{"id":16631,"date":"2023-04-26T15:26:11","date_gmt":"2023-04-26T15:26:11","guid":{"rendered":"https:\/\/www.sandler.com\/?p=16631"},"modified":"2023-05-01T18:09:13","modified_gmt":"2023-05-01T18:09:13","slug":"5-critical-sandler-commitments-sales-leaders-2023","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/","title":{"rendered":"5 Critical Sandler Commitments for Sales Leaders in 2023"},"content":{"rendered":"<p>Here are some questions we ask sales leaders to consider as the year gets underway.<\/p>\n<ul>\n<li>What was your most important \u201cNew Year\u2019s resolution\u201d at the end of December?<\/li>\n<li>What <em>action <\/em>have you taken on that resolution since then?<\/li>\n<li>Since January 1, has that pattern of action and behavior become more frequent \u2026 or less frequent?<\/li>\n<\/ul>\n<p>Full disclosure: At Sandler, we tend to be skeptical of \u201cresolutions\u201d made at the end of the year. In fact, we believe they often do more harm than good. Why? Because resolutions typically fade into irrelevance by about the end of February \u2013 if not sooner. All too often, that predictable cycle creates cynicism about the very idea of goal-setting, not to mention a pattern of negative self-talk and the strengthening of what we call \u201chead trash\u201d \u2013 unresourceful beliefs about ourselves, our market, or the world in which we live.<\/p>\n<p>It\u2019s a pretty good bet that, if you created a list of well-intentioned \u201cresolutions\u201d on December 31, one or more of the things you put on your list has already slipped more than you\u2019d like to admit. Why? Here\u2019s one answer. You may have resolved\u2026 you may even have talked to others about that \u201cresolution\u201d\u2026 but you didn\u2019t <em>commit<\/em>.<\/p>\n<p><strong>A commitment is what happens when you align yourself, without compromise or hesitation, to a goal that is personally meaningful to you, in such a way that inspires you to take action to achieve that goal. <\/strong>A resolution, as the word suggests, is something you say to other people about what you resolve to do in the future. Legislatures pass resolutions \u2013 long speeches that don\u2019t have the force of law. Effective sales leaders, we have found, tend to make commitments that affect the here and now.<\/p>\n<p>With that critical distinction in mind, it\u2019s time to look at five of the critical <em>commitments <\/em>Sandler is now helping sales leaders to understand, internalize and take action on. Each of these Sandler Commitments supports the important personal goal of <strong>attaining or exceeding team performance goals during a time of economic uncertainty<\/strong>. If that goal is important to you and your team \u2013 and I\u2019m betting it is if you\u2019ve made it this far\u00a0 \u2013 you may want to take a look.<\/p>\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-2'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/#Sandler_Sales_Leadership_Commitment_1\" >Sandler Sales Leadership Commitment #1<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-2\" href=\"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/#Sandler_Sales_Leadership_Commitment_2\" >Sandler Sales Leadership Commitment #2<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-3\" href=\"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/#Sandler_Sales_Leadership_Commitment_3\" >Sandler Sales Leadership Commitment #3<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-4\" href=\"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/#Sandler_Sales_Leadership_Commitment_4\" >Sandler Sales Leadership Commitment #4<\/a><\/li><li class='ez-toc-page-1 ez-toc-heading-level-2'><a class=\"ez-toc-link ez-toc-heading-5\" href=\"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/#Sandler_Sales_Leadership_Commitment_5\" >Sandler Sales Leadership Commitment #5<\/a><\/li><\/ul><\/nav><\/div>\n<h2><span class=\"ez-toc-section\" id=\"Sandler_Sales_Leadership_Commitment_1\"><\/span><strong><em>Sandler Sales Leadership Commitment #1<\/em><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><strong>Accept that the communication strategies you <em>model <\/em>are the communication strategies you will <em>instill<\/em>.<\/strong><\/p>\n<p>This is a core principle of leadership that sales leaders, in particular, often resist. It is arguably more important during periods of economic uncertainty. We believe that, in 2023, there is no \u201cwiggle room\u201d for leaders when it comes to this commitment.<\/p>\n<p>Consider the deceptively simple-sounding matter of how we begin a one-on-one conversation. Have you ever had a discussion with one of your salespeople where you thought your position in the conversation was clear\u2026 and yet you found that the other person acted in a way that suggested that they really <em>didn&#8217;t <\/em>understand the main point of what you were saying? When I ask this question of sales leaders, I always get a \u201cYes\u201d response. Then I ask, \u201cWell, what do you think caused that?