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Today’s sales professionals find themselves facing unprecedented, and often uncomfortable, change. More and more salespeople have larger territories than they used to have, and are responsible for selling a wider range of products and services than they’ve ever sold. They've got a lot to do, and they usually have less time in which to do it than they had last year.

Getting started in sales, or increasing your success once you’ve established yourself, can be a very challenging task. One of the hardest parts of this process is securing leads. What’s even harder is ensuring those leads are qualified.

To grow as a salesperson, mastering this aspect of your career is key. Below I have identified three ways to get qualified referrals. Incorporating these simple tips will help you step up your referral game and uncover a path to new levels of success.

The new year is right around the corner and it’s filled with new opportunities and challenges. As we head into 2018, make sure that you’re as prepared as possible to lead your team to success. To be an effective manager, it’s important to fully understand your team dynamic. Below are five keys to doing just that.

The biggest turning point in my career and in my personal life came when I realized my true value. When I broke through the mental barrier of self-imposed doubt, I truly began to shine. This breakthrough led me down the successful career path I have followed today, and it started with a change in focus.

Compensating the sales team is one of the toughest things to get right in your business. If you pay them too little, good salespeople will leave for better opportunities. Pay them too much, and they get complacent and stop growing revenue. To inspire and motivate top performing salespeople, you must use the Goldilocks Principle and get the compensation package “just right.” Let’s look at the pros and cons of some popular options.

I made this statement about the fact that it's not what we sell that makes us different, it's how we sell it. Although he had heard that Sandler rule before, he was taken back and asked me to repeat it several times. What he began to understand was that to differentiate ourselves in selling situations we often look at the features and benefits of what we're selling.

In our firm, one of the top requests we get is to help write or re-write scripts for companies. Each time we get this request I smile, because we know scripts simply do not work. There are four key reasons why scripts don’t work.

All high-performing salespeople understand and consistently execute the top 10 behaviors necessary for success, which we outlined in our new Sandler book, The Sales Coach’s Playbook. Here are the top ten questions I utilize when helping salespeople benchmark and raise their performance:

Companies have a systematic approach to complete almost every task; from the production line to accounting and payroll. Companies rely on ........

There is no one-size-fits-all model for developing salespeople! Every member of the sales team has an individual “success code” imbedded in them, and the effective manager must dial into it in order to unlock their true potential. Once selling skills and sales process have been taught and behavior expectations are established, the manager’s focus must be on raising the performance bar with an effective sales coaching methodology.