{"id":11396,"date":"2019-03-26T12:01:22","date_gmt":"2019-03-26T12:01:22","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/takeaways-from-the-2019-summit-you-can-implement-today\/"},"modified":"2022-10-18T15:59:05","modified_gmt":"2022-10-18T15:59:05","slug":"takeaways-from-the-2019-summit-you-can-implement-today","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/takeaways-from-the-2019-summit-you-can-implement-today\/","title":{"rendered":"Takeaways From the 2019 Sandler Sales and Leadership Summit"},"content":{"rendered":"\n

Every year, over a thousand of the world\u2019s top sales, leadership, and management professionals gather at a great resort location for the Sandler Annual Sales & Leadership Summit, where we network, share ideas, celebrate each other\u2019s successes, and participate in sessions led by top Sandler training professionals. The 2019 Sandler Summit, which took place at the Rosen Centre in Orlando, Florida, was the best-attended Summit yet, both in-person and online. We covered a lot of ground, but I\u2019d like to share with you two takeaways, in particular, from this year\u2019s Summit.<\/p>\n\n\n\n

THE BIG TAKEAWAY FOR SALESPEOPLE<\/strong><\/p>\n\n\n\n

One of the major takeaways for salespeople from this Summit concerned the neglected art of disqualifying opportunities that don\u2019t fit. <\/em>One of our critical jobs as sales professionals is to \u201cgo for the no.\u201d As a classic Sandler Selling Rule<\/a> states, you don\u2019t win by getting a yes. You learn to win by getting a \u201cno!\u201d<\/p>\n\n\n\n

\u201cYes\u201d is exciting. \u201cYes\u201d is what motivates us as salespeople. Who doesn\u2019t like to get a \u201cyes?\u201d But there some very important reasons we should go for the no \u2013 and should focus our efforts on disqualifying <\/em>the prospect as we move through the sales cycle. First and foremost, we don\u2019t want to spend unnecessary time with people who haven\u2019t got a problem we can solve, or haven\u2019t got the budget to work with us, or aren\u2019t willing to share their decision-making process. If any one of those things is missing, we need to move on.<\/p>\n\n\n\n

In addition, going for the \u201cno\u201d makes us psychologically stronger. It points us in the right direction by building the muscles of self-acceptance and self-reliance. When we make the conscious choice to take someone out <\/em>of the sales funnel, we\u2019re reminding ourselves that the word \u201cno\u201d is not a personal judgment on us \u2013 it\u2019s just an instance of there not being a perfect fit between what we do and what someone else does. Also, getting a \u201cno\u201d usually teaches us something. Each time we identify something specific that doesn\u2019t <\/em>fit, we get a little bit better at identifying what does <\/em>fit.<\/p>\n\n\n\n

THE BIG TAKEAWAY FOR SALES LEADERS<\/strong><\/p>\n\n\n\n

A similarly important takeaway for leaders at the Summit focused on identifying the typical leadership blind spots<\/a> that hold back our organizations from achieving optimal success. These blind spots are problems that create major headaches \u2013 headaches that most leaders find themselves battling at one point or another, without realizing the underlying cause. For instance, we may have unacceptably high turnover on the sales team, but we may not realize that the cause of this is the lack of a clear, viable process for hiring and interviewing, or the lack of a consistent onboarding plan. When we step back, we realize that not having these processes in place is a major operational gap \u2013 one that creates problems that hold back our organizations and prevent us from taking our business to the next level. <\/p>\n\n\n\n

Whether we lead a department or an entire company, we need to be committed to constantly improving the critical systems and processes within our organization. The tricky thing about blind spots is that we may believe we\u2019ve identified and addressed them \u2013 but as our organization grows, they can pop right back up again, like a dandelion weed whose seeds gets blown in from the yard next door.  We need to be continually on guard and pull out the weeds as they appear. (By the way, you can learn more about the leadership blind spots here in this book<\/a>.)<\/p>\n\n\n\n

We covered these subjects and much, much more at the 2019 Summit \u2013 more than I could possibly mention in this post. We\u2019ve received loads of positive feedback \u2013 and many, many people told us this was our best Summit yet.<\/p>\n\n\n\n

If you weren\u2019t able to join us this year, we hope to see you at the 2020 Sandler Summit!<\/a><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"

Every year, over a thousand of the world\u2019s top sales, leadership, and management professionals gather at a great resort location for the Sandler Annual Sales & Leadership Summit, where we network, share ideas, celebrate each other\u2019s successes, and participate in sessions led by top Sandler training professionals. 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