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Originally posted to Dave Kurlan's Understanding the Sales Force blog


Last week I wrote a revealing article which showed that Sales Managers are even worse than I thought when it comes to coaching their salespeople. That article stimulated this great conversation on LinkedIn . Following that article I dug further into the same 9,000 rows of data to look at the role that tenure and experience have on sales management effectiveness. Who do you think are more effective - newer or more experienced sales managers?

Learn how to quiet the inner fears and overcome your own self-limiting beliefs. Rochelle Carrington, Sandler Trainer from New York City and featured speaker at the Sandler Summit talks about how to get out of your own way and get moving towards your goals.

Learn how to keep a healthy and sustainable sales funnel. Ken Guest is a Sandler trainer and author of Selling in Manufacturing and Logistics. He talks about how to clear out the junk, keep deals moving, and close more sales with a healthy pipeline.

Your relationships with the team matter a whole lot more than your job title … and those relationships depend on you serving the team. So be sure you put the needs of your team first!

Prospecting is the lifeblood of a successful sales career... but many salespeople overlook the basic behaviors that support a consistent prospecting routine. Here are the five necessary behaviors professional salespeople need in order to become successful at prospecting.

Learn how to find a mentor and make the most of the relationship. Nema talks about the right relationship and how to grow together in the mentor-mentee dynamic.

 Learn how to get commitments and be strong throughout the sales process, not just at the end. John Rosso, author of Prospect the Sandler Way, talks about how to avoid sales calls that go nowhere or the dreaded think-it-over at the end.

In this special episode, we take a listen into a live role play with David Sandler, the founder of Sandler Training. The recording took place in the early 1990's but the lessons are still applicable today. Do you find yourself talking too much and solving prospect's problems without getting paid first? This episode will help you take control of the sales call and teach you how to deal with competitors.

#1 “Most of my team’s most important prospects for new business are on vacation during the summer months.”

Learning how to communicate more effectively with people who have different communication styles than you do will lead you to more prospects, more productive discussions, and more sales.

Chris joins us to talk about how to hold your team accountable and how to demand excellence from yourself and others. What does it mean to set a high bar, and how to do you pull it off without upsetting your team