The Sandler Research Center is pleased to present the findings from our most recent research, “Leading from the Front in Challenging Times.” Our primary intention was to discover the current challenges and changes in operating style faced by sales leaders with the arrival of the COVID-19 pandemic. The survey was divided into seven sections, all […]
Success Never Permeates Upwards!
During one of my senior management coaching sessions last week, I posed the question: “So just what is it that makes a company successful?” I had the group whiteboard the exercise and brainstorm around it with some interesting results. For example: Unsurprisingly, the finance orientated managers talked about healthy cash flow; strong financial foundations; low […]
The Present is Understandably Occupying Most of Our Thoughts, But …
“My interest in the future is because I am going to spend the rest of my life there” Charles Kettering As we learn to live with COVID-19, all action that sales management takes must be predicated on the necessity not only to create an effective management relationship, but also to maintain it. Thus, you need […]
Leadership is Important, but Let’s Not Forget the Followers!
Some researchers prefer to move the focus away from the leader altogether and to examine instead what makes others prepared to follow these individuals. In 1988, an important article published in the Harvard Business Review, entitled “In Praise of Followers” began to shift attention away from the machismo of leadership to the less glamorous side […]
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