Why Most Sales Training Does Not Work and Why Sandler Approach Works
Sales training has a big branding problem. Most programs promise transformation and deliver a motivational sugar high that fades by Monday afternoon. Attendees leave energized, armed with new sales techniques, and absolutely convinced they will do things differently. Then real life shows up. Pipelines stall. CRM alerts pile up. Old habits quietly reclaim their throne…
The issue is not effort or intelligence. It is how sales training is designed.
Traditional sales training assumes adults learn best by being told what to do in a single event. When has that actually happened? Adults change behavior through repetition, relevance, and application. Enter the Sandler approach…
Sales Training: The Sandler Way
Derived from over 50 years of knowledge, Sandler’s training methodology is built around an adult learning model that focuses on long-lasting behavior change, instead of short-term enthusiasm. Instead of relying on one-time workshops, Sandler sales training is best delivered over multiple sessions. Concepts are introduced, practiced, applied in real sales conversations, then refined through ongoing sales coaching.
This matters because sales is behavioral. Knowing the sales process is not the same as following it under pressure. Sandler training reinforces consultative selling habits through interactive roleplaying, feedback, and accountability. Salespeople practice asking better questions, qualifying opportunities, and managing customer engagement before they face those situations in the real world.
Ongoing support is another key difference. Sandler does not assume that once a salesperson hears something, it sticks forever. Reinforcement keeps skills sharp and ensures alignment with the sales process. Over time, this approach improves customer relationship management, strengthens value proposition conversations, and creates consistency across the sales team.
Improve Your Sales Process With Enabling Sales
Sales training should not be a motivational event. It should be a system. Sandler works because it respects how adults actually learn and how sales actually happen. As a result, when polled, 88% of Sandler-trained salespeople reported building stronger strategies and measurable results.
If you’re interested in hearing more about how Enabling Sales can help you, book a free discovery meeting with Philip, our Sandler expert.
