{"id":12437,"date":"2020-08-19T10:00:00","date_gmt":"2020-08-19T10:00:00","guid":{"rendered":"https:\/\/sandler.dsstaging2.com\/case-study\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/"},"modified":"2022-12-19T17:01:56","modified_gmt":"2022-12-19T17:01:56","slug":"three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/","title":{"rendered":"Three Critical Takeaways for Overachieving Sales Performance: Sandler Research Center Findings"},"content":{"rendered":"\n<p>The results of the Sandler Research Center survey The Essential Components for Sustaining Overachieving Sales Performance are out. This survey provides some important takeaways for sales leaders by comparing the bottom 20% of sales performers (also known as the underachievers) with the top 20% (also known as the overachievers). Overachievers reported being at or above quota. Interested in the most important differences between these two groups \u2013 beyond the obvious fact that the top 20% makes significantly more money? We thought you might be. Here\u2019s a brief summary of the critical takeaways.<\/p>\n\n\n\n<p>Critical Takeaway for Sales Leaders #1: The Early Days Matter<\/p>\n\n\n\n<p>Overachieving sales performers were roughly 1.5x more likely than underachievers to have a manager who was effective and skilled at three specific activities that connect to a positive experience in the early going for the newly hired salesperson: recruiting team members, onboarding those new members of the sales team, and coaching them one-on-one. This finding suggests that investing the development of these skills in sales management has a dramatic positive impact on team income generation.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" data-src=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Screen-Shot-2020-08-17-at-3.57.21-PM.png\" alt=\"\" class=\"wp-image-6200 lazyload\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 565px; --smush-placeholder-aspect-ratio: 565\/339;\" \/><\/figure>\n\n\n\n<p>Critical Takeaway for Sales Leaders #2: Clarifying the Sales Process Matters<\/p>\n\n\n\n<p>Data from the survey reinforce the need for successful sales teams to have and follow a clear sales process. The highest-performing 20% of sales teams were 1.4x more likely to have a sales process in place, and 2.8x more likely to consistently follow that sales process, than the lowest-performing 20%.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" data-src=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Screen-Shot-2020-08-17-at-3.58.19-PM.png\" alt=\"\" class=\"wp-image-6201 lazyload\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 584px; --smush-placeholder-aspect-ratio: 584\/354;\" \/><\/figure>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" data-src=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Screen-Shot-2020-08-17-at-3.58.30-PM.png\" alt=\"\" class=\"wp-image-6202 lazyload\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 585px; --smush-placeholder-aspect-ratio: 585\/369;\" \/><\/figure>\n\n\n\n<p>Critical Takeaway for Sales Leaders #3: Leadership Training Matters<\/p>\n\n\n\n<p>Two stark differences relating to sales leadership training emerged when the results of the top-performing 20% of salespeople with that of the lowest-performing 20%.<\/p>\n\n\n\n<figure class=\"wp-block-image size-large\"><img decoding=\"async\" data-src=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Screen-Shot-2020-08-17-at-3.59.32-PM.png\" alt=\"\" class=\"wp-image-6203 lazyload\" src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" style=\"--smush-placeholder-width: 592px; --smush-placeholder-aspect-ratio: 592\/309;\" \/><\/figure>\n\n\n\n<p>Top-performing sales teams were 1.2x more likely than underperforming teams to be led by managers who had undertaken effective training at some point prior to assuming their management role. They were also 1.4x more likely to be led by managers who were consuming effective ongoing training.<\/p>\n\n\n\n<p>For over 50 years, Sandler Training has been helping salespeople take control of the sales process, helping leaders identify and remove blind spots and bottlenecks, and helping professionals around the world level up their career.<\/p>\n\n\n\n<p>Learn more about becoming a top-performing sales organization by visiting sandler.com today and read more about Sandler Research Center at sandler.com\/research.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>The results of the Sandler Research Center survey The Essential Components for Sustaining Overachieving Sales Performance are out.<\/p>\n","protected":false},"author":15,"featured_media":12438,"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":[1161,1105,1225],"class_list":["post-12437","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-employee-development","tag-sales-process","tag-sales-process-development"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Three Critical Takeaways for Overachieving Sales Performance: Sandler Research Center Findings - Sandler<\/title>\n<meta name=\"description\" content=\"The results of the Sandler Research Center survey The Essential Components for Sustaining Overachieving Sales Performance are out.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Three Critical Takeaways for Overachieving Sales Performance: Sandler Research Center Findings - Sandler\" \/>\n<meta property=\"og:description\" content=\"The results of the Sandler Research Center survey The Essential Components for Sustaining Overachieving Sales Performance are out.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/\" \/>\n<meta property=\"og:site_name\" content=\"Sandler\" \/>\n<meta property=\"article:published_time\" content=\"2020-08-19T10:00:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2022-12-19T17:01:56+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Screen-Shot-2020-08-17-at-3.57.21-PM.png\" \/>\n\t<meta property=\"og:image:width\" content=\"565\" \/>\n\t<meta property=\"og:image:height\" content=\"339\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/png\" \/>\n<meta name=\"author\" content=\"Sandler\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Sandler\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/\",\"url\":\"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/\",\"name\":\"Three Critical Takeaways for Overachieving Sales Performance: Sandler Research Center Findings - Sandler\",\"isPartOf\":{\"@id\":\"https:\/\/sandler.com\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Screen-Shot-2020-08-17-at-3.57.21-PM.png\",\"datePublished\":\"2020-08-19T10:00:00+00:00\",\"dateModified\":\"2022-12-19T17:01:56+00:00\",\"author\":{\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/bbd9d9c65759de22e40ddc4dfbaecba6\"},\"description\":\"The results of the Sandler Research Center survey The Essential Components for Sustaining Overachieving Sales Performance are out.