About a decade ago, I sat in a cramped conference room, lukewarm coffee in hand, watching a supposed ‘top closer’ tank a role play so badly I wondered if I’d accidentally wandered into improv night. We’ve all been there: admiring the stars in our sales team, then feeling a strange twist of doubt as their public performance just doesn’t add up. Today, let’s get real about sandbagging in sales: why it happens, why it matters, and how to see through the smokescreen. No corporate speak—just stories and takeaways from the trenches. You must know that HVAC Team Building is something that a few sales reps fake.
When Sales Role Play Goes Sideways: The Sandbagger Next to You
Picture this: Your sales team gathers for a role play session. The top closers—those who consistently crush their numbers—step up to demonstrate their sales role play techniques. But as you watch, something feels off. Their delivery is flat, their responses seem canned, and you find yourself thinking, “Man, this dude or this chick sucks. I can’t believe they close deals.” You’re not alone. Many salespeople have experienced this moment of confusion, and it often comes down to one thing: sandbagging in sales.
What Is Sandbagging in Sales Role Play?
Sandbagging is a deliberate tactic where a salesperson gives only 50-70% of their true effort or skill during a public demonstration, like a team role play. The goal? To hide their real approach, protect their edge, or avoid sharing the techniques that make them successful. This is not just about being modest or shy—it’s a calculated move to keep their “secret sauce” out of the spotlight.
- Sandbagging: Underperforming intentionally, often giving just enough to get by.
- Blackboxing in sales: Withholding or locking away critical information or techniques from colleagues, making it difficult for others to learn or replicate their success.
Why Do Top Performers Sandbag?
There are several reasons why a top salesperson might sandbag during role play:
- Protecting their edge: By not revealing their best moves, they maintain a competitive advantage within the team.
- Avoiding scrutiny: Sharing their real approach could invite criticism or unwanted questions from peers or management.
- Manipulating perceptions: Underperforming in public can lower expectations, making their field results seem even more impressive.
I got to let you guys know that what you see in role play is nothing like what this person does out in the field.
The Impact on Sales Team Morale
When you watch a supposed “closer” stumble through a role play, it’s easy to start second-guessing your own abilities. You might wonder, “If this is what success looks like, am I even good at sales?” This confusion is a common side effect of sandbagging and blackboxing in sales. Newer team members, in particular, may feel lost or discouraged, believing that they’re missing some secret ingredient everyone else knows.
Sandbagging in sales role play techniques doesn’t just hurt individual confidence—it can undermine the entire team’s morale. When information is withheld and genuine skills are hidden, collaboration suffers. Instead of learning from each other, team members are left in the dark, unsure of what actually works in the field.
Recognizing Sandbagging in Action
Here are some signs you might be witnessing sandbagging or blackboxing during a sales role play:
- The “star” performer gives vague or generic answers.
- Key closing techniques are skipped or glossed over.
- Their energy and engagement are noticeably lower than usual.
- They seem to avoid sharing real-world stories or specifics.
Remember, what you see in a role play session may be only a fraction—sometimes just 50-70%—of what a sandbagger brings to actual sales calls. Recognizing this dynamic is the first step to unmasking the real lessons behind the performance.
Why Sandbagging Wrecks Team Trust (and Your Sales Results)
The impact of sandbagging in sales goes far beyond a few missed numbers on a spreadsheet. It quietly erodes the foundation of trust and collaboration that your sales team depends on. When sandbagging creeps into your training or role play sessions, it doesn’t just affect the individual—it poisons the entire team dynamic and sabotages your sales results.
Sandbagging Erodes Trust and Poisons Collaboration
Trust is the currency of high-performing sales teams. When a team member sandbags—deliberately holding back their real skills or knowledge during role play or training—they send a message: “I’m not sharing everything.” This behavior leads to suspicion and resentment among colleagues. Team members start to question each other’s motives and the authenticity of what’s being taught. The result? Collaboration breaks down, and the team’s morale suffers.
- Identifying sandbagging early is critical to maintaining team trust.
- Left unchecked, it creates a toxic sales culture where knowledge hoarding becomes the norm.
New Hires Mimic What They See—And Suffer for It
One of the most damaging consequences of incomplete sales demonstrations is the effect on new or less experienced team members. In sales, people learn by example. If a new hire watches a role play that’s been sandbagged—where the presenter isn’t showing their real, effective techniques—they’ll copy what they see. But when they try to implement these incomplete methods in the field, they struggle.
Consider this real-world lesson: In one team, salespeople performed well in office role plays. But when they took those techniques into actual sales calls, the results didn’t follow. As one observer put it:
‘They did great in roleplay in the office but couldn’t implement what was being done. It didn’t net results.’
This disconnect happens because the role play was a performance, not a true demonstration. New hires, eager to succeed, end up confused and frustrated when their efforts don’t pay off. This damages their confidence and slows their development.
Sandbagging Prevents Knowledge Sharing and Hurts Morale
When sandbagging becomes common, it blocks the open exchange of ideas and best practices. Instead of learning from each other, team members hold back, afraid to reveal what actually works. This lack of transparency leads to a stagnant environment where only a few succeed—and everyone else feels left behind.
- Morale drops as team members feel misled or resentful.
- Sales team morale suffers when honest feedback and real-world advice are missing.
Data from real teams shows that field implementation of sandbagged training leads to worse results compared to office role play success. A good sales coach or mentor will call this out, saying, “You look great in the office, but what are you really doing in the field?”
