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The definitive resource for effective sales leadership, based on the proven principles of the Sandler Selling System.
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 audiobook is the sequel to the Wall Street Journal best seller The Sandler Rules, also authored by David Mattson.
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Overall I would say that this is a good book and worth the read within sites however cramming it into 49 different rules doesn’t really help somebody unify sales and kind of complicates it if they actually went ahead and either made it a story or only had five principles or maybe even less principles the book would be a lot easier to internalize so I do understand Sales is an ongoing process