\u201d The answer comes back: \u201cWell, I don&#8217;t know. I was clear, and I delivered my message. They just weren\u2019t listening.\u201d Actually, what they were doing was interpreting the message from the receiver\u2019s viewpoint, rather than the sender\u2019s. <em>This is what human beings do. <\/em>To compensate for this, <strong>we need to make a conscious decision to adopt <em>and model<\/em> communication strategies that operate from the receiver\u2019s viewpoint, not ours <\/strong>\u2013 strategies that clarify what the other person needs to understand about the purpose of this conversation and what\u2019s happening next in the relationship.<\/p>\n<p>If we don\u2019t do this, our people will model our (ineffective) communication in their conversations with buyers\u2026 and they will \u201clead\u201d meetings where the prospect has little or no idea what the expectations and next steps are. The single most important of these communication strategies, the one we will want to be sure to model for our team on a daily basis, is the Sandler \u00ae <strong>Up-Front Contract. <\/strong>If we don\u2019t model this technique in our day-to-day interactions with the team, <em>they <\/em>won\u2019t use it in their day-to-day interactions with prospective buyers. So we have to commit to it, and use it, first. To learn more about this all-important communication tool\u2026 read on.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Sandler_Sales_Leadership_Commitment_2\"><\/span><strong><em>Sandler Sales Leadership Commitment #2 <\/em><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><strong>Move beyond the blame game. <\/strong><\/p>\n<p>Your salespeople have about a thousand different things going on in their mind at any given time. Their mind is basically in a spin cycle. And maybe you&#8217;re giving them what you believe is clear direction \u2013 but it isn\u2019t sticking. That spin cycle probably has something to do with that. Suppose we were looking for a way to make the spin cycle spin around even <em>faster <\/em>and the confusion even <em>worse<\/em>. What could we do? Well, talking to them like they\u2019re the student who\u2019s just been sent to the principal\u2019s office, and we\u2019re the principal, would certainly be a reliable way to achieve that. On the other hand, if we want to <em>improve <\/em>the odds of our message actually landing and affecting decisions and behavior, we could look for ways to interact with the members of our team on either a peer-to-peer basis \u2013 or, when circumstances warrant, in a more supportive, empathetic way. In other words, we could set the blame game aside. We could practice creating, sustaining, and operating in a safe space for open communication. That means no more \u201cgotcha.\u201d No more drama. Just facts you both agree on and appropriate emotional support. This commitment, like the other four, is best considered non-negotiable for 2023\u2026 for the simple reason that <strong>an Up-Front Contract doesn\u2019t work unless it is agreed upon ahead of time by the participants who are functional equals, operating together in a safe emotional space<\/strong>.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Sandler_Sales_Leadership_Commitment_3\"><\/span><strong><em>Sandler Sales Leadership Commitment #3<\/em><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><strong>Identify the Purpose, Time Allotted, Agenda, and Desired Outcome of each important conversation you schedule with a member of your team. <em>\u00a0<\/em><\/strong><\/p>\n<p>Then confirm that they are okay with each of these elements. Why? Because that\u2019s what you want <em>them <\/em>to do when they talk to prospective buyers! <strong>This commitment is all about modeling effective communication\u2026 by implementing the four components of a sound Up-Front Contract<\/strong>. Let\u2019s take a close look at each of those now. Notice that you will want to be sure to touch all these bases <em>before <\/em>you start the discussion. In a world where many salespeople are working remotely, that\u2019s likely to mean that you will build all of the elements below into your digital calendar invitation, and then confirm at the beginning of the actual conversation that all the agreements make sense to both sides.<\/p>\n<ol>\n<li><strong>Purpose<\/strong>. Establish (or revisit) why you\u2019re having the discussion.<\/li>\n<li><strong>Time Allotted.<\/strong> Make sure that you both know the time, length, date, and location of the meeting. Allow enough time to cover all the necessary points. Clarify what communication platforms, if any, will be used during this time; confirm that all parties know whether this is an in-person meeting, a conference call via phonelines, or a video conference.