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 […]
The Fine Art of Intuitive Management
As a young man obsessed with driving rapid sports cars (often far too rapidly,) I considered myself extremely fortunate to have my very own mechanic who would regularly tune my latest “beasts” to perfection. He was a genius, and to watch him go about his work – which was his obsession – was an honor and a privilege. […]
“New Age Selling” Will Require “New Age Management”
Whatever label we choose to hang on our new preferred style of selling, there will be considerable implications for sales management. It is my view that for companies to remain competitive now, their sales organization must be able to respond rapidly and positively to the numerous changing tides post-COVID As businesses strive to establish a […]
The Obvious Benefits of Taking A Team Approach
According to recent research it has been suggested that team selling increases your chances of closing a deal by more than 250% compared to selling solo. Team selling brings people together from across the organization and externally, with each playing a role within the sales process. This collaboration enables us to populate the team with “specialists,” […]
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