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.
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.