Sandler Blog

Stay up to date with valuable insights and advice from our expert trainers.

Assessing Assessments

By Brad McDonald / January 21, 2020

Have you ever wondered why a once-promising new hire is performing far below your initial expectations? From one perspective, what’s happening here is pretty simple: the person you hired is not the person you interviewed. The dynamic at work in an interview situation is similar to the dynamic at work on a first date. Lots…

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How to Succeed at Preventing Objections [PODCAST]

By Sandler Training / August 5, 2019

By Sandler Training in Sales Process Joe Ippolito, Sandler trainer, shows you how to succeed with the attitudes, behaviors, and techniques needed to be more successful at preventing sales objections to close more sales. Get the best practices for selling, collected from around the world. The How to Succeed Podcast is a public and free podcast from Sandler Training,…

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How to Succeed at Improving Your Team’s Performance

By Sandler Training / August 20, 2018

Dean Langfit, Sandler trainer from Akron, OH, talks about how to motivate, hold accountable, and coach your team. Learn the attitudes, behaviors, and techniques of today’s top managers. The How to Succeed Podcast is a public and free podcast from Sandler Training, the worldwide leader in sales, management, and customer service training for individuals all…

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Rule #21: Empower Your People to Succeed Without You

By Dave Mattson / August 30, 2017

Rule number 21. Empower your people to succeed without you. Coaching creates wisdom. Now think about that for a second. Coaching is one of the four hats of leadership and you’re going to spend anywhere from 20 to 30 percent of your time as a coach. Here’s some basic rules. Number one, coaching isn’t telling.…

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Optimizing Efficiency Among Your Team

By Sandler Training / June 13, 2017

As a manager or leader, you are tasked with many responsibilities. You must strive for success for each member of your team, for your company, and of course, for your clients. This balancing act can become overwhelming if you don’t properly prioritize your objectives and navigate the obstacles that combat effectiveness. Here are four key…

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When You Lose an Account; Providing Feedback in an Adverse Environment

By Dave Mattson / May 11, 2017

You and your team worked hard to land a new account and the prospect went with someone else. What now? If you’re at a loss for what to do next, below are five actionable items that you can implement with your team. 1. Assess the situation. The first thing to ask yourself is, “did we…

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Sales Enablement: Defined

By Dave Mattson / April 18, 2017

So what is “sales enablement?” Upon hearing a new term – if you’re anything like me – your first stop is Google, Bing, or Yahoo Answers. After a quick search, you probably reach a conclusion similar to this: Sales enablement is “a strategic, ongoing process that equips all client-facing employees with the ability to consistently…

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The Do’s & Don’ts of Team Development

By Dave Mattson / April 11, 2017

In 1963, psychologist Bruce Tuckman termed the four primary stages of team development as; forming, storming, norming, and performing. Tuckman deemed that these phases must be traversed naturally for a team to grow, find solutions, plan work, and deliver results. While a lot has changed in the world of business and team building over the…

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7 Signs that Your Administrative Assistant Will Help You Excel

By Sandler Training / April 26, 2016

The right administrative assistant can help any organization flourish. When people think about a successful business, they tend to focus their attention on the importance of good leadership, but the value of the people working behind the scenes cannot be underestimated. Administrative assistants can help keep everyone on task and prepared to progress. When seeking…

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How to Succeed at Sales Management

By Mike Montague / March 24, 2016

Watch the Numbers, Don’t Manage From Them Many sales managers attempt to manage their team simply by looking at the team’s numbers. The manager constantly looks at how many opportunities are in the pipeline. They track the number of appointments, proposals and, of course, the number of sales made for the month. Then, the manager…

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