The Sandler Training Hour
Join hosts Jim and Jason Stephens from Crossroads Business Development as they discuss techniques, tactics, and the occasional tangent, associated with the Sandler Selling System and their work as Sandler trainers and coaches. We will publish our old shows as episodes and then move to a serial podcast.
A Sandler Trainer is a salesperson. We lead by example and talk from experience.
Reach out to us: Jason.Stephens@sandler.com
Visit our website: https://go.sandler.com/crossroads/
The Sandler Training Hour
Coaching & Developing Others: Secrets to Sales Management Excellence
In this episode of the Sandler Training Hour, Jim and Jason dive into what makes great sales managers thrive—and why many sales leaders fall into a trap of being reactive instead of intentional. The conversation kicks off with a core question: "What’s the role of a sales manager—really?" and quickly gets into tactical and philosophical ground.
Jason shares that many managers default to "reactive management", where coaching happens only in response to problems. He says, “We have to change the cadence—we wait until people screw up before we coach them.” Jim adds that proactive coaching starts with clarity: “You’ve got to know the expectations and you’ve got to track the behaviors that get there.”
The episode highlights a key coaching trap: Managers spending too much time in the trenches doing the work for others. Jason reflects, “You can’t grow your team if you’re constantly rescuing them.” Instead, managers should measure success not just by results, but by how many people on their team improve each month.
Great sales management requires true leadership that comes from a manager’s ability to build capacity in others, not from being the smartest person in the room. Coaching is not about answering questions—it’s about asking the right questions.
As Jim puts it, “Great managers create space for their team to grow, reflect, and own their outcomes.”
At Crossroads Business Development we are the recipients of the David H. Sandler award for 2021, the highest mark of achievement that the network passes out. We pride ourselves with our dedicated service to the success of our clients and our top-of-the-line training that keeps our clients engaged and coming back for more.
Jim is a dynamic and engaging conference presenter and national speaker, renowned for his impactful presentations at a wide array of sales and industry events. With an impressive twenty-five-year track record in entrepreneurial small business creation, sales, and company management, he brings a wealth of real-world experience. Additionally, Jim has spent two decades honing his expertise through Sandler Sales & Management Training, equipping him with the tools to drive success in any organization. His keen insights and ability to identify and address roadblocks are instrumental in fostering growth and transformation for individuals and companies.
📧 Reach out to Jim at jim.stephens@sandler.com
Jason worked at the university before joining the team. He brings an analytical perspective to coaching and has several tracks to help with team and personal development. Our clients hire Jason for his systematic approach to help them integrate Sandler into their day-to-day operations. His attention to detail and expertise with our assessment tools help them create behavior-based plans to incorporate more processes and align their goals with the company's goals.
📧 Reach out to Jason at jason.stephens@sandler.com