John Dobrowolsky

As organizations navigate the complexities of the modern business landscape, McKinsey's research serves as a guiding beacon, emphasizing the strategic importance of middle managers. Investing in the development of this crucial leadership tier not only enhances organizational health but also directly contributes to improved financial performance. It's a win-win scenario where top-performing middle managers become catalysts for talent development and valuable contributors to the bottom line.

In the world of sales management, ongoing learning and development are not optional but imperative. Sandler Management Solutions offers a comprehensive approach to addressing the challenges inherent in sales leadership, ensuring that you and your team not only meet but exceed expectations. Take the first step in your climb to sales management success by embracing the transformative power of Sandler's unique training program. Connect with Sandler today and witness the positive impact on your leadership journey.

Read these five rules for motivating your people...

If I asked a group of sales leaders, what motivates their salespeople, money is going to come up more often than not. And yes, money is important as it does pay the bills. And for some, money can be used as a scorecard. But are true high performers only motivated by money? If this were the case, most commission-only salespeople would be wildly rich! The truth is, that they’re not. Many continue to struggle in spite of unlimited income potential.

In order to implement that different selling approach, though, it is essential to first understand that the hard sell doesn't always sound like a hard sell. It doesn't always take the form of the stereotypical fast-talking salesperson we see so often in the movies and on television-- although it sometimes does. What the hard sell always does incorporate, though, is the element of selfishness.

Whenever you are more concerned with what you think you can do than you are with what someone else is experiencing on a personal and emotional level, you are engaging in the hard sell.
Whenever you make a recommendation without having learned exactly what the other person is going through, not just logistically but emotionally, you are engaging in the hard sell.
Whenever you claim to know what to do even though you have not taken the time to identify the true dimensions of the problem they face, you are engaging in the hard sell.
Whenever you treat someone as a deal rather than a person, whenever you consider a fellow human being as something to be “closed,” you are engaging in the hard sell.

An attitude and/or behaviour adjustment, coupled with proven techniques, can be just the ticket to improving your sales outcomes.

Prospecting is simply the act of finding prospects – those people who need your product or service – while they are hiding in a sea of suspects. You must keep your focus on the goal: finding prospects. You can’t let your attention become diverted by the many suspects you will encounter along the way. When you’re prospecting, you’re like the Coast Guard’s Search and Rescue team, looking for a small raft of shipwreck survivors in a vast ocean. The work may be long and tedious, but the goal is certainly worthwhile and rewarding.

If you have salespeople, chances are they have sat through quite a few of your virtual sales training meetings. The salespeople we work with tell us their top 3 complaints about virtual sales training meetings are that: A) They’re often disappointed they don’t learn anything new. B) They get bored on the calls as the training is not interactive enough and C) They feel like it’s hard to retain the material because it’s only presented to them once, but not reinforced in the future.

Try, Need to and Can’t. These are three words that any sales coach worth their salt will not allow to pass during a coaching conversation without probing. Why? Because these words are almost always code for a salesperson doing what salespeople do best, influencing their manager’s and coach’s to let them slide.

If you’re Sandler-trained, chances are, you and your team (and perhaps even your family), already use DISC day-to-day to improve your communication and how you adapt to one another. If your assessments haven’t been reviewed in a while, now might be a important time to review them to remind your team to be mindful of overuse, and also to be on the lookout for customers and family members who are overusing their DISC styles. And remember, one caution, when we adapt away from our natural style(s), it burns a lot of mental calories. Be prepared to be a little mentally worn out from adapting. But if you are worn out, you’ll know you’re doing it right.

We sometimes forget that Sandler’s Up-Front Contract is not only a tool to run a prospecting or sales call, but ANY business or personal interaction you may have. We would encourage you to remind your team to practice using UFC’s in their personal life right now, as well as with customers on non-selling calls.