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Berkshire | david.davies@sandler.com

Management & Leadership

Let’s talk about Ineffective versus Effective Leaders

You know that as you progress through the stages of your business that in the beginning you are spending 90% as a Worker; and just 10% managing the business.

In the inter-mediate stage, as you add more people, you are probably spending 50% as a Worker; and 50% managing the business.

Later as you really start to grow your business you should be spending 10% as a worker and 90% as a Leader.

So, let’s talk about Leadership.

As a Leader, it probably feels like someone has taken the batteries out of your favourite toy right now?

Your team are faces on a Video Screen. Engaged when you engage them. But when you are not connected, what are they up to?

Who knows?

Truthfully only they do.

Time to set the rhythm. Beat the drum!

As a Leader, it probably feels like someone has taken the batteries out of your favourite toy right now?

Your team are faces on a Video Screen. Engaged when you engage them. But when you are not connected, what are they up to?

Who knows?

Truthfully only they do.

Time to set the rhythm. Beat the drum!

When speaking with a Sales Leader last week they were clearly unsettled at the prospect of having a ‘work-from-home’ policy enforced on them. In their own words ‘the Nightmare scenario’.

They said, “I can’t trust my people to stay focused. They’re going to start slacking.”

“Why?” I said.

“People do when they are ‘Working from home’, don’t they?” they responded.

“They might.  But only if you do….” I replied.

Channel Management is probably the toughest sales assignment there is.

Are you confused where to start in (re)building your partner sales channel?

Are you frustrated by poor performance from the majority of your channel partners?

Are you struggling to scale via your channels, partnerships and alliances?

It doesn’t have to be that way.

As organizations grow, they realise that there are numerous different ways to define success.
A new business, for example, will be immensely satisfied the first year the operation returns a profit.

On the other hand, a more established company may expect to see a specified rate of growth year over year.

Defining what success means to you and establishing goals based upon these criteria can be an important step in monitoring your business’s development and making productive decisions based on the criteria that matter the most to you. Here are a few different ways that you can consider defining your success.

Why don't we spend more time considering the consequences of making a bad hire?

The cost of a bad sales hire is phenomenal. Let's take a look.

To calculate the true cost of a bad sales hire you are going to want to know:

1 > The cost to recruit, on-board and train a salesperson.

2 > The average sales of your A players (top 20%), B players (average) and C Players (bottom 20%).

Are you communicating....or trying to get the other person to submit?

In Transforming Leaders: The Sandler Way there are eight common baits that people use to get other people into Communication Dysfunction.

This is what happens in dysfunctional exchanges between people.

They have one commonality.  One person is using his or her strengths against the other person in order to bring that person to submission - so that they will acquiesce or come around to a certain way of thinking or acting.

Leadership starts in your own life and then radiates outward as an example to others.

Dave Arch wrote in his Book 'Transforming Leaders - The Sandler Way' "You cannot expect to transform a Team, or an Organisation, until you've transformed yourself."

There are 7 essential qualities that are reflected and exemplified in the character and work habits of great Leaders.

As the weather heats up, many companies begin to look with dread upon the impending summer slowdown. For brands unprepared for the upcoming lull, it can be a challenge to keep the company moving forward and productive during the summer months. With people in and out of the door due to vacations and time off, it can feel impossible to get anything done.