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Sequel To the Wall Street Journal Bestseller, THE SANDLER RULES, also authored by David Mattson.

David Mattson, CEO and President of Sandler Training, oversees the corporate direction and strategy for Sandler’s global operations including sales, marketing, consulting, alliances and support. His key areas of focus are sales leadership, strategy, and client satisfaction. Under Mattson's leadership, the Sandler organization expanded domestically and internationally to over 250 offices in 27 countries around the world. Mattson is the author of multiple books, including the Wall Street Journal bestseller The Sandler Rules.

DAVID MATTSON

THE DEFINITIVE
RESOURCE

For Effective Sales Leadership Based on the Proven Principles of the Sandler Selling System.
 
REQUEST YOUR FREE CHAPTER
  • How to create self-sufficiency
  • The real power behind proper recruiting
  • Creating a culture of accountability
  • Addressing uncomfortable issues
  • How to manage individuals while leading the team.

AND MUCH MORE.

ARE YOU AND YOUR SALES TEAM
SPEAKING THE SAME LANGUAGE?

FOLLOW A SALES MANAGEMENT PROCESS THAT WORKS

FOLLOW THE RULES TO TEAM SUCCESS
GET YOUR SAMPLE CHAPTER
Rule #1: Use a Common Process 
Rule #2: Live the Process 
Rule #3: No Mutual Mystification 
Rule #4: Become a Servant Leader 
Rule #5: Eliminate Miscommunication 
Rule #6: Create self sufficiency 
Rule #7: Avoid the Drama Triangle 
Rule #8: See Your people through Their Lens 
Rule #9: Don't Get Smoked on the Interview. 
Rule #10: Treat a Job Interview s a Sales Call 
Rule #11: Manage Behavior, Not Results 
Rule #12: Manage Individuals, Lead the Team 
Rule #13: Be a Comfort Zone Buster 
Rule #14: Risk Failure to Achieve Growth 
Rule #15: People Work Harder for Their Reasons than for Yours 
Rule #16: Follow the Four Goldilocks Steps 
Rule #17:  Only Wear One Hat at a Time 
Rule #18: Create the Curbs on the Roadway 
Rule #19: Train Your Team 
Rule #20: Mentor to a Success Profile 
Rule 21: Empower Your People to Succeed....Without You Coaching creates wisdom.
Rule #22: People Don't Argue with Their Own Data 
Rule #23: Create a Culture of Accountability 
Rule #24: Share the RACI Stuff 
Rule #25: Don’t Let Your People Leave the Training in the Classroom. 

Rule #26:  Role Play Creates Muscle Memory.

Rule #27: Sweeping Uncomfortable Issues under the Carpet Only Ruins the Floor 
Rule #28: A Sales Meeting Is Your Sales Presentation 
Rule #29: Don’t Chase Purple Squirrel 
Rule #30: KARE for Your Customer 
Rule #31: Your best Prospect is Your Current Customer 
Rule #32. Use Brainstorming to Maximize Bandwidth 
Rule #33: Live the Success Triangle 
Rule #34: Harness the Power of Behavior 
Rule #35: Attitude Matters 
Rule #36: Teach Solid Technique 
Rule #37: Create a Personalized Goals List 
Rule #38:  Celebrate what People Do Well 
Rule #39: Your Customer is Your Competitor’s Prospect 
Rule #40: Have a Debriefing Process 
Rule #41: Team Selling Requires Planning 
Rule #42: Create Smart Benchmarks 
Rule #43: Track the Leading Indicators 
Rule #44: Create a Proactive Approach to Social Selling 
Rule #45: Your Job Doesn't End When They’re Hired 
Rule #46: Reward the Behavior You Want to Increase 
Rule #47: Be a Role Model for Effective Time Management 
Rule #48: Understand How Your Salespeople Learn and Grow 
Rule 49: Don’t Go It Alone 
 

 

Most sales teams and salespeople tend to resist any attempt to establish a consistent process for the team as a whole … and managers tend to let them! Why?

Yet Sales, for some reason, typically doesn't have a consistent process that managers and employees can understand and agree to follow.

Everyone in Accounting speaks the same language. Same processes. Same results.

Marketing team members agree on a method to measure results.

The Operations department agrees on the process by which the work gets done.

Engineering agrees on the designs that connect ideas with products.

 

CONSISTENT PROCESSES ARE KEY

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