Welcome to the Sandler blog, where Sandler Trainers offer insight and advice on sales, leadership and management. We invite you to comment on our posts and to pass them on to your colleagues.

4 Lessons Learned from Taking the Coach Mentality over the Manager Mentality

October 20th, 2014

Understanding when to take a coaching approach over a managing mentality can make a huge difference in your effectiveness as a leader. To be an effective leader you need to be both a coach and a manager, the key is to know when to wear which hat. When you’re managing, you’re often organizing a project,[...] Read More

5 Ways To Help Prospects Determine The Break-Even Point

October 17th, 2014

Most successful business owners are pretty sharp. When you offer them an idea or service that will save them money, they will immediately consider a couple decisions: First, the business owner may decide if you’re “speaking the truth”. This is easy.  If you can demonstrate cost savings and/or revenue growth, it will make sense for[...] Read More

4 Debunked Myths About Managing Millennials

October 15th, 2014
In this photo, a finger carefully presses a blue key labeled "Millennials"

Take a look at your workforce. Chances are high that it’s generationally diverse, with Boomers, Generation Xers, and Millennials working at every level. That last cohort – Millennials, Gen Y, Generation Next, etc. – has been the subject of boundless research and discussion in the past 15 years. Often when older generations discuss younger ones,[...] Read More

How Your Junior High English Teacher Can Help You Sell More Effectively

October 10th, 2014

How to Use Grade School English to Sell More Effectively Think back on your sales appointments over the past two weeks. How often did you use each of the following: “is there anything…” “could you…” “would you…” “can I” “I’ll follow up on… does that work for you?” Each of those questions creates an automatic[...] Read More

7 Essential Steps to Building a Winning Sales Team

October 6th, 2014
In this photo, a team of construction workers lay a brick foundation.

It’s a fact: most organizations need a killer sales force. Business development, marketing, must-have products or services – these are all essential to meaningful revenue growth. But your sales team is the heart of production. Your salespeople are the ones championing your offer and driving precious profit. Your team should be the best it can.[...] Read More

10 Management Skills that Make the Best Sales Managers Stand Out

September 30th, 2014
Sales coaching

Managing a team of sales reps with various motivations and egos is no easy feat. And if you’re a sales manger, you know that it can be a complicated and sometimes challenging role that requires a number of management skills to be successful. At Sandler Training, we’ve discovered that highly effective sales managers possess a[...] Read More

How Management Training Can Help You Avoid the Unexpected Cost of a Bad Hire

September 16th, 2014

Want to hear a troubling statistic? The US Department of Labor estimates that a bad hire costs your business 30% of that employee’s potential year-one earnings. This is a conservative estimate, too. It’s difficult to calculate the loss incurred when you hire the wrong person for your business. Every manager and business owner has dealt[...] Read More

12 telling signs that your new managers need training

September 8th, 2014
underperforming employees

When you hire new managers, you are giving these individuals the opportunity to lead, supervise, mentor, and motivate others and their ability to do so makes a huge impact on your company’s overall success. Yet, too often, first-time managers are thrown into their new role with little to no management training. This can lead to poor[...] Read More