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London, North | david.feldman@sandler.com

Management & Leadership

Many mentors (and mentees) resist asking an all-important question about the sales leader’s role: “Where are things most likely to go wrong?” And the answer is: “Wherever people are assuming that they already have all the answers.”

 

The Sandler Research Center surveyed sales leaders and sales managers in Q4 2020 to gauge the impact of the global pandemic on sales processes and operations across a variety of industries.

 

A big part of the sales leader’s job is to determine the measurable behaviors that will lead to success for a given salesperson, and to evaluate the numbers that connect to those behaviors.

 

Recently, the Sandler Research Center set out to discover current operation challenges and changes faced by sales leaders in a more digitally oriented selling environment.

Mike Montague interviews Brandi Heather on How to Succeed at Moving From Diversity to Inclusion.

 

Sales leaders: If you could only track one performance metric to evaluate the performance of a member of your sales team, which one would you choose?

 

Mike Montague interviews Dr. Oleg Konovalov on How to Succeed at Creating a Compelling Vision.

 

What kind of revenue growth do you want to see between now and the end of your fiscal year—or whatever date is most relevant in your world? What kind of figure should you be shooting for? And how can you be certain that target is both aggressive and realistic?

 

There are two critical criteria you will want to look for in identifying top-tier salespeople: Self-awareness and drive.

One of the big questions we are hearing from clients these days is this one: We’ve finally begun to turn the corner … so how do we sustain our organization’s sales momentum in a time of uncertainty?

Create and circulate a documented playbook of best practices for anything and everything that occurs on an ongoing basis.