Our Nebraska & Iowa Leadership Team

Karl Schaphorst is the President and Owner of Sandler Sales and Management Training in Omaha, Nebraska. Karl has been a sales professional for the past twenty-five years. An Omaha native, he graduated from Iowa State University with a Bachelors of Science in Electrical Engineering and from there, was hired by Trane. Karl eventually moved back to Omaha with Trane to begin what turned out to be a successful career in sales. He served as account manager, account executive, sales manager, and general sales manager fulfilling a twenty year career. He became familiar with the Sandler Sales System while serving as Trane’s general sales manager and installed, trained and coached his direct reports on Sandler. He saw firsthand the positive impact of Sandler on his people, on the business and on himself. In January of 2010, Karl left Trane, left the HVAC industry after twenty years of service because he believed so strongly that Sandler works and that other businesses will want what Sandler brings. For nearly 10 years now, Karl has been training sales professionals exclusively. Karl comes to Sandler Training with a strong background in sales and a firm belief that the Sandler System works.

In 2016, after an extensive and successful career in sales and sales management, Tony Hoslet opened Sandler Training Green Bay, an award-winning Wisconsin-based management and sales force development organization. Sandler Training Green Bay specialized in sales performance assessments, business development strategies, sales training, leadership development, executive coaching and recruiting, hiring and on boarding.

In March 2025 Tony retired from his Sandler business and joined his good friend Karl Schaphorst as a part time Training Associate. Tony has significant experience building high performing sales teams, facilitating and developing strategic plans, creating metrics and tracking tools, and is skilled in developing and inspiring others. Tony is an enthusiastic business leader who brings 40 years of sales and sales leadership success to the business community as a leadership development specialist, business coach, mentor and sales trainer.

Sandy Shupe is the Executive Assistant/Office Manager at Karl Schaphorst and Associates. Sandy graduated with a BS in Elementary Education from the University of Nebraska at Omaha. Prior to joining the Sandler team, she worked at Outlook Nebraska in the role of inside sales/customer service. For ten years prior to joining Outlook Nebraska, she was a 1st, 2nd and 3rd-grade teacher.