<\/li>\n<li><strong>Agenda. <\/strong>Understand the other person\u2019s agenda and expectations and your own agenda and expectations. Each of you should know what the other person wants and expects to happen in the meeting. Be clear about the kind of information you will ask for. Make it clear that they can ask for information, too.<\/li>\n<li><strong>Desired Outcome. <\/strong>What, specifically, should happen at the end of the meeting? The other person should be clear on what the potential next steps are before they begin this discussion. (Note: When dealing with a prospective buyer, as opposed to a salesperson who reports to you, the buyer should also know that it\u2019s okay to say, \u201cno.\u201d The outcome may be that it doesn\u2019t make sense to continue the process. You and your team are better off knowing that sooner rather than later.)<\/li>\n<\/ol>\n<p>This is the Up-Front Contract. To introduce this high-impact communication tool to sales leaders, and to give a clear sense of its potential impact, I will often ask, \u201cWhat would you say is the purpose of a sales call?\u201d The usual response I hear back is the correct one: \u201cThere are <em>many <\/em>possible purposes to a given sales call.\u201d The purpose could be to find out whether this person or organization matches up with our ideal client\/customer profile. It could be to find out whether it makes sense to schedule an initial fact-finding meeting.\u00a0 It could be to learn about the most important priorities of the CEO.\u00a0 It could be to close the sale.\u00a0 It could be to find out how the rollout is going. It could be to address a service issue. There are at least a dozen correct answers to this question, and probably far more than that.<\/p>\n<p>After we\u2019ve acknowledged that much together, I\u2019ll ask the obvious follow-up question: \u201cSo how important is it, then, to make sure that when one of your salespeople talks to a buyer, the <em>buyer <\/em>is crystal clear on what the purpose of the meeting is?\u201d Of course, everyone agrees that that\u2019s vitally important. But when I ask, \u201cSo\u2026 how often does that happen?\u201d, I usually hear silence, followed by: \u201cRarely \u2013 hardly ever.\u201d\u00a0 And of course the same principle holds for the other three elements of this conversational contract. It\u2019s incredibly important to confirm that we\u2019re on the same page with the other person about <em>all <\/em>of these things. But in most teams, and most organizations, that simply doesn\u2019t happen with any frequency.<\/p>\n<p>Which brings us to this commitment. Our responsibility as leaders is to <em>model <\/em>the effective setting of this four-part agreement at the beginning of <em>every <\/em>important internal conversation. It\u2019s our duty to be crystal-clear with our salespeople about what&#8217;s going to be covered, the amount of time it&#8217;s going to take, the role of the salesperson and our role during the conversation, and what steps are expected to be taken at the end. We want to model the use of this tool <em>before <\/em>we tell others to use it<em>\u2013 <\/em>because the leaders who walk their talk are the ones who end up inspiring their teams to do the same.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Sandler_Sales_Leadership_Commitment_4\"><\/span><strong><em>Sandler Sales Leadership Commitment #4<\/em><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><strong>Teach it after you do it. <\/strong><\/p>\n<p>Once you\u2019ve personally modeled the act of setting a contract for a given conversation with a salesperson, <em>then <\/em>you are in the perfect position to discuss and reinforce the Up-Front Contract as a best practice for salespeople. Not before! Experience has shown that if you just <em>tell <\/em>people to do this \u2013 as opposed to <em>modeling <\/em>an effective Up-Front contract for them in real time \u2013 your success rate will be far lower than it could be.<\/p>\n<p>A good approach is to set the contract <em>without <\/em>announcing what you\u2019re doing, get agreement on all four elements, and simply lead the meeting \u2013 which, let\u2019s face it, will probably flow much more smoothly than in the past, because the salesperson\u2019s spin-cycle will have slowed down enough to grasp what they\u2019re discussing with you. Then, before you part, do a brief \u201crewind\u201d session: \u201cBy the way, did you notice how I started this meeting?\u201d And so on. <em>That\u2019s <\/em>when you can start talking about how the salesperson could use the same technique with a prospect.