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Management & Leadership

There are 15 common obstacles to overcome when transitioning to a rapid growth culture.

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

 

Percentages in sales funnels suck.

They are typically meaningless, and they create problems up and down the sales function from front line salespeople who over/under estimate their true chance of closing the deals in their funnel to the sales leaders who are held accountable to guesstimates entered by their salespeople.

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.

 

Sandler CEO, Dave Mattson once said at the Sandler Summit, “if I was told I could only do one activity with my salespeople for the rest of my career as a sales manager it would be pre-call planning.”

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?