Sandler Blog

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4 Mistakes Sales Leaders Make When It Comes To Motivating Their Team

By Patrick McManamon / March 16, 2020

[HR Magazine] Everyone wants a motivated, engaged, and goal-oriented sales force. But sometimes sales leaders make choices that don’t support the emergence of such a team. Below are the four most common mistakes I’ve seen managers make in this area, mistakes that have a way of keeping members of the sales team distracted, disengaged, and…

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The 5 To’s of Motivation

By Mike Crandall / July 20, 2017

As a professional speaker one of the most common requests I get is to come in and speak to “get our people motivated” – although this sounds easy, it is not. Most organizations that make this request, we find out, have hired other “motivational speakers” before and it either did not work; or, if it…

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6 Ways to Make Employees Feel Appreciated

By Dave Mattson / February 23, 2016

Maybe your employees aren’t laying their heads on their desks, reading magazines during work hours, or calling in “cough cough” fake sick every Friday. Even without these obvious signs, they could still be disengaged with their jobs. According to a 2015 Gallup poll, 50.8% of U.S. employees were “not engaged” and an additional 17.2% were “actively…

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Motivation and Discipline: How Managers Can Use Both to Lead a Successful Team

By Dave Mattson / August 17, 2015

While motivation and discipline are on opposite ends of the management spectrum, managers need to provide both to lead a team successfully. A manager who uses only motivational techniques may be well-liked, but over time employees begin to lose respect for leadership if they feel they can get away with bad behaviors. Conversely, a manager that provides…

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The Most Effective Ways to Motivate Sales Teams This Summer

By Dave Mattson / June 3, 2015

Summer brings longer days filled with cookouts, beach vacations, and plenty of outdoor fun, but it also tends to bring sales slumps in many industries. Customers hesitate to buy and put off making decisions during summer months, leading to low sales figures. After hearing “no” hundreds of times—or never hearing back at all—sales teams quickly…

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Low Self-Esteem: 100% Fatal for Salespeople

By Sandler Training / July 19, 2010

Q: What’s the one thing a salesperson must avoid if they are to be successful? A: I study salespeople for a living. The majority of them don’t lose because of product inferiority, pricing excesses or poor sales technique. They lose because of low self-esteem! We all start out with perfect self-esteem. Ever met any three-year-olds…

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