Is everyone on your sales team speaking the same language? When you ask your sales rep, "Hey, how did that call go?" and she responds, "It went well." What does well mean? The sales manager may have a different interpretation of "went well" than the sales rep. There is no room for wishy-washy words in a bottom line. Ninety-four percent of sales organizations do not have a common process.
The Sandler Rules for Sales Leaders is the definitive resource for effective sales leadership, based on the proven principles of the Sandler Selling System.
Rule #1: Use A Common Process
Here’s a mystery. We have a common language and a common process for every single department in the organization, except Sales. Everyone in Accounting talks the same language. In Marketing, there’s a very analytical process by which team members agree to measure the results. In Operations, or Engineering, or any other part of the organization you care to name, everyone agrees on the process by which the work gets done, and everyone agrees on the key terms that connect to that process.
Yet Sales, for some reason, typically doesn't have a consistent process that managers and employees can understand and agree to follow. In fact, on most sales teams, salespeople tend to resist any attempt to establish a consistent process for the team as a whole … and managers tend to let them! Why?
THE SANDLER RULES FOR SALES LEADERS details a sales management process that works. It offers 49 timeless, proven principles for effective sales leadership, based on the Sandler Selling System. The book is the sequel to the Wall Street Journal bestseller THE SANDLER RULES, also authored by David Mattson.