<\/p>\n<h2><span class=\"ez-toc-section\" id=\"Sandler_Sales_Leadership_Commitment_5\"><\/span><strong><em>Sandler Sales Leadership Commitment #5<\/em><\/strong><span class=\"ez-toc-section-end\"><\/span><\/h2>\n<p><strong>Own the contract, own the culture. <\/strong><\/p>\n<p>Don\u2019t just do this once or twice. Own this. <strong>Make the Up-Front Contract part of your team and organizational culture \u2013 part of how you do business<\/strong>. Set it at the beginning of every important conversation. Build it into your own and your team\u2019s DNA. Praise it every time you see evidence of it. Reinforce it tirelessly. Make it a requirement of being part of your team. Live it. Using this tool <em>has <\/em>to be a cultural decision, not just a tactical decision. If your working culture and your relationships are not based on mutual understanding and mutual respect, if they\u2019re based instead on domination and \u201cgotcha,\u201d <em>this tool will not work. <\/em>It\u2019s as simple as that. On the other hand, if you mean it when you say you use this tool to make sure everyone stays on the same page\u2026 if you own it\u2026 if you use what you\u2019ve learned here to support important relationships, foster mutual understanding, and spotlight choices that ensure shared progress toward goals that make sense for both sides, then everyone wins. This is big commitment\u2026 the one that can deliver a game-changing shift in performance in 2023.<\/p>\n<p>Yes, this is a different way of running a sales team than you may be used to. But you know what? That\u2019s probably a change worth making. Our experience is that teams whose leaders <em>don\u2019t<\/em> make and follow through on these five commitments end up miscommunicating about important issues roughly <em>two-thirds of the time, <\/em>both internally and with their prospective buyers. If you are serious about moving yourself and your team out of that category in 2023, the ideas I\u2019ve shared with you here may be worth considering closely \u2013 and taking on as personal commitments.<\/p>\n<p><strong>To learn more about Sandler\u2019s resources for sales leaders, <\/strong><a href=\"https:\/\/www.sandler.com\/get-started\/\"><strong>connect with us<\/strong><\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Take a look at six of the critical commitments Sandler is now helping sales leaders to understand, internalize and take action on.<\/p>\n","protected":false},"author":167,"featured_media":16632,"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":[1253,1133,1377],"class_list":["post-16631","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-effective-leadership","tag-goal-setting","tag-sales-leaders"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>5 Critical Sandler Commitments for Sales Leaders in 2023 - Sandler<\/title>\n<meta name=\"description\" content=\"Take a look at five of the critical commitments Sandler is now helping sales leaders to understand, internalize and take action on.\" \/>\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\/5-critical-sandler-commitments-sales-leaders-2023\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"5 Critical Sandler Commitments for Sales Leaders in 2023 - Sandler\" \/>\n<meta property=\"og:description\" content=\"Take a look at five of the critical commitments Sandler is now helping sales leaders to understand, internalize and take action on.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/\" \/>\n<meta property=\"og:site_name\" content=\"Sandler\" \/>\n<meta property=\"article:published_time\" content=\"2023-04-26T15:26:11+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2023-05-01T18:09:13+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/sandler.com\/wp-content\/uploads\/2023\/04\/5-Critical-Sandler-Commitments-for-Sales-Leaders-in-2023.jpeg\" \/>\n\t<meta property=\"og:image:width\" content=\"1000\" \/>\n\t<meta property=\"og:image:height\" content=\"667\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"author\" content=\"Alexa Ray\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Written by\" \/>\n\t<meta name=\"twitter:data1\" content=\"Alexa Ray\" \/>\n\t<meta name=\"twitter:label2\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data2\" content=\"10 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/\",\"url\":\"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/\",\"name\":\"5 Critical Sandler Commitments for Sales Leaders in 2023 - Sandler\",\"isPartOf\":{\"@id\":\"https:\/\/sandler.com\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2023\/04\/5-Critical-Sandler-Commitments-for-Sales-Leaders-in-2023.jpeg\",\"datePublished\":\"2023-04-26T15:26:11+00:00\",\"dateModified\":\"2023-05-01T18:09:13+00:00\",\"author\":{\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/018700f8e289bef3875442b2b77d16a9\"},\"description\":\"Take a look at five of the critical commitments Sandler is now helping sales leaders to understand, internalize and take action on.\",\"breadcrumb\":{\"@id\":\"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/#primaryimage\",\"url\":\"https:\/\/sandler.com\/wp-content\/uploads\/2023\/04\/5-Critical-Sandler-Commitments-for-Sales-Leaders-in-2023.jpeg\",\"contentUrl\":\"https:\/\/sandler.com\/wp-content\/uploads\/2023\/04\/5-Critical-Sandler-Commitments-for-Sales-Leaders-in-2023.jpeg\",\"width\":1000,\"height\":667,\"caption\":\"Take a look at six of the critical commitments Sandler is now helping sales leaders to understand, internalize and take action on.