Sandler Blog

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

The Fine Art of Intuitive Management

By Jonathan Farrington / September 15, 2020

As a young man obsessed with driving rapid sports cars (often far too rapidly,) I considered myself extremely fortunate to have my very own mechanic who would regularly tune my latest “beasts” to perfection. He was a genius, and to watch him go about his work – which was his obsession – was an honor and a privilege. He rarely lifted the hood (bonnet) until he was ready to perform his magic, but rather he just listened – not unlike the way a master piano-tuner listens. He was using his well-trained ear to identify the slightest imperfection.

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The Present Is Understandably Occupying Most of Our Thoughts, But …

By Jonathan Farrington / September 14, 2020

As we learn to live with COVID-19, all action that sales management takes must be predicated on the necessity not only to create an effective management relationship, but also to maintain it.

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Five Ways Collaborative Leaders Can Help Their Teams Succeed

By Sandler Training / August 7, 2020

In today’s current market conditions, leaders need to accept that the success of their teams and their companies will rely heavily on striking a collaborative, coordinated balance between creative strategic thinking and effective implementation.

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Minimizing Disruption on Your Sales Team When New Skills and Capabilities Are Required to Succeed

By Sandler Training / August 7, 2020

Most business leaders have grown accustomed to the comforting concept of “normal” market conditions.

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Three Tips For Retaining Great Salespeople This Summer

By Dave Mattson / July 31, 2020

Attracting and keeping good salespeople is at the top of every sales manager’s list of priorities. The better we are at inspiring and holding on to great salespeople, the happier, the more engaged, and the more successful they will be.

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Leaders: Avoid Overcorrecting in Response to a Crisis

By Dave Mattson / July 29, 2020

For leaders – and, let’s face it, for everyone else – the last few months have been nothing short of mind-bending. Most of us, in fact, are not even sure how to describe this period.

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6 Musts for Sales Leaders Heading into the U-Shaped Recovery

By Sandler Training / July 29, 2020

2020 was the year. Your company was going to experience exponential growth. The plans had been meticulously prepared and presented, blessed by the board, applauded by all business unit leaders around the table.

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“New Age” Selling Requires “New Age” Management

By Jonathan Farrington / July 15, 2020

Whatever label we choose to hang on our new preferred style of selling, there will be considerable implications for sales management. It is my view that for companies to remain competitive now, their sales organization must be able to respond rapidly and positively to the numerous changing tides post-COVID As businesses strive to establish a…

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“How Do I Keep The Sales Organization Focused…Even When There Are Major Distractions?”

By Colum Lundt / July 3, 2020

Many of the sales leaders I talk to these days tell me that they are struggling with the issue of keeping the team(s) focused.

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If You Know Transactional Analysis, Now is the Time for Your Nurturing Parent to Shine

By Sandler Training / June 11, 2020

By using the Transactional Analysis model, we’re more likely to have better outcomes from challenging conversations, particularly in challenging times.

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