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4 Benefits of Investing in Employee Development

Communication is important to a growing business and sales team, but that’s only part of the equation. Employee development is another key aspect for continued growth and success. While this topic is often incorporated into business plans, it’s commonly overlooked and bypassed in pursuit of other priorities. Below are four reasons why employee development should be at the top of the list.

managers beware

Most managers go into massive “critical parent” mode when they realize, too late, that a salesperson has a lot of ground to make up the remainder of the year. They say things like, “You need to sort yourself out and get back on track...” and they think it’s going to work! The truth is it never works… although a salesperson sometimes produces good results in spite of what the manager says.

A goal without a plan is just a wish

It happens every single year. You begin with lofty sales goals and quotas in January – but by December, you wonder what happened and end up trying to figure out where your team went wrong. Lack of motivation may not be the problem – you may just be taking the wrong approach to goal setting.

Blog Highlights

2016 has been a year of many successes. Whether you are a sales representative, a sales manager, or simply interested in learning more about trending topics in the sales industry, we hope you have gathered some key insights from our blog this year. Before moving into 2017, we would like to take a look back and highlight some important topics from 2016.

Set your goals

Our experience with sales teams is that less than 20% of all salespeople set written goals of any kind. We estimate that the income of this elite minority of salespeople is predictably and consistently greater than the 80-plus percent who don’t set written goals — combined! You can help each of the members of your team join the ranks of the top performers… by helping them to craft strong written goals.

Career growth

The transition from employee to manager is tricky in any position, but it can be especially challenging in the sales department. The skill sets are different, and the boundaries can get blurred in sales. Whether you are currently a sales rep looking to advance your career into sales management or a newly minted manager trying to make the transition to leader, there are some important things to keep in mind as you evolve from one role into another. 


As the Holidays approach and the year ends, businesses are preparing for the final push to ensure that their organizations reach their annual sales goals. It can be a time of considerable stress on sales teams and managers trying to reach the highest possible numbers and reap the benefits for themselves and their business.

Hiring for customer service

The very best people skills that candidates will ever employ are on display in the interview situation as they try to win a position with your company. If they don’t capture you there, do you really want them in front of your valuable customers?

See the big picture

A successful sales year relies on good planning and smart strategy. Any plan for success requires that you create goals for yourself and your sales team. But no amount of planning or strategy sessions are effective if the goals are unrealistic and can't be met. Setting and achieving realistic goals are critical to meeting sales quotas or any other benchmarks of success. 


It can be tempting for companies and salespeople to coast through the slower-paced summer months. The seasonal slowdown will cause many organizations to just give up on the season, and save their goals for the months ahead when the pace picks up. Taking the time to lay the groundwork and planning now, however, can help you set up to have a fantastic fall, and lead to strong year-end results.