Most Recent Training Session Summary
We focused on how you as leaders can reinforce sales excellence through accountability, effective coaching, and a culture that embraces failure as a path to growth. Together, we explored how to drive consistent performance through structured follow-up, smart qualification, and proactive leadership.
Here’s a quick recap of what we covered:
-
Celebrated failure as a learning tool and discussed how to build psychological safety so teams can grow through risk-taking.
-
Reviewed why BAs lose deals, with common culprits including poor qualification, lack of emotional pain, premature proposals, and missed follow-ups.
-
Shared best practices for management follow-up after training—reinforcing new skills in meetings, coaching calls, and debriefs.
-
Discussed how to coach bottom 20% performers with clarity and structure, while protecting your A-player culture.
-
Reinforced the importance of identifying Will, Skill, and Behavior issues—and addressing each with the right coaching strategy.
-
Walked through the Sales Process Stages and corresponding coaching questions to support each step of the buyer journey.
-
Introduced the Sandler 2-Year Roadmap to embed methodology, track KPIs, and scale performance across the team.
Keep the momentum going by bringing these principles into your weekly rhythm. Let’s continue raising the bar—together!
Most Recent Training Session Assignment
-
Watch the Follow-Up Video
This will reinforce key takeaways and prep you for our next session. -
Review the Sales Process Stage Questions
Familiarize yourself with the coaching questions aligned to each stage of the sales process. -
Review “Why BAs Lose Deals”
Reflect on the most common breakdowns—qualification gaps, weak pain discovery, rushed proposals, and internal missteps. -
Share These Two Resources with Your BAs
-
The Sales Stage Questions
-
The “Why BAs Lose Deals” overview
Let your team know you'll be holding them accountable to the process by incorporating these into your coaching conversations and deal reviews.
-
Heads up: We'll be diving deeper into pipeline management in our upcoming sessions—these resources will be foundational.
Tools
Please note - these tools are only available to download until your upcoming session. Please save for your records.
1. Tool Library
Resources
Please note - these guides are here for you to reference when you need them, you do not have access to the Essentials program yet in Sandler Online, you will have that once you start the course. You all have access to the Sales Leader growth Series!
1. How to access and navigate the Sales Leader Growth Series in Sandler Online
2. How to access and navigate the Sandler Essentials Program
3. How to access additional resources in the "content" section of your courses
Upcoming Sandler Events
Annual Sandler Sales and Leadership Summit - Ft. Lauderdale, March 17-18, 2026 - 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
