{"id":10938,"date":"2017-07-19T03:17:42","date_gmt":"2017-07-19T03:17:42","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/rule-6-create-self-sufficiency\/"},"modified":"2022-10-18T15:57:46","modified_gmt":"2022-10-18T15:57:46","slug":"rule-6-create-self-sufficiency","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/rule-6-create-self-sufficiency\/","title":{"rendered":"Rule #6: Create Self-Sufficiency"},"content":{"rendered":"\n<figure class=\"wp-block-embed-youtube wp-block-embed is-type-video is-provider-youtube wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe title=\"Rule #6: Create Self-Sufficiency - Sandler Rules for Sales Leaders\" width=\"500\" height=\"281\" data-src=\"https:\/\/www.youtube.com\/embed\/wWAu5t-FOvI?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" class=\"lazyload\" data-load-mode=\"1\"><\/iframe>\n<\/div><\/figure>\n\n\n\n<p><em>Get&nbsp;<\/em><a rel=\"noreferrer noopener\" aria-label=\"The Sandler  (opens in a new tab)\" href=\"https:\/\/www.sandler.com\/shop\" target=\"_blank\">The Sandler <\/a><a href=\"https:\/\/www.sandler.com\/shop\">Rules for Sales Leaders<\/a><em>&nbsp;in our online shop or purchase your&nbsp;<\/em><a href=\"https:\/\/www.amazon.com\/dp\/B01MU9R4XQ\/ref=sr_1_sc_1?ie=UTF8&amp;qid=1484189444&amp;sr=8-1-spell&amp;keywords=the+sandler+ruels+for+sales+leaders\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\"Kindle version on Amazon (opens in a new tab)\">Kindle version on Amazon<\/a><em>. It is the definitive resource for effective sales leadership, based on the proven principles of the Sandler Selling System.<\/em><\/p>\n\n\n\n<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/blog\/rule-6-create-self-sufficiency\/#Rule_6_Create_self-sufficiency\" >Rule #6: Create self-sufficiency.<\/a><\/li><\/ul><\/nav><\/div>\n<h3 class=\"wp-block-heading\"><span class=\"ez-toc-section\" id=\"Rule_6_Create_self-sufficiency\"><\/span><strong>Rule #6: Create self-sufficiency.<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n\n\n\n<p>Don&#8217;t fix but explore. You know as sales leaders, how many times in a given week do people come in and say, &#8220;I&#8217;ve got a big call tomorrow. What would you do, Dave?&#8221; Intuitively, I know what to do, and every ounce of my being wants to say, &#8220;Do this, this, this and this.&#8221; But the problem with that is that they didn&#8217;t connect the dots. They didn&#8217;t do any of the heavy lifting, and if they run into a roadblock during the call, they won&#8217;t know how to get out of it because it&#8217;s my solution. If you want to make your team self-sufficient, you have to stop rescuing them. We rescue people for a couple of different reasons. It&#8217;s almost as if somebody comes into our office and says, &#8220;Hey, I&#8217;ve got a call tomorrow. It&#8217;s really tricky. What would you do?&#8221; I love the word, tricky, because oh-oh, it gets all the creative juices going for me.<\/p>\n\n\n\n<p>I rip open my shirt, and there&#8217;s this big &#8216;S&#8217; on my body, super salesperson. I hated what I was doing. I was doing reports for senior execs. Hate that. They come in, and it feeds into that I love that part of my job. I love problem-solving. I love looking like a great sales person in front of my team, so I jump in with the answer, or I&#8217;m pressed for time. I&#8217;ve got 18 hours of work to do in three hours, so I say, &#8220;I don&#8217;t have time. Do this, this, this and this.&#8221; They leave saying, &#8220;Okay.&#8221; I know in my heart of hearts they don&#8217;t do anything I just said. I feel good about myself, but the problem is my people are falling into learned helplessness. They don&#8217;t think for themselves. I&#8217;d rather you change the rules up.<\/p>\n\n\n\n<p>When people come to you for help, have them come to you with a suggestion on how they would solve the problem and look to you to validate how they&#8217;re going to do it. When you&#8217;re validating versus creating a solution, it is much better because you&#8217;ve moved away from learned helplessness. If you create it, to validate is self-sufficiency. Here&#8217;s the other thing that you could ask when people walk in, &#8220;Out of curiosity, what are two or three things that you would do to solve this problem?&#8221; Or you could say, &#8220;I&#8217;m happy to help you. If you didn&#8217;t find me today, I wasn&#8217;t in the office. I was out with a customer. How would you solve the problem?&#8221;<\/p>\n\n\n\n<p>What I&#8217;d doing is I&#8217;m taking it, and I&#8217;m saying, &#8220;I&#8217;m happy to help you but (cluck) how would you do it?&#8221; I&#8217;m doing that for a couple of reasons. One, they should learn how to connect the dots. They should be self-sufficient. I want them to operate at maximum efficiency when I&#8217;m not around. Secondly, the ego. The same thing that I felt when I gave you the answers, I want them to feel. I want them to have the confidence and conviction in their response. Not the confidence and conviction that I have all the answers. Don&#8217;t do your kids homework, because ultimately, they have no idea what that math course was. You know that. And, don&#8217;t do all the work for your sales people. It&#8217;s the same result. I want people to be able to think and do on their own. How that happens isn&#8217;t by doing it for them. Good luck.<\/p>\n\n\n\n<p><a rel=\"noreferrer noopener\" aria-label=\"THE SANDLER RULES FOR SALES LEADERS (opens in a new tab)\" href=\"https:\/\/www.sandler.com\/shop\" target=\"_blank\">THE SANDLER RULES FOR SALES LEADERS<\/a><strong>&nbsp;details a sales management process that works.<\/strong>&nbsp;It offers 49 timeless, proven principles for effective sales leadership, based on the Sandler Selling System. The book is the sequel to the Wall Street Journal bestseller&nbsp;<a href=\"https:\/\/www.sandler.com\/shop\" target=\"_blank\" rel=\"noreferrer noopener\" aria-label=\"THE SANDLER RULES (opens in a new tab)\">THE SANDLER RULES<\/a>, also authored by David Mattson.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Get&nbsp;The Sandler Rules for Sales Leaders&nbsp;in our online shop or purchase your&nbsp;Kindle version on Amazon. It is the definitive resource for effective sales leadership, based on the proven principles of the Sandler Selling System. Rule #6: Create self-sufficiency. Don&#8217;t fix but explore. You know as sales leaders, how many times in a given week do&#8230;<\/p>\n","protected":false},"author":167,"featured_media":10939,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1033,1035,1220,1295],"class_list":["post-10938","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-leadership","tag-management","tag-sales-leadership","tag-self-sufficiency"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Rule #6: Create Self-Sufficiency | Sandler Training<\/title>\n<meta name=\"description\" content=\"Don&#039;t fix but explore. 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