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Professional Development

There’s a wise saying popularly attributed to baseball legend Yogi Berra: “If you don’t know where you’re going, you’ll end up someplace else.” Here’s how I unpack that wisdom: We have to know what our goals are, and we also have to know the specific behaviors that support those goals… otherwise, we may end up supporting someone else’s plan, rather than our own. With that sobering thought in mind, consider this list of five behaviors that are essential the achievement of any worthwhile personal goal.

I love sales!  It is a career where you, the sales professional, determine your income based on how skillful you execute the duty.  It has a feel of independence, ownership and entrepreneurship and it can be extremely rewarding.  Professional selling is regarded as one of the top earning careers on the face of the planet.  Note to you business owners out there: If your salespeople are making more money than you, don’t be jealous, be excited because they are building your business and increasing its value!

Four Lessons for New Sales Professionals | Sandler Training | Franchise

One of the most fun questions I like to ask salespeople is: “How did you find yourself in sales?”  The answer is always an interesting one because I never hear the same answer twice.  What’s the fastest way from point A to point B?  A straight line, of course.  But a straight line is not something that salespeople have the luxury of having in their careers. It’s full of twists and turns, and highs and lows.  We need to be able to roll with the punches and keep a strong positive mental attitude toward our roles.

The TACTIC: Every day should not be new.  One advantage of remembering the past is that you are not condemned to repeat it—unless it is to your benefit and you choose to.

Three Reasons to Set and Follow a Behavioral Plan.jpeg

What is the ideal mix of daily and weekly activities – the mix that best supports our income goals? We should know. If we have a personalized daily “recipe” for daily and weekly progress toward key activity benchmarks, also known as cookbook or a behavioral plan, we can identify exactly how many dials we need to make, how many conversations we need to have, how many referrals we need to ask for, and so on… every single working day.

The TACTIC: Succeeding today isn't enough. If you don’t know where you want to be, then you don’t care where you are headed.

Five Ways to Invest in Employee Development Image

Most of us who lead teams and organizations readily acknowledge that we should be doing more to invest in the personal and professional development of the people who report to us. We have a lot of responsibilities, we get busy, and, all too often, we don’t take action on this essential priority.

The TACTIC: Be on goal time, not clock time.  Either way you are going to spend the time. The only question is how. Which one makes you money?

"Is there a better time of the year to buy a Sandler franchise? Does it matter what the economy looks like? When is a good time to purchase a Sandler Franchise?”