Mike Vanneman

Bill Campbell, legendary sales leader and coach to the likes of Eric Schmidt, Steve Jobs, the founders of Google, 49er great and investor Ronnie Lott and scores of other high-profile CEOs left a void in Silicon Valley when he died in 2016. Together we can help to fill it by coaching and mentoring others, being generous with our time and knowledge,  and speaking candidly but always out of love.

One of my pet peeves is hearing a sales person say, “I had a "good" meeting.” Why? Because "good" usually means the meeting was long on discussion but short on outcomes. To avoid "winging it" and instead drive every meeting to an agreed decision or outcome, use this 5-step process called the Up-Front Contract. You'll have more productive meetings, that lead to a yes, a no, or a clear next step faster, enabling you to close more deals.

Today, I have some advice for those sales leaders who MADE their number this quarter. First of all, congratulations! Pat yourself and your team on the back for a job well done. Now, It’s time to focus on the next quarter which starts on Monday. Here are four Sandler Rules for Sales Managers to help you achieve greater success next quarter and beyond.