\",\"breadcrumb\":{\"@id\":\"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/#primaryimage\",\"url\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Screen-Shot-2020-08-17-at-3.57.21-PM.png\",\"contentUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Screen-Shot-2020-08-17-at-3.57.21-PM.png\",\"width\":565,\"height\":339},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/sandler.com\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Three Critical Takeaways for Overachieving Sales Performance: Sandler Research Center Findings\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/sandler.com\/#website\",\"url\":\"https:\/\/sandler.com\/\",\"name\":\"Sandler\",\"description\":\"Sales and leadership training and coaching solutions for salespeople, sales managers, and executives\",\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/sandler.com\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Person\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/bbd9d9c65759de22e40ddc4dfbaecba6\",\"name\":\"Sandler\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/dbab713638afe6e378ba84f9f52467796ec74e315d9915ef985f476ae31b246d?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/dbab713638afe6e378ba84f9f52467796ec74e315d9915ef985f476ae31b246d?s=96&d=mm&r=g\",\"caption\":\"Sandler\"},\"description\":\"Sandler is the world\u2019s largest professional development organization, dominating the global industry through an unparalleled network of more than 270 local offices worldwide in more than 30 countries, as well as an award-winning Corporate Development Division at the world headquarters. Serving global enterprise organizations as well as small to medium-sized businesses, Sandler's experts offer leading-edge expertise on a wide range of sales, sales management, leadership, and management topics.\"}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"Three Critical Takeaways for Overachieving Sales Performance: Sandler Research Center Findings - Sandler","description":"The results of the Sandler Research Center survey The Essential Components for Sustaining Overachieving Sales Performance are out.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/","og_locale":"en_US","og_type":"article","og_title":"Three Critical Takeaways for Overachieving Sales Performance: Sandler Research Center Findings - Sandler","og_description":"The results of the Sandler Research Center survey The Essential Components for Sustaining Overachieving Sales Performance are out.","og_url":"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/","og_site_name":"Sandler","article_published_time":"2020-08-19T10:00:00+00:00","article_modified_time":"2022-12-19T17:01:56+00:00","og_image":[{"width":565,"height":339,"url":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Screen-Shot-2020-08-17-at-3.57.21-PM.png","type":"image\/png"}],"author":"Sandler","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Sandler","Est. reading time":"2 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/","url":"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/","name":"Three Critical Takeaways for Overachieving Sales Performance: Sandler Research Center Findings - Sandler","isPartOf":{"@id":"https:\/\/sandler.com\/#website"},"primaryImageOfPage":{"@id":"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/#primaryimage"},"image":{"@id":"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/#primaryimage"},"thumbnailUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Screen-Shot-2020-08-17-at-3.57.21-PM.png","datePublished":"2020-08-19T10:00:00+00:00","dateModified":"2022-12-19T17:01:56+00:00","author":{"@id":"https:\/\/sandler.com\/#\/schema\/person\/bbd9d9c65759de22e40ddc4dfbaecba6"},"description":"The results of the Sandler Research Center survey The Essential Components for Sustaining Overachieving Sales Performance are out.","breadcrumb":{"@id":"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/#primaryimage","url":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Screen-Shot-2020-08-17-at-3.57.21-PM.png","contentUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2022\/10\/Screen-Shot-2020-08-17-at-3.57.21-PM.png","width":565,"height":339},{"@type":"BreadcrumbList","@id":"https:\/\/sandler.com\/blog\/three-critical-takeaways-for-overachieving-sales-performance-sandler-research-center-findings\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/sandler.com\/"},{"@type":"ListItem","position":2,"name":"Three Critical Takeaways for Overachieving Sales Performance: Sandler Research Center Findings"}]},{"@type":"WebSite","@id":"https:\/\/sandler.com\/#website","url":"https:\/\/sandler.com\/","name":"Sandler","description":"Sales and leadership training and coaching solutions for salespeople, sales managers, and executives","potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/sandler.com\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Person","@id":"https:\/\/sandler.com\/#\/schema\/person\/bbd9d9c65759de22e40ddc4dfbaecba6","name":"Sandler","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/dbab713638afe6e378ba84f9f52467796ec74e315d9915ef985f476ae31b246d?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/dbab713638afe6e378ba84f9f52467796ec74e315d9915ef985f476ae31b246d?s=96&d=mm&r=g","caption":"Sandler"},"description":"Sandler is the world\u2019s largest professional development organization, dominating the global industry through an unparalleled network of more than 270 local offices worldwide in more than 30 countries, as well as an award-winning Corporate Development Division at the world headquarters. Serving global enterprise organizations as well as small to medium-sized businesses, Sandler's experts offer leading-edge expertise on a wide range of sales, sales management, leadership, and management topics."}]}},"_links":{"self":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/12437","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/users\/15"}],"replies":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/comments?post=12437"}],"version-history":[{"count":0,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/12437\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media\/12438"}],"wp:attachment":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media?parent=12437"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/categories?post=12437"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/tags?post=12437"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}