Common Sales and Leadership Challenges in Manufacturing
Greg Nanigian & Associates in Boston delivers Sandler-based sales and leadership training that helps manufacturers break through stalled deals, elevate managers into true leaders, and improve coordination between production, engineering, and sales teams.
Manufacturing companies are often built on operational excellence—but struggle with inconsistent sales or undeveloped leadership. Key pain points include:
- Long, technical sales cycles with stalled deals
- Salespeople defaulting to price and features
- Managers promoted without people-leadership skills
- Poor communication between sales, engineering, and production
GNA Training helps fix these problems by giving your team a system to sell consultatively and lead strategically.
The Sandler System: Designed for Complex Manufacturing Sales
The Sandler Selling System—taught by GNA Training—is a 7-step framework ideal for B2B manufacturing environments where deals are high-value, high-stakes, and highly customized. Unlike generic sales programs, this Boston-based Sandler training is specifically adapted for manufacturers—addressing complex technical sales and internal leadership gaps with proven, sector‑focused methods.
The 7-Step Sandler Submarine:
- Bonding & Rapport – Build trust by focusing on the buyer’s world.
- Up-Front Contracts – Set clear, mutual expectations for every meeting.
- Pain – Diagnose the emotional and business pain that’s driving urgency.
- Budget – Confirm financial commitment early.
- Decision – Understand the full buying process and who’s involved.
- Fulfillment – Present only solutions that address the buyer’s pain.
- Post-Sell – Lock in trust and prevent buyer’s remorse.
Leadership Training for Manufacturing Managers
Your shop floor and sales leaders need more than technical know-how. GNA’s leadership programs are built around coaching, communication, and performance management.
Your managers will learn how to:
- Coach employees for improvement—not just compliance
- Align team activity to business goals
- Communicate clearly across departments
- Establish systems for accountability and continuous feedback
When managers lead with structure and confidence, teams perform better across the board.
Manufacturing Clients See Real ROI from GNA Training
GNA’s manufacturing clients report:
- Up to 35% increase in closed sales
- More accurate pipeline forecasts
- Faster onboarding for new hires
- Better cross-functional team alignment
Whether you're in custom fabrication, capital equipment, or industrial automation, the Sandler system through GNA Training helps your teams lead and sell with confidence.
Training Programs Built for Manufacturing Workflows
GNA Training offers flexible options:
- On-site workshops at your facility or their Braintree training center
- Virtual instructor-led training for distributed teams
- Ongoing coaching and reinforcement to ensure behavior change sticks
- Customized training based on your product, team, and sales cycle
📞 Call (781) 848-0993 to learn more.
Frequently Asked Questions
How can sales training help us shorten our long B2B sales cycles?
GNA’s training teaches your team to qualify earlier, uncover real pain, and focus on buyer decisions—cutting wasted time in the sales process.
We sell technical products—will the training work for our type of sales?
Yes. GNA’s programs are tailored to industrial, technical, and consultative sales processes. They help reps sell value—not just specs.
What leadership training is available for our frontline or plant managers?
GNA offers programs that develop coaching, communication, and accountability skills—perfect for manufacturing supervisors and mid-level managers.
Can this training help align our sales and operations teams?
Absolutely. GNA's approach strengthens internal communication and creates shared goals across sales, engineering, and production.
How do we know if our team needs this training?
If you're seeing stalled deals, inconsistent results, or unclear leadership direction, GNA can assess skill gaps and recommend a tailored program.
We have a mix of in-office and shop floor staff—can you train both?
Yes. GNA offers flexible, role-specific formats that address the needs of everyone from plant leaders to sales engineers.
Click Here to Participate in a Complimentary First-Time Guest Workshop
