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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.

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

September 16th, 2014
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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
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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

6 Ways Effective Sales Managers Lead Their Teams Out of Slumps

September 2nd, 2014
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Sales slumps happen. They are guaranteed to hit and, when they do, they put intense pressure on your team to perform. You, as a sales manager, should be prepared to lead your team out of the doldrums effectively and efficiently. We’ve identified 6 things exemplary sales managers do to drag teams from the muck. There’s[...] Read More

Survey Says: Bosses get a ‘B’ for management skills

August 27th, 2014
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A new survey from Sandler Training put the red pen in the hands of American employees, giving them chance to “grade” the performance of their manager. The results were passing, but not exactly good enough for the refrigerator. One of the most interesting findings revealed that 7 out of 10 Americans ‘like’ or ‘love’ their[...] Read More

How to get started on LinkedIn

August 25th, 2014
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No matter your age or experience level, LinkedIn is the platform for social networking when it comes to business. Today, there are more than 300 million registered LinkedIn users with 100 million of those users residing in the United States. And while that statistic makes it seem like everyone is already on LinkedIn, that’s not[...] Read More

Tips for replacing top salespeople

August 21st, 2014
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All good things must come to an end, especially in the world of sales and staffing. Whether all-star performers are leaving for retirement reasons or new opportunities on the horizon, the thought of finding someone who will deliver the same results and fit in the culture can seem daunting. Rest assured though, it’s not impossible.[...] Read More

:30 or less: How to prepare your thirty-second commercial

August 19th, 2014
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Think about the last time someone asked you to tell them a little about yourself. Did you stumble? Did you regret how you answered? Did you miss an opportunity to fit in something important? Sandler Training advises that all professionals – especially salespeople – take time to craft their “thirty-second commercial.” Thirty-second commercials can be[...] Read More

4 Core Skills Leaders Needs to be Successful at Any Level of Management

August 14th, 2014
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It’s a common notion to believe that leaders at different levels should have a different set of skills. However, Jack Zenger and Joseph Folkman of the leadership development consultancy Zenger Folkman write in Harvard Business Review that leaders should be practicing the same core skills that have driven them from their first day in the workforce,[...] Read More