Ever taken a golf lesson that left you fired up—only to find that your game didn’t actually change much a week later? That’s because real improvement doesn’t happen in the lesson itself. It happens in what you do afterward—the coaching, the practice, and the reinforcement.
Sales performance works the same way. Training events can be energizing and full of great insights, but the real shift happens when leaders coach consistently and reinforce the right behaviors.
In my session at the 2026 Sandler Summer, “Coach Like a Golf Pro: Reinforcing Sales Performance the Sandler Way,” we’ll explore how to use Sandler’s Success Triangle—Behavior, Attitude, and Technique (B.A.T.)—to diagnose challenges, build habits that stick, and drive lasting growth.
The Behavior side of the triangle is all about what you do every day—the prospecting calls, the follow-ups, the coaching conversations. These are the actions that, when done consistently, create predictable success. The best sales leaders build structure and accountability around these activities so the team can stay focused on what actually drives results.
Attitude is your mindset—your belief in yourself, your company, and your process. It’s the mental game that separates the pros from the amateurs. Just like a golfer can’t step up to the tee thinking about all the shots they’ve missed, a salesperson can’t succeed if they’re carrying doubt or fear into every conversation. Coaching around attitude helps your team stay resilient, confident, and growth-oriented.
Finally, Technique is the skill set—the actual mechanics of the sales process. This includes questioning strategies, communication skills, and the ability to handle objections effectively. Great leaders coach technique through role-play, feedback, and repetition—because confidence on the “course” comes from knowing your fundamentals cold.
When all three elements—Behavior, Attitude, and Technique—are aligned, performance accelerates. You can’t just fix one corner of the triangle and expect a breakthrough. A solid process, a strong mindset, and consistent action all need to work together.
Because just like golf, sales mastery comes when your grip (attitude), stance (behavior), and swing (technique) are in sync. The best leaders don’t just give lessons—they coach for transformation.
Join us at the Leadership Track to sharpen your coaching game and help your team perform at their best.
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At Sandler Jersey Shore, Scott Bliss helps sales leaders and teams develop the mindset, structure, and skills to perform at their best. Through proven Sandler sales training and leadership development programs, organizations across the region learn how to coach effectively, build accountability, and create lasting success. Whether you’re looking to strengthen your sales process, improve team performance, or elevate your leadership approach, connect with Scott Bliss at Sandler Jersey Shore to start building a culture of consistent growth and results.
