I’m feeling revitalized! I just returned from the annual Sandler Sales Leadership Summit in Orlando. I’ve been a proponent and student of the Sandler Selling System for the past 10 years. Each year I have attended this particular summit. Why? Because I always come away inspired and motivated having learned something new and having interacted with many other highly motivated sales professionals.
What Impressed Me?
The “BAT” Triangle. This is a foundational Sandler concept that describes three elements required for success in any activity. BAT stands for “Behavior,” “Attitude,” and “Technique.” David Sandler believed that the most important of these is Behavior. Engaging in the right behaviors can favorably impact your Attitude, and as you use these behaviors, your Technique will improve. David Sandler said, “You cannot manage results, only behavior.”
This makes sense to me. If we focus on results and have no supportive behaviors directed at achieving those results, we end up frustrated about our performance. This brings to my mind a scenario in which a sales rep is worried about achieving her sales plan, but not making any sales calls.
At One of a Kind Sales, we see daily proof that intentional, consistent deployment of key behaviors or practices drives our results. And those results support our positive attitude (team morale). As a leader, I reinforce those behaviors with training focused on honing our technique.
And Next Year?
It’s easy to fall into the trap of thinking, ‘I’ve been doing this for my entire career, so I don’t need to go to a conference where I will hear something I’ve possibly heard before.’ But I know I will gain a different way of seeing things, reinforcement of best practices, and a strong commitment to continuing this proven approach. As a result, I will continue to attend these Sandler Leadership Summits. (I’ve already reserved my spot for next year!)
My team and I engage in weekly Sandler training sessions. The Sandler Selling System has contributed directly to our success and I believe it sets us apart from the rest. You need to invest in yourself so that you can utilize your best skills on behalf of your clients. As my team and I work with our clients, we know that we are using best-in-class approaches and we can consistently get results, even in an increasingly competitive environment.
At One of a Kind Sales, we love selling. We are experts at cold calling, in particular. If you want to discuss how we can help you and your team, please contact us at 908-879-2911.