Sandler's Leadership Solutions
Strengthening the backbones of successful companies
LEADERSHIP ISN’T A MANAGERIAL PROCESS OR HIERARCHICAL AUTHORITY
Leadership is having a clear vision, and the ability to share that vision in a way that others want to follow.
Learn how to transform yourself into a leader with these insights.
Excerpted from our book, The Road to Excellence, this sample chapter addresses how to overcome common management "blind spots" that can undermine and destroy companies.
Successful managers must be able to effectively...
- Support corporate initiatives through the accomplishment of department goals.
- Channel their people’s efforts in the appropriate direction in order to accomplish those goals.
- Acquire specialized knowledge and skills relevant to managing people and helping them accomplish predictable results.
Effective leaders must build on those managerial skills, plus...
- Have an instinctual understanding about human nature, and why people act the way that they do.
- Be able to observe their people's behavior and analyze and respond to it in an objective, supportive, and constructive manner.
- Encourage, enable and recognize their people for their performance.
The traditional sales approach that I was using didn't fit my personality. So when you began to teach me how to act opposite of what the prospect expected, it was a good fit. How did I know it was working? Prospects would tell me. Some complimented me on the questions I prepared for the meeting, others would give me an appointment simply because of the respect I showed them via the 30 second commercial, or, I'd see the pain funnel in action. The result? Nine months after starting to use the Sandler Selling System, I place in the top five salespeople in our company, nationally. I still find myself needing to repeat modules, because the periodic reinforcement is helpful. For the first time in my life, I have a serious set of goals. The Sandler team and the Sandler system provide the mirror.
SOMETHING TO LEARN AT EVERY LEVEL
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The Sandler Blog
Insight and tips on current sales, sales management, leadership and management topics. We invite you to comment on our posts and to pass them on to your colleagues.
transform yourself into the leader you want to be
Transforming Leaders— The Sandler Way
Author and Sandler trainer Dave Arch discusses his latest book, Transforming Leaders The Sandler Way. A key premise of his book is that you can't transform a team or an organization until you've transformed yourself. Arch offers a user-friendly, graphically-driven guide to the 52 critical leadership lessons that support great careers and great teams. A full-color card deck supports the book.