We all totally get it (at least I hope we do) that the skills required for managing, mentoring and developing a sales team are totally different from those required for selling – sounds obvious, but it is a point which must be re-iterated. As a result, it’s not uncommon to find newly promoted sales managers […]

Salespeople have their own unique sets of beliefs, some of which limit their potential in sales. For instance, as we are witnessing now, during a pandemic, some members of a sales force may believe that strong sales are impossible. But if one person increases their sales, what seemed an inevitable fact will suddenly appear more […]

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 […]