Leadership
Whether your business is local, regional or global, in today’s faster paced and more complex business environment, leadership is a fundamental success skill. Business owners must lead their organizations; sales managers must lead their sales teams; and sales professionals must lead the sales process with their clients and prospective clients.
For over 40 years, Sandler Training has helped business professionals develop, expand and refine their leadership skills. Our interactive and real-world based training has taught Sandler clients to:
- Develop a better understanding of human behavior and potential
- Increase their courage, confidence and self-esteem
- Become more effective communicators
- Inspire and bring out the best in others
- Learn to set meaningful goals and develop plans for achievement
- Establish a framework for making better decisions
- Implement processes to effectively manage their time and other resources
- Achieve increasingly more difficult goals in shorter periods of time
When I came to my first President's Club session, Mike talked about the 70/30 rule. I realized that instead of listening to the prospect 70% of the time, I was actually talking 70% of the time. So I made it a point to stop talking and start listening.
Aside from listening instead of talking, I learned to actively look for the three components to qualify a business as a good prospect: pain, budget and decision process. If the business doesn't fit, don't go after it. Instead, spend the time with prospects that are a good fit.
Neuse River has enjoyed a consistent 20% growth sustained over the last year and a half. Our June 2007 set an all time high ten-year sales record as we celebrated a decade of service and expanded our scope from local to global.
Jim Ray, President, Neuse River Networks