Gerry Weinberg: Michigan Sandler Sales Training

09/09/2026

Many leaders want to coach their teams more effectively, but there's one challenge that often gets overlooked: you can't coach what you don't see.

If you're not regularly observing sales calls, customer conversations, presentations, or day-to-day interactions, you're often coaching based on assumptions rather than actual behavior.

The best coaches make time to see their people in action. Those observations create opportunities for more specific feedback, better development conversations, and stronger performance over time.

How much time on your calendar is dedicated to observing versus simply managing?

09/07/2026

Labor Day is a time to recognize the people whose hard work, dedication, and perseverance keep our businesses and communities moving forward.

Wishing everyone a safe, relaxing, and well-deserved Labor Day. Thank you for all that you do.

09/02/2026

Revenue challenges often start showing up in sales conversations long before they show up on a dashboard.

We recently worked with an industrial equipment manufacturer that had strong products and experienced salespeople, but growth had stalled. Within 11 months of implementing the Sandler methodology, the organization documented more than $7.35 million in influenced sales.

The biggest change wasn't the product. It wasn't pricing. It wasn't marketing.

It was the quality of the sales conversations.

By asking better questions, qualifying opportunities more effectively, and focusing on customer challenges before presenting solutions, the team improved the way they sold and the results followed.

It's a good reminder that better revenue rarely starts with a better proposal. It starts with better conversations:

Revenue problems rarely begin with the numbers. Learn how improving sales conversations, qualification, and process consistency helped drive more than $7.35 million in documented sales results.

08/27/2026

Are you leading your team, or constantly rescuing them?

Stepping in to solve every problem may feel productive, but it can prevent your team from building confidence, ownership, and problem-solving skills.

Great leaders don’t create dependency. They create capable teams.

Learn why moving from “saving the day” to empowering others is key to stronger leadership.

08/24/2026

As we move into Q3, many sales leaders start asking the same question: Are we actually on track to hit our year-end goals?

The challenge is that by the time pipeline problems show up in the forecast, they've often been there for months.

Stalled opportunities. Overly optimistic projections. Not enough qualified deals entering the funnel.

If any of those sound familiar, now is the time for a reality check.

Join us on September 1 at 2 PM ET / 11 AM PT for The Sales Pipeline Reality Check webinar and learn how to identify hidden gaps, strengthen qualification, and build the momentum needed to finish the year strong. Register now: https://hubs.ly/Q04sZyXm0

08/20/2026

Your sales team may not have a performance problem. They may have a process problem.

When results start to decline, leaders often look at the people first.

Are reps working hard enough?
Do we have the right talent?
Why aren’t they closing more deals?

But sometimes the real issue is not the people. It is the system they are expected to follow.

Think about what happens when there is no consistent sales process:

One salesperson runs discovery one way.
Another qualifies opportunities differently.
Managers coach based on personal experience instead of a shared standard.
Forecasts become guesses instead of reliable insights.

Over time, inconsistency creates confusion, and confusion makes growth harder.

The strongest sales organizations understand that process is not about adding unnecessary steps. It is about creating clarity.

A strong sales process gives teams a framework to:

• Have better conversations with prospects
• Identify the right opportunities sooner
• Coach with consistency and purpose
• Create more predictable revenue outcomes

The goal is not to turn salespeople into robots.

The goal is to give talented people the structure, tools, and coaching they need to perform at their best.

Great leaders don’t just ask, “Who needs to improve?”

They also ask:

“Where does our process need to improve?”

Because when the process gets stronger, the people have a better opportunity to succeed.

What sales process improvement has made the biggest impact on your team?

08/19/2026

Are you coaching your team, or just giving them answers?

There’s a big difference between telling someone what to do and helping them develop the skills to find the right solution.

Great leaders don’t just provide direction. They ask better questions, create awareness, and help their teams grow through every challenge.

Watch this video to learn how to move from telling to true coaching.

08/13/2026

"We’ve been rebuilding this relationship for over a year... and the effort is finally paying off."

We love seeing real-world wins from the field. When a Regional Sales Manager at PSI Repair Services was tasked with winning back a former customer who had walked away years prior, they didn't just wing it. They relied on a structured framework.

By utilizing the Sandler KARE Account Plan, they successfully shifted a dormant account from a "Recapture" target to an active "Expand" client.

Success in sales isn't about quick tricks; it’s about breaking down the decision-making process, setting clear Up-Front Contracts, and maintaining consistent, value-driven rapport.

Huge congratulations to Jesse on turning a historic loss into a massive future pipeline!

08/12/2026

Great leaders don’t build teams that need saving. They build teams that can succeed without them.

Many leaders fall into the trap of stepping in to fix every problem. While it may create a quick solution, it can limit growth, accountability, and confidence across the team.

Strong leadership means shifting from doing to coaching, empowering others to think critically, solve problems, and take ownership.

Watch this short to learn how to build a more confident, self-sufficient team.

08/06/2026

Most sales teams don’t have a pipeline problem. They have a prioritization problem.

When every account gets the same attention, reps spend more time reacting than focusing on the opportunities that drive growth.

A strong account strategy helps sales teams identify where to invest their time, which relationships to strengthen, and how to grow revenue with intention.

The best sales teams aren’t just doing more activity. They’re making better decisions about where their effort matters most.

Learn how frameworks like Keep, Attain, Recapture, and Expand can help your team prioritize smarter: https://hubs.ly/Q04q902l0