SA Blog

Learn how to hold salespeople accountable for their behaviors. Whether it is yourself or your sales team, Hamish Knox and Haley Ayraud will help you learn the best practices for sales accountability and building new habits.

Visit our website at to find out more about who we are and what we do. If you like the content, please leave us a rating or a review below on your podcast feed and share us with a friend who might be interested in hearing more tips and techniques from the Sandler® Selling System.

At Sandler Training, we spend a lot of time talking about the Success Triangle with our clients. There are three points on this famous triangle—Behavior, Attitude, and Technique – and while all three are essential for high achievement, I believe the most important point on the Triangle is the first one, Behavior.

As you progress through your career, there comes a time when you need to stop moving horizontally, and begin to climb the ladder. When you realize where you are most valuable, and you decide to take the next step, that typically comes with the added responsibility of leadership.

Create a cookbook or a recipe for success. You know, many sales leaders and sales managers, they manage numbers, not behavior. Think about that for a second. How many of us are knee deep into spreadsheets every single day?

Holding your people accountable is simple. In working with sales leaders around the world, accountability isn’t easy because those leaders possess one of three self-limiting beliefs that cripple their accountability program.

In selling, we all work with logical groupings of our accounts, both clients and prospects, to add clarity to our sales and service efforts.

There is no one-size-fits-all model for developing salespeople! Every member of the sales team has an individual “success code” imbedded in them and the effective manager must dial into it in order to unlock their true potential.