Sandler Blog

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

10 Defining Qualities that Separate Leaders from Managers

By Dave Mattson / March 8, 2016

The words “manager” and “leader” are often used interchangeably. But there’s a difference in these two roles, as well as the workplace environments they create and the results they elicit. In today’s blog post I will talk about the 10 defining leadership qualities that separate a leader from a manager. Put these best practices to…

Read More

Will Your Strategic Plan Become a Strategic Failure?

By Dave Mattson / February 25, 2016

As the first quarter comes to an end, it’s appropriate to review your department goals and measure your progress. Will your sales team hit the quarterly benchmarks for your department’s strategic initiatives? Have they made significant headway? Or, have they fallen behind already? Many companies invest a significant amount of time and energy developing their…

Read More

An Alternative to Traditional Performance Management, Part 1

By Hamish Knox / December 4, 2012

Like a coach in pro sports, your primary function as a manager is to improve the performance of your team. Unfortunately, traditional approaches to performance management may have initial success, but are difficult to sustain. When distilled out of their packaging traditional performance management looks like: What did the manager before me do? – AKA the…

Read More