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On behalf of Sandler Training, our thoughts are with our clients and their families and businesses impacted by COVID-19. We are committed to working with you to help you and your business through these extraordinary times. Sandler Training is open but operating remotely in accordance with recommendations by WHO and the UK government to do our part to help ‘flatten the curve’ for the NHS . We’re here for you and the community. Please don’t hesitate to call or email us to talk through your concerns. Best wishes for the health and safety of your families, teams, and clients.
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Leadership

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.

We hire salespeople who claim good past results and appear professional and competent at interview and then they fail to hit agreed targets. Why is that?

As a leader, there’s a constant pressure to ensure your leadership approach stays up-to-date. Every year, the culture of the office deviates slightly from the year prior and the way that individuals want to learn and be led, shifts. Sometimes these changes are drastic, and other times they are slight. No matter the degree of change, it’s imperative that you are cognizant of the shift and are prepared to be a great resource to everyone who looks to you for guidance and mentorship.

The business world is not immune to change. Companies grow, and they shrink in size. They expand their market reach, sometimes, and contract it at other times. They introduce new products and services and discontinue products and services. And, they change the ways in which they create, promote, price, and deliver their products and services.

Knowing how to inspire, motivate, coach and hold sales people accountable for their behaviours is the foundation for improving sales. Skill sets for success as a sales manager are not always the same as skill sets for successful sales people.

In the theatre, the “fourth wall” is the wall between the actors and the audience. Behind this wall, the world of the actors is exactly as the audience imagines it. The good guys and the bad guys all fit within the story being told. If the fourth wall is “broken” the audience is directly acknowledged theThe Fourth Wall of Business management spell is broken. Once broken, the fourth wall is hard to reconstruct and the audience may not be happy. Think of Jean Valjean in Les Miserables during first act, turning to the audience and speaking in a normal, loud Brooklyn accent, “Yo, could you get off the cell phone? I’m trying to work here!”