To build a winning sales culture, you must root out sandbagging, encourage honest demonstrations, and foster an environment where everyone shares what truly works.
So What Now? Spotting and Stopping Sandbagging Before It Spreads
Tech to the Rescue: Using Sales Presentation Recording Tools
Sales presentation recording tools are rapidly becoming a staple in modern sales organizations. By capturing every sales conversation—whether through video, audio, or screen recording—these tools provide an objective record of what was actually said and done. As one experienced manager put it,
“There’s a couple of them out there and this cuts down on that capability.”
In other words, recording tools make it much harder for reps to hide behind inflated forecasts or delay closing deals for personal gain.
Companies now use these recordings to monitor transparency, identify sandbagging, and flag inconsistencies between what’s reported and what actually happens in the field. Reviewing these recordings allows managers to spot patterns, such as reps consistently holding back deals or failing to mention key product features at critical moments. This evidence-based approach is one of the most reliable sales coaching strategies for rooting out sandbagging before it becomes a cultural issue.
Bold Conversations: How to (Awkwardly) Address Sandbagging
Identifying sandbagging is only half the battle. The next step is having the courage to address it directly. While it can feel awkward to ask a team member if they’re sandbagging, transparency is essential. However, it’s important to know that directly questioning a rep about sandbagging usually leads to denial or defensiveness. Instead, involve managers and use objective evidence from sales presentation recordings to guide the conversation.
- Use evidence, not accusations: Reference specific moments from recorded presentations where deals were delayed or key information was omitted.
- Ask open-ended questions: “Can you walk me through your decision to hold this deal for next quarter?”
- Expect pushback: Most sandbaggers will initially deny or rationalize their actions. Stay calm and stick to the facts.
This approach, grounded in objective data, helps keep the conversation professional and focused on improvement rather than blame.
Promote a Team-First Atmosphere: Feedback and Mentorship Over Showmanship
The best sales training best practices go beyond individual performance metrics. They focus on building a team culture where open, honest feedback is the norm and mentorship is valued over showmanship. When team members feel safe to share challenges and wins, sandbagging loses its appeal.
- Encourage peer reviews: Let reps review each other’s recorded presentations to foster accountability and shared learning.
- Reward transparency: Recognize and reward team members who are honest about their pipeline—even when the news isn’t great.
- Mentor, don’t just manage: Use sales coaching strategies to help reps see the long-term value in consistent, ethical selling.
A healthy team culture addresses sandbagging head-on, making it clear that the team’s success comes before individual scoreboard padding.
With the right mix of technology, bold conversations, and a supportive team environment, you can spot and stop sandbagging before it spreads—and set your sales team up for authentic, sustainable success.
Conclusion: Celebrate Honesty, Not Smoke and Mirrors
Sandbagging in sales is more than just an annoying quirk—it’s a subtle but powerful threat to your sales team’s morale and long-term growth. As Scott Sevenbell’s presentation makes clear, when salespeople intentionally hold back their best techniques during training or role play, they don’t just protect their own secrets—they undermine the entire team’s ability to learn, grow, and succeed. This isn’t a harmless shortcut; it’s a barrier to real progress, and it can quietly erode trust and performance within your group.
Recognizing sandbagging as a genuine obstacle is the first step toward building a stronger, more transparent sales culture. It’s easy to mistake a lackluster demonstration for a lack of skill, or to assume that what you see in the training room is what actually happens in the field. But as Scott’s real-world example shows, the gap between staged presentations and real client conversations can be wide—and confusing for those trying to learn. When sandbagging goes unchecked, team members may end up copying incomplete or ineffective methods, only to struggle when faced with actual customers. The result? Frustration, lost confidence, and missed opportunities.
The antidote to sandbagging isn’t more secrecy or competition—it’s open discussion, honest feedback, and a commitment to shared learning. Encouraging your sales team to talk openly about what works, what doesn’t, and why, is proven to boost performance and reduce the temptation to rely on unethical tactics. When you foster an environment where mentorship and transparency are valued over ego and secrecy, every team member benefits. Sales coaching strategies that emphasize real-world skills, peer-to-peer feedback, and ongoing support help make sandbagging obsolete. In this kind of culture, no one needs to “blackbox” their best moves, because everyone is invested in collective success.
Imagine, for a moment, what your team could achieve if every top seller openly shared their “secret sauce.” What if the best closers didn’t hide their winning techniques, but instead mentored others, lifting the entire group to new heights? The results could be transformative—not just for individual numbers, but for team morale, trust, and long-term growth. Maybe it’s time to find out what’s possible when honesty becomes your team’s greatest asset.
As you move forward, remember that the strongest sales teams are built on a foundation of trust, openness, and continuous learning. If you ever feel uncertain about a colleague’s demonstration, don’t hesitate to ask your sales manager for clarity. Leverage tools like recorded presentations to ensure everyone is playing by the same rules. And most importantly, celebrate those who are willing to share, teach, and support their peers. When you choose honesty over smoke and mirrors, you don’t just protect your team from sandbagging—you unlock the true potential of every member.
TL;DR: Sandbagging is more than an annoying sales quirk—it’s a practice that can quietly sabotage team trust and performance. Learn how to spot it, why it happens, and what real sales pros (and coaches) do to keep it at bay. If your sales meetings ever feel like theater, this read is for you.
