TrustPointMO

Memorial Day is a good reminder that leadership, discipline, and sacrifice aren’t just business concepts.

They’re real.

Today we remember those who gave everything.

Grateful for the freedoms we get to operate under every day.

Most salespeople lead with what sounds good.

Better results.
More efficiency.
Stronger outcomes.

But that’s not why people buy.

People don’t change because of potential upside.

They change because something isn’t working right now.

If your message is built around “what they could gain”…

you’re probably getting polite conversations instead of decisions.

This article breaks down the difference and why it matters more than most people think.
https://go.sandler.com/trustpoint/insights/blog/categories/coaching/pain-vs-pleasure-in-sales-how-to-align-your-mess/

Most sales managers think they’re coaching.

What they’re actually doing…
is jumping in, fixing, and moving on.

That’s not coaching. That’s rescuing.

The problem?
It feels productive in the moment…
but it keeps reps dependent long term.

These are 5 coaching mistakes we see all the time and what to do instead:
Don’t wing it, have a plan
Don’t fix, give them the tools to fix
Don’t convince, ask better questions
Don’t use one approach for everyone
Don’t allow unclear coaching objectives

There’s something different about being in a room with people who do what you do.

Same conversations.
Same challenges.
Same commitment to getting better.

We spent time recently with an incredible group of Sandler coaches at our regional meeting, sharing ideas, comparing notes, and pushing each other to improve.
Grateful for the openness, the honesty, and the willingness to challenge thinking. That’s where the real value is.

And a big thank you to The Lushin Group for hosting us in St. Louis. First class all the way.
These kinds of conversations are what help us bring better ideas back to the clients we work with every day.