Sandler Blog

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

Ways To Deal With Team Conflict Effectively

By Dave Mattson / October 18, 2018

Unavoidable conflicts often arise when you work on team projects. Coworker’s differences can contrast sharply to your own, creating tension within the group. These differences are not necessarily a bad thing, though. Healthy constructive criticism helps create diverse methods of thinking and solutions to difficult problems. There are many responses to conflict within a team, including ignoring…

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Client Review Meetings [PODCAST]

By Sandler Training / September 8, 2017

Welcome to Selling the Sandler Way, with your host Dave Mattson, the president and CEO of Sandler Training. He is a five-time bestselling author, speaker, trainer, and consultant to hundreds of international organizations. In this show, he talks to other Sandler trainers about the Sandler Selling System. The Selling the Sandler Way Podcast is brought…

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6 Benefits of Teamwork in the Workplace

By Dave Mattson / August 9, 2017

“Two heads are better than one.” We’ve all heard the old adage encouraging teamwork, but what does working together really do for you? Salesmen thrive off healthy competition, but sometimes the use of teamwork in the workplace is a better answer for winning sales. Here are six ways that teamwork benefits you in the workplace.…

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4 Lessons Learned from Taking the Coach Mentality over the Manager Mentality

By Brian Sullivan / April 24, 2015

Understanding when to take a coaching approach over a managing mentality can make a huge difference in your effectiveness as a leader. To be an effective leader you need to master both leadership styles; the key is to know when to wear which hat. When you’re managing, you’re often organizing a project, providing instructions, outlining…

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How to Give Constructive Criticism to Your Sales Team

By Dave Mattson / April 24, 2015

No one likes being told that his or her work is lacking but, as a manager, relaying this information is a fundamental part of your job. The manner in which you deliver constructive criticism, however, determines whether you are simply a manager, or a great team leader. Yelling and belittling your employees will prevent them from…

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25 Real Teamwork Tips for Managers

By Dave Mattson / March 6, 2015

Although teamwork is frequently the most efficient way  to complete a big project, many managers struggle to lead a cohesive team. Managing individual employees along with the broader group dynamic brings confusion to team projects, causing the work and your team management capabilities to suffer. Tackle teamwork problems before they come up with these 25 tips…

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How to Prepare for Departing Clients

By Dave Mattson / March 4, 2014

Nothing lasts forever, right? While it may seem pessimistic, having a plan for dealing with a client’s departure is sound advice when it comes to maintaining business and clients. We spend so much time building solid, trusting relationships with clients that it can come as quite a blow when news hits that your client contact…

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Old Clients, New Business

By Dave Mattson / October 10, 2013

A mistake too many salespeople make is not keeping in touch with former clients. It’s not uncommon for past clients to come to a point where they need your product or service again but don’t remember how to get in touch with you. They are more likely to have your competitors’ information handy. (Your competitors…

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Going from a Typical Salesperson to a Trusted Advisor in Three Easy Loops

By Sandler Training / July 6, 2010

Recently I was working with a company’s executive team in reviewing the progress we had made together in solving a longstanding, difficult problem that had stunted their growth for years and slowed their momentum. It was rewarding to see their excitement as we reviewed the results of our efforts together. It was a good team…

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