Sandler Blog

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

Leader, My Leader: Do You Inspire “Willing Action?”

By Jonathan Farrington / April 10, 2020

Leadership has been defined as “the ability to inspire willing action” Emphasis is placed on the “willing.” But to understand leadership, we need to delve a little deeper than that.

Read More

Leaders: Why You Need a Common Sales Language and a Common Process

By Dave Mattson / June 18, 2019

If you are a leader in your organization, it’s a pretty good bet that you count on the members of, say, your accounting team to use the same terms and the same methodologies when they are collaborating to complete their work. For instance: You assume that when one person on the accounting team refers to…

Read More

How to Succeed at Wearing One Leadership Hat at a Time [Podcast]

By Sandler Training / May 3, 2019

David Mattson, President and CEO of Sandler Training and 6-Time Best-Selling Author, talks about his fifth book, Sandler Rules for Sales Leaders. The book is on sale at, as well as, the companion video course: This year, on Fridays, Dave talks about the attitude, behavior, and techniques of successful sales managers as he shares his…

Read More

Do Multitalented Salespeople Help or Hinder Your Business?

By Sandler Training / October 18, 2018

Sales managers, would you rather have a team of multitalented salespeople…or a multitalented team of salespeople? No, that’s not a trick question. But, the answer may be a bit tricky. Multitalented salespeople can do a reasonably good job of performing a variety of selling activities—prospecting, analyzing opportunities, creating and delivering presentations, and providing customer follow-up. …

Read More

A Diversity Issue Most Leaders Overlook

By Dave Mattson / July 3, 2018

When leaders hear the word “diversity,” they often think about gender, or race, or geography. Those are all important issues to consider, of course. But there’s an under-examined aspect of diversity that too many leaders overlook: behavioral styles. This aspect of diversity is the great unexplored topic the contemporary workplace. We find that managers who…

Read More

Three Summertime Misconceptions Sales Managers Must Overcome

By Hamish Knox / June 14, 2018

#1 “Most of my team’s most important prospects for new business are on vacation during the summer months.” Salespeople say this so often that lots of managers who ought to know better sometimes come to believe it. Actually, summer is a great time for your salespeople to reach out to decision makers. Many top executives…

Read More