Accountability The Sandler Way
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Accountability can be a way of life for your sales team. And it's easier than you think. For most salespeople, "accountability" is a terrifying word. It usually conjures up images of micromanagers controlling their employees' every move. It may even trigger memories of doing punishment laps, push-ups or other hated chores because we failed to live up to an ambiguous standard. In ACCOUNTABILITY THE SANDLER WAY, Hamish Knox shows how sales managers can create an accountability-driven work culture for their teams and themselves ... by investing just 20 minutes a week in the classic Sandler sales and management principles. Sandler clients - both managers and salespeople -- discover that sustainable success in the world of sales comes from being accountable to specific, measureable actions.
For readers of this book, "accountability" means something very different than what it means for others. It means creating clarity for yourself and your employees around goals (yours and theirs), the path to achieve those goals (yours and theirs) and the consequences triggered by failing to stick to the path. Don't get nervous -- no one's going to have to do any punishment laps! ACCOUNTABILITY THE SANDLER WAY gives you all the tools you need to implement a sustainable accountability program for yourself and your team ... even when time is tight. About Sandler Founded in 1967, Sandler Training is the largest provider of sales, leadership and customer service training in the world, serving businesses of all sizes with short- and long-term programs that offer continuous coaching, reinforcement and support for sales professionals.