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Sandler's Leadership Solutions

Strengthening the backbones of successful companies

Learn how to transform yourself into a leader with these insights.

Excerpted from our book, Transforming Leaders The Sandler Way, this sample chapter addresses how to differentiate between the job that you do and the person that you are.

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Don't Manage Salespeople

Leadership Tip

The most difficult step in managing individual salespeople is recognizing when you are trying to manage the group instead. Do you see each salesperson as an individual or do you see him only as part of the sales department? Do you find yourself saying, "If only they all...", then you are seeing them as a group.

First, know when you are falling in the trap of trying to manage group behavior. Once you find yourself doing it, stop. You'll never get anywhere anyway and will waste a lot of time trying.

Second, each salesperson should have established, with your individual management, written goals and written behavior to reach those goals. While some goals and behavior will be common across the sales force, others will be unique to that individual. You 'manage' his behavior which has been designed to help him reach his goals.

Third, never miss an opportunity to congratulate a salesperson for successfully completing the behavior you have both agreed to, regardless of whether it leads to a sale or not. Remember, you manage individual behavior, not sales. Sales will happen if the behavior is done. 

Remember, you don't manage salespeople; you manage individuals, and with each individual, the most you can ever manage is the individual's behavior.

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.

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.