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In this episode of the Sandler Training Hour, Jim and Jason dive into what makes great sales managers thrive—and why many sales leaders fall into a trap of being reactive instead of intentional. The conversation kicks off with a core question: "What’s the role of a sales manager—really?" and quickly gets into tactical and philosophical ground.

Jason shares that many managers default to "reactive management", where coaching happens only in response to problems. He says, “We have to change the cadence—we wait until people screw up before we coach them.” Jim adds that proactive coaching starts with clarity: “You’ve got to know the expectations and you’ve got to track the behaviors that get there.”

The episode highlights a key coaching trap: Managers spending too much time in the trenches doing the work for others. Jason reflects, “You can’t grow your team if you’re constantly rescuing them.” Instead, managers should measure success not just by results, but by how many people on their team improve each month.

Great sales management requires true leadership that comes from a manager’s ability to build capacity in others, not from being the smartest person in the room. Coaching is not about answering questions—it’s about asking the right questions.

As Jim puts it, “Great managers create space for their team to grow, reflect, and own their outcomes.”

At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more.

Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies.

📧 Reach out to Jim at jim.stephens@sandler.com

Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals.

📧 Reach out to Jason at jason.stephens@sandler.com

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In this final episode of our Barriers to Success series, Jason and Jim unpack what may be the most important roadblock to sales success—being “I”-centered. This powerful episode challenges you to examine how your internal focus and emotional needs can derail your sales process, communication, and personal growth.

Key Takeaways:

🔹 Your need for approval may be undermining your success.
“If I want people to like me… I'm likely to not ask questions that are going to be perceived as challenging” – Jim highlights how our psychological need for validation can keep us from asking the tough—but necessary—questions in a discovery process.

🔹 You are not your role—focus on the process, not your feelings.
Jason explains, “You can either be a performer or a critic, but you can’t be both.” Emotional self-judgment can paralyze your ability to act effectively in the moment.

🔹 The prospect only cares about their world—not your discomfort.
“The number one problem is that you spend so much time worrying about yourself when the prospect only cares about themselves and their plan” – Jason frames the core issue with being “I”-centered in selling.

🔹 Use systems to stay out of your own way.
Systems like Sandler help redirect your focus from self-consciousness to structured discovery: “You don’t have to think about what to do, because it’s part of a process that removes that focus on yourself”.

🔹 Your inner critic is not your sales coach.
Drawing from quotes by Philip K. Dick and Marcus Aurelius, Jason explores how self-punishment keeps us stuck: “The worst things we do, we do to ourselves,” and, “Instead of choosing to become a good person today, you choose to become one tomorrow”.

Call to Action:
This is the final installment of our Barriers to Success series—don’t miss this culminating episode! It’s packed with mindset shifts and personal challenges that will help you reframe your internal dialogue and show up with purpose in every conversation.

At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more.

Reach us at:

Jason.Stephens@sandler.com

Jim.Stephens@sandler.com

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In this episode of the Sandler Training Hour, Jim and Jason return to the series on Barriers to Success with two more hidden saboteurs: Stamp Collecting and Excess Baggage. If you've ever blown up at a client, found yourself avoiding confrontation, or felt frozen by your past failures, this one’s for you.

🔥 Barrier #7: Emotional Stamp Collecting

Most people don’t explode at others over just one thing—it’s the 99 things they held in that finally boil over. Jim frames this behavior as emotional stamp collecting:

But it’s not just you. When your client is the one collecting stamps—especially unspoken disappointments—you’re sitting on a time bomb:

The fix? Assertive communication now—not emotional catharsis later. Jason urges:

That doesn’t mean dumping emotions without purpose, but rather confronting misalignments early and with intention. Don’t let avoidance today create chaos tomorrow.

🧳 Barrier #8: Unfinished Business (aka Baggage)

Next up, the internal weight you carry—old belief systems, limiting assumptions, or workplace scars. Baggage shows up in passive behavior, over-cautiousness, and unclear boundaries:

In sales, this might look like endlessly checking in, asking for updates, or avoiding the tough conversation because of internal guilt or fear. Jim and Jason describe this state as invisible—not even passive anymore.

Jason warns:

Jim follows:

🧠 Mindset Challenge: Audit Your Emotional Ledger

Before you go into another sales meeting, coaching call, or difficult conversation, Jason recommends doing a quick self-inventory:

• What emotional stamps are you collecting?
• Who do you need to clear the air with?
• What baggage are you carrying that is keeping you from being direct, firm, and intentional?

By naming it, you reclaim it.

Reach out to us at Jason.Stephens@sandler.com if you want to connect.