Training Re-Cap and Resource Links
Most Recent Training Session Summary
In our June 10th session, we focused on how you, as leaders, can coach your sales teams to drive more clarity and movement through the EMR sales pipeline. We reviewed what “good” looks like at each stage and how to use the pipeline coaching questions to uncover gaps, reinforce strong selling behaviors, and identify coaching opportunities. A key focus was helping your reps gain access to decision-makers and co-create clear timelines that align with real pain and urgency—rather than chasing deals that stall out.
Key Highlights:
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Reviewed EMR pipeline stage definitions and coaching criteria
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Emphasized the importance of qualifying pain, budget, and decision before moving forward
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Discussed how to co-create decision timelines to avoid last-minute surprises
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Shared tactics for helping reps gain access to power without putting themselves in “harm’s way”
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Equipped you with stage-specific questions to guide more effective pipeline reviews and coaching conversations
Most Recent Training Session Assignment
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Watch the session recap video.
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Reflect on how you'll coach your team to gain access to higher-level decision-makers—what language or tactics from this session can you implement?
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Begin using the stage-specific pipeline coaching questions to uncover where deals are getting stuck and help your reps self-diagnose their challenges.
Tools
Please visit the link below for the EMR Specific - Tool Library. All tools are organized based on the month they were shared. Please do not edit any of the tools in the folder; save a copy to your device to edit.
Upcoming Sandler Events
Annual Sandler Sales and Leadership Summit - Ft. Lauderdale Florida - March 17-18, 2025 - Learn More
- Every year, over a thousand of the world’s top sales, leadership, and management professionals gather at a resort location for the Sandler Summit, where we network, share ideas, celebrate each other’s successes, and participate in sessions led by top Sandler training professionals
Who to contact
For Training Questions
CEO and Sandler Trainer: Chris McDonell - chris.mcdonell@sandler.com, 410-339-5126
For Billing, Scheduling, and Operations Questions
Director of Operations: Kristine McDonell - kristine.mcdonell@sandler.com, 443 -798 -7738
For Sandler Online, Assessments, and General Questions
Client Success and Marketing: Erica Haskell - erica.haskell@sandler.com, 443-345-1416
Frequently asked questions
How will I receive communications about my trainings?
You will receive all training information through email. You have been added to a custom list that only includes your team members. It is very important that you do not unsubscribe from our emails so you continue to receive all follow-up and training information.
What are the Zoom best practices?
- Please make sure your screen name is your First and Last Name
- Be on time
- Mute your microphone
- Have your camera on when you can and be meeting ready
- Come prepared
- Avoid multi-tasking and limit distractions
- Keep your zoom account up-to-date
- Using the Chat feature- Please make sure you are aware of who you are sending messages to. You can choose to send to everyone or individuals. If you have any questions during a session, feel free to direct message Erica or Kristine McDonell at any time.
- If at any time you are logging in with two devices for audio, send Erica or Kristine a chat to us know. This will ensure your audio and video devices end up in the same breakout rooms
- If you are not familiar with Zoom, please feel free to reach out to us. We will be happy to set up a practice zoom meeting with you to walk through how to use it.
What do I do if I miss a session?
We get it! We are all human. In the case that you have to miss a session, all recordings (if the session was virtual) and follow-up materials will be here in your Sandler Home Base Page. We recommend you watch the recording prior to your next session so you are caught up with the rest of your team.
Where can I access the recordings?
You can access the recordings here on this webpage, they are linked above under Training Resource Links.
How are the training sessions added to my calendar?
Kristine will be creating the calendar invites and sharing them with you.
What is the Extended DISC assessment and how do I get my results?
Extended DISC is a behavioral model used to categorize the way people interact and thoroughly describe how an individual is hard-wired. DISC takes its name from four participatory types: Dominant, Influencer, Steady Relater, and Compliant. A person's interaction style involves more than the way they deal with other people. It also affects how the person processes information and deals with emotions, the kind of activities or jobs the person prefers, and how they complete them. Success in life – both professional and personal – is primarily determined by how well one interacts with others. The ability to effectively relate, communicate, influence, and motivate others is critical in creating successful relationships with customers, managers, employees, friends, and family members.
Your results will be sent to the MCG Team, they will distribute your results to you before your DISC training session.
Why do I have more than 1 training session on my calendar per month?
If you are seeing more than just your private team training sessions on your calendar (some examples include Sandler Foundations, Sales Mastery, SLGS, etc), it has been discussed ahead of time with your leader that you would be put into one of our public training programs in addition to your private trainings. Information about these programs will be communicated to you prior to when they start.
How do I access Sandler Online?
Please log into Sandler Online with the following information:
- URL: https://learn.sandler.com
- Username: Email Address to which this email was sent.
- Password: You will have the opportunity to set up a password when you first log in.
If you are having trouble accessing Sandler Online or any of its corresponding materials, please try the following:
- Make sure you are using the Google Chrome browser
- Try typing in the link, https://learn.sandler.com/ into your browser
- Reach out to your tech team to ensure all firewalls are removed for Sandler Online and Vimeo