\"},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/sandler.com\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"5 Critical Sandler Commitments for Sales Leaders in 2023\"}]},{\"@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\/018700f8e289bef3875442b2b77d16a9\",\"name\":\"Alexa Ray\",\"image\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/sandler.com\/#\/schema\/person\/image\/\",\"url\":\"https:\/\/secure.gravatar.com\/avatar\/d5f0d4181859ad779aec57647f7db3c0182d483b15f9192a54594d4c6e4ebcd2?s=96&d=mm&r=g\",\"contentUrl\":\"https:\/\/secure.gravatar.com\/avatar\/d5f0d4181859ad779aec57647f7db3c0182d483b15f9192a54594d4c6e4ebcd2?s=96&d=mm&r=g\",\"caption\":\"Alexa Ray\"},\"sameAs\":[\"http:\/\/sandler.com\"]}]}<\/script>\n<!-- \/ Yoast SEO plugin. -->","yoast_head_json":{"title":"5 Critical Sandler Commitments for Sales Leaders in 2023 - Sandler","description":"Take a look at five of the critical commitments Sandler is now helping sales leaders to understand, internalize and take action on.","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\/5-critical-sandler-commitments-sales-leaders-2023\/","og_locale":"en_US","og_type":"article","og_title":"5 Critical Sandler Commitments for Sales Leaders in 2023 - Sandler","og_description":"Take a look at five of the critical commitments Sandler is now helping sales leaders to understand, internalize and take action on.","og_url":"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/","og_site_name":"Sandler","article_published_time":"2023-04-26T15:26:11+00:00","article_modified_time":"2023-05-01T18:09:13+00:00","og_image":[{"width":1000,"height":667,"url":"https:\/\/sandler.com\/wp-content\/uploads\/2023\/04\/5-Critical-Sandler-Commitments-for-Sales-Leaders-in-2023.jpeg","type":"image\/jpeg"}],"author":"Alexa Ray","twitter_card":"summary_large_image","twitter_misc":{"Written by":"Alexa Ray","Est. reading time":"10 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/","url":"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/","name":"5 Critical Sandler Commitments for Sales Leaders in 2023 - Sandler","isPartOf":{"@id":"https:\/\/sandler.com\/#website"},"primaryImageOfPage":{"@id":"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/#primaryimage"},"image":{"@id":"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/#primaryimage"},"thumbnailUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2023\/04\/5-Critical-Sandler-Commitments-for-Sales-Leaders-in-2023.jpeg","datePublished":"2023-04-26T15:26:11+00:00","dateModified":"2023-05-01T18:09:13+00:00","author":{"@id":"https:\/\/sandler.com\/#\/schema\/person\/018700f8e289bef3875442b2b77d16a9"},"description":"Take a look at five of the critical commitments Sandler is now helping sales leaders to understand, internalize and take action on.","breadcrumb":{"@id":"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/#primaryimage","url":"https:\/\/sandler.com\/wp-content\/uploads\/2023\/04\/5-Critical-Sandler-Commitments-for-Sales-Leaders-in-2023.jpeg","contentUrl":"https:\/\/sandler.com\/wp-content\/uploads\/2023\/04\/5-Critical-Sandler-Commitments-for-Sales-Leaders-in-2023.jpeg","width":1000,"height":667,"caption":"Take a look at six of the critical commitments Sandler is now helping sales leaders to understand, internalize and take action on."},{"@type":"BreadcrumbList","@id":"https:\/\/sandler.com\/blog\/5-critical-sandler-commitments-sales-leaders-2023\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/sandler.com\/"},{"@type":"ListItem","position":2,"name":"5 Critical Sandler Commitments for Sales Leaders in 2023"}]},{"@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\/018700f8e289bef3875442b2b77d16a9","name":"Alexa Ray","image":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/sandler.com\/#\/schema\/person\/image\/","url":"https:\/\/secure.gravatar.com\/avatar\/d5f0d4181859ad779aec57647f7db3c0182d483b15f9192a54594d4c6e4ebcd2?s=96&d=mm&r=g","contentUrl":"https:\/\/secure.gravatar.com\/avatar\/d5f0d4181859ad779aec57647f7db3c0182d483b15f9192a54594d4c6e4ebcd2?s=96&d=mm&r=g","caption":"Alexa Ray"},"sameAs":["http:\/\/sandler.com"]}]}},"_links":{"self":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/16631","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\/167"}],"replies":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/comments?post=16631"}],"version-history":[{"count":0,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/posts\/16631\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media\/16632"}],"wp:attachment":[{"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/media?parent=16631"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/categories?post=16631"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/sandler.com\/wp-json\/wp\/v2\/tags?post=16631"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}