How Gong Built a Best-in-Class Sales Team with Sandler Sales Training

Introduction: Building a Predictable Revenue Engine Through Sales Excellence

When Ryan Longfield stepped into the role of Chief Revenue Officer at Gong—the leading revenue intelligence platform for remote sales teams—he had a bold vision: to build a best-in-class sales organization where prospects didn’t just want the product—they wanted to sell like Gong's sales team.

At the time, Gong had around 10 sales reps, with plans to scale rapidly by adding 40 more that year. To grow without compromising quality, Ryan needed a way to create consistency, establish a repeatable sales process, and build a culture of influence and trust.

The solution? A customized partnership with Sandler Sales Training.

Laying the Foundation: From SMB Success to Enterprise Readiness

Gong had already proven itself in the SMB and mid-market segments, but Ryan wanted to know: Could they replicate that success at scale—across enterprise and strategic accounts?

The only way to answer that question was to set a solid foundation:

A unified sales methodology
A shared language and process
And a clear sales playbook for every team member to follow

For Ryan, hitting sales targets wasn’t the ultimate goal. His focus was on building a predictable revenue machine—a system that created raving fan customers and long-term market impact.

Skepticism Meets Strategy: Why Sandler Was the Right Fit

Like many revenue leaders, Ryan was initially skeptical of bringing in a training company. Too often, sales training becomes an intellectual exercise that never makes it into real sales conversations.

The questions were valid:

Would the team embrace the training?
Would it actually change the way they sell?
Would it represent Gong in the right way?

What stood out about Sandler was their consultative approach. Rather than offering a one-size-fits-all solution, they took the time to understand Gong’s goals and adapted the Sandler methodology to fit the context of their sales motion.

Ryan wasn’t looking for a quick fix. He was investing in long-term sales performance—not from a place of pain, but from a place of potential.

Real Conversations, Real Results

Sandler training didn’t feel like learning to "act" like a salesperson. Instead, it focused on having real conversations with real impact—the kind that builds trust and influence with prospects.

The training wasn’t a one-and-done session. Sandler provided reinforcement through ongoing coaching, helping ensure the methods actually showed up in day-to-day sales activity.

The results?

Prospects began complimenting Gong’s salespeople.
Buyers said they chose Gong because of the sales experience.
Leadership felt proud of how the team represented the brand in the market.

Sales Influence Starts with Trust

For Ryan, the real power of sales is human influence. And influence, he says, isn’t something you demand—it’s something you earn.

That’s what Sandler helped instill: a process for building trust, creating influence, and guiding prospects toward decisions that benefit their business. It wasn’t just about closing deals—it was about creating experiences that earned respect and long-term relationships.

Beyond Revenue Targets: Sales Culture as a Competitive Advantage

Yes, revenue goals matter. But Ryan emphasized that you can hit short-term targets in the wrong way—and it’s not sustainable.

Sandler’s impact wasn’t just on numbers. It shaped the sales culture—the way Gong’s people engaged with buyers, represented the company, and built lasting value.

For any company serious about growth, sales training isn’t optional. It’s essential. If your sales process isn’t actively creating brand advocates and reinforcing trust, you’re leaving growth on the table.

Final Thoughts: You’re Never “There” in Sales

According to Ryan, “There is no arrived.” Once you believe your sales organization is done evolving, you start losing ground. That’s why continuous training, coaching, and investment in people are so important.

If you're aiming to build a best-in-class sales team, you need the tools, the process, and a partner who can help guide the transformation. For Gong, Sandler has been that partner—and the results speak for themselves.