Sandler Blog

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

Share Your Vision Through Questions to Create Buy-in

By Hamish Knox / July 11, 2019

Of the corporate blind spots shared in The Road to Excellence, “not sharing the vision with those who have to implement it” is one of the most detrimental to the sustained growth of an organization. To create buy-in with your team (aka “those who will have to implement it”) share your vision in the form of questions…

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How to Succeed at Trials and Demos

By Hamish Knox / June 13, 2019

Trials and demos can be an important part of your sales cycle, especially in the enterprise space. Another term for a trial or demo, is the “Monkey’s Paw,” which is a small version of your larger service or a consulting project. A successful Monkey’s Paw has three components, which are similar to a successful trial. A Monkey’s…

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How to Succeed at Using Middle-Ground Management [Podcast]

By Sandler Training / April 26, 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…

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Managers: How to Close an Employee’s Skill Gap

By Tom Ziglar / February 21, 2019

Let’s say you’re the manager of a team and, for whatever reason, you realize that someone who reports to you is missing an essential skill. What do you do? This is a common situation. One day, you notice that there’s a major difference between what this person needs to do in order to succeed in this position…

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How to Manage the Goal-Setting Process within a Team

By Dave Mattson / October 9, 2018

With January rapidly approaching, many sales leaders have started thinking about the team goals they will be setting for 2019. Team goals are important, of course …  but it’s essential to bear in mind that they are, by definition, the sum total of individual goals, and the individuals on your sales team are motivated by different things.…

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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…

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How to Succeed at Caring Enough as a Leader to Demand Excellence

By Sandler Training / June 11, 2018

Chris joins us to talk about how to hold your team accountable and how to demand excellence from yourself and others. What does it mean to set a high bar, and how to do you pull it off without upsetting your team? The How to Succeed Podcast is a public and free podcast from Sandler…

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Sales Leaders: Remove Mutual Mystification!

By Dave Mattson / December 28, 2017

As a manager, have you ever experienced any of these issues? Your salespeople’s calls don’t seem to have clear or actionable next steps with the buyer. Your internal meetings don’t have an agenda, and if they do, they get off track too often. There are no actionable next steps after sales meetings or in your…

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Common Rookie Sales Manager Mistakes

By Casey Coffman / August 14, 2017

“Just put me in coach, I’ll create miracles.”  That enthusiasm is great and can indeed have a strong impact on a sales team, but there are some common mistakes the new sales manager make: “I need you to like/accept me.”  Particularly if the new manager was promoted within, but even from the outside, there is…

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Rule #17: Only Wear One Hat at a Time

By Dave Mattson / August 2, 2017

Be ready to change hats often, and every sales manager has not one job, but four. You know as a leader, you’re going to have many different roles throughout the day when you interact with your team and your coworkers. We call them the four hats of leadership. Those four hats are supervision, training, mentoring,…

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