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Management & Leadership

In the business world it’s often been said, “Our strongest asset is our people.” But how often is it stated that they are also your greatest weakness? Every business can benefit from a reality check. If you use a systematic strategy for developing the people in your key roles, that reality will likely reveal the valuable human assets on your team.

Of the corporate blind spots shared in The Road to Excellencenot sharing the vision with those who have to implement it” is one of the most detrimental to the sustained growth of an organization. To create buy-in with your team (aka “those who will have to implement it”) share your vision in the form of questions instead of statements.

The TACTIC: You don't have salespeople. A salesperson’s picture of himself will match his sales. To change his sales, help him compose a new picture.

Very often, managers who lead sales teams find themselves saying something like the following: “I have told them how to do X a hundred times, and it never seems to stick. I just don’t know what their problem is.” Or these managers may find themselves thinking, “Maybe I just hired the wrong person.” Very often, managers who lead sales teams find themselves saying something like the following: “I have told them how to do X a hundred times, and it never seems to stick. I just don’t know what their problem is.” Or these managers may find themselves thinking, “Maybe I just hired the wrong person.”

How to Succeed at Trials and Demos | Sandler Training | Franchise

Trials and demos can be an important part of your sales cycle, especially in the enterprise space, but as one long term Sandler client is “don’t unintentionally lengthen your sales cycle.” If your buyer wants to buy and you’ve properly qualified them close the sale instead of pushing back closing, and opening yourself up to your sale going sideways, but offering a trial that wasn’t requested.

How to Succeed at Trials and Demos | Sandler Training | Franchise

Trials and demos can be an important part of your sales cycle, especially in the enterprise space, but as one long term Sandler client is “don’t unintentionally lengthen your sales cycle.” If your buyer wants to buy and you’ve properly qualified them close the sale instead of pushing back closing, and opening yourself up to your sale going sideways, but offering a trial that wasn’t requested.

The TACTIC: How do you suggest we do that? Fighting hostility does nothing to increase sales.

The TACTIC: Will do it. Not could do it. Substitute “I will do it” for “I could do it” and see yourself in a whole new light.

The TACTIC: Reachable & believable goals. If you always focus on how far you have yet to go, it will always belittle how far you have come.

The TACTIC: We did that...once. If babies treated learning to walk the way some companies treat “we did that once” situations, all of us would still be crawling around on our bellies.