To provide critical insight and direction to organizations worldwide, Sandler Training, the largest sales, management and leadership training company in the world, has created the new Sandler Research Center. Our primary objective is to explore the dynamics of selling today, tomorrow, and into the future. We believe that this truly international initiative will deliver impactful […]
Have You Checked Your “Commercial Pulse” Recently?
I have to tell you that when I was first introduced to psychometrics in 1983, I was somewhat sceptical and that scepticism has remained with me ever since; I will explain why in a moment, but first a little background information (this might be the boring bit but do stay with it!) Psychometrics evolved from the […]
Why So Many Salespeople Are Failing So Badly …
Unlike most other professions, there are no qualifications required to become a professional salesman or woman: I find that very disappointing, and I am also deeply concerned that even the super-rich corporations who used to put their latest intakes on a solid two year program before letting them loose on an unsuspecting audience, now believe […]
The Top Sales Professionals of Tomorrow Have Moved Beyond Attitude, Skills & Process…
It is fairly common knowledge that even today in most industries, a very high percentage of training budgets are spent on “product knowledge” workshops and training sessions. This is understandable to a degree, particularly in the more technical sectors, but what about all the other types of “knowledge”? That statement is guaranteed to produce a […]