Strengthening the backbones of successful companies
Excerpted from our book, The Road to Excellence, this sample chapter addresses how to overcome common management "blind spots" that can undermine and destroy companies.
Unfortunately, if you want a better team, it’s up to you to become a better leader. Finding, choosing, and onboarding new team members can be challenging, especially if you don’t do it very often.
Without micromanaging, you are required to motivate, lead, and develop the talent on your team, but who is helping, coaching, and holding you accountable to your goals?
Sharing the vision, managing the mission, and maximizing your team’s performance is rarely taught in school, which leaves you to figure it out on your own.
Sandler’s leadership development and sales management programs are designed to help you break through plateaus, remove bottlenecks, and take your career or organization to the next level.
Learn how to develop an accurate hiring profile, objectively assess and select candidates, and create onboarding and performance plans for each position on your team.
Develop a coaching mindset to unlock the performance code for each person on your team and keep them focused on the behaviors that lead to achieving the goals.
While our sales are generally satisfactory, we are a company who wants to take our sales performance to the next level. Our sales staff is composed primarily of engineers. As a result of our Sandler training, customer requests for proposals are now fielded differently. Sandler active listening and questioning techniques, and confirming our expectations with our prospects have helped our staff stay focused on our primary goals. We reduced the number of published proposals and saved approximately 20% of our annual proposal cost. Our sales people can spend more time on "hot prospects," by not pursuing low potential proposals. Prospects return more of our proposal follow-up calls with less inclination to hide from us. Our sales level results show a 21.9% increase over the sales goal we had set for this year. Thanks to Darrell, we are making progress towards improving our close ratio and making more effective use of our sales staff.
Thomas Acheson, National Sales Manager Dynamic Air, Inc.
Learn how to recognize and resolve conflicts quickly, communicate your vision clearly in meetings and one-to-one, and empower
your team members to perform at optimum levels.