling author, on How to Succeed at the 12 Week Year.

Mike Montague interviews Karen Meracle on How to Succeed at Performance Planning.

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

One of the most important aspects of human development is that we can be very good at learning from our experiences. Unfortunately, when it comes to sales, people don't often document their successes AND failures...

Most sales leaders believe that building a great sales culture means something like instituting a new policy or creating a fun place to work...but in reality, it means creating a place where salespeople can GROW.

Whether you are a sales leader responsible for an entire team’s performance or a single salesperson looking to hit your income target, Sandler’s KARE tool is a simple, powerful resource well worth spending some time with in Q4.

You’re a salesperson. You’ve just checked the wall calendar. You realize that October is officially over. A chill runs down your spine, because you know this means that you are over 75% through the year and you haven't yet come close to the track you need to be on to achieve your yearly goals.

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

Listen Time: 23 Minutes

We're almost halfway through 2019, so...how is your business doing? Did you create a plan to follow for the year, and if so, have things turned out the way you wanted them to? If not, are you looking to create a plan for 2020?

We're already a few weeks into the New Year, and maybe you hope that things will be different. While they probably could be, it's always a good idea to take a look at what did and didn't work in years past in order to create a good game-plan for the future.

Well, it's official...the New Year is here. This past week Sherri and I decided to get away from it all and stay in a cabin in Oklahoma. While I can admit it was pretty uneventful, it did give me time to think about some "big picture" things, especially when it comes to this business.

The New Year is almost here...are you ready?

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.

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler selling system.

You’ve thought it out, gotten motivated and set a lofty goal for your sales and performance this year – so you are all set, right? Not so fast; setting the goals is just the beginning. Careful planning now can help you beat the odds when it comes to your sales goals and ensure you have the successful year you are planning for. Setting the right goals for the New Year is a great start. In a recent post, we covered the best way to set obtainable goals that are SMARTER – using a specific format designed to ensure your goals are measurable and attainable. Whether you use this system or take a different approach, the things you do in the first quarter will have a big impact on your outcome at the end of the year.  

As the first quarter comes to an end, it’s appropriate to review your department goals and measure your progress. Will your sales team hit the quarterly benchmarks for your department’s strategic initiatives? Have they made significant headway? Or, have they fallen behind already?

Salespeople are not wise to the ways of great sorcerers and for that we can all be thankful. Sorcerers are known for exotic blends, flash powder, potent broths and a willingness to pluck the eyes out of living things. Sorcerers spend an inordinate amount of time consulting the bones, looking to see what the future holds - which usually ends up about half-right. There's every reason to believe that consulting those dried up old bones might be about as successful as the "winging it" strategy employed by many sales amateurs.