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.

5 Ways Millennials Will Make Great Managers

November 5th, 2014
Image representative of Generation Y's connection to internet and technology.

In the past ten years, Millennials have been entering the workplace more than ever. While some may still view Generation Y as overeager interns, these developing leaders are becoming the future of successful business. And while it is easy to view a younger generation as lacking in knowledge and experience, the truth is Millennials have[...] Read More

How to Coach the Millennials on Your Sales Team

November 3rd, 2014

Many seasoned sales managers today are facing a common challenge: how to lead, motivate, and inspire young Millennials on their sales teams. This generation, which will make up roughly 50 percent of the U.S. workforce in 2020 and 75 percent of the workforce in 2030, has already garnered a reputation for being difficult to manage[...] Read More

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

October 20th, 2014
Businessman taking notes while getting explanation by colleague

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
save spend

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