"Sandler Training has proven to be a solid investment which has brought a new level of performance to my company. We have people in both the Sales Training and Sales Management Programs. Our team is definitely performing at a higher level. Having a SALES SYSTEM to follow, results are measurable, consistent and timely. My Sales Manager is learning to hire, manage and lead his team to get the most out of them and himself. In short, I do less worrying and have the confidence the sales team is continually moving forward.
I NEVER give personal testimonials, but after reviewing the performance of the sales teams year over year and the absence of anxiety around meeting ‘next month’s number’ for the second year in a row, I feel compelled to let my business friends know how we achieved this. The MATH simply outweighs personality, ego or I can do it better syndrome.
If I’m being really honest with myself, my company BOSS MFG struggled with our sales team for many years. Inconsistent sales, poor recruiting, lack of technique, lack of monitoring, lack of accountability, blame, excuses, denial, you name it! We simply didn’t know what we didn’t know and truly believed people would simply do their jobs out of the goodness of their hearts. True, there are some real gems out there, but the reality most need a nurturing hand along the path of accountability. This is a skill and system, not a feeling.
We already had decided to make a change and that is when we interviewed John from Sandler training. He has re-formed our sales team from the ground up and the result has been nothing short of remarkable. In fact his customer service module is paying for the entire sales group through a dramatic increase in sales from our Customer Service/Inside Sales dept.
Simply put, focusing on behaviors, sales technique and accountability through a 3rd party, has allowed us to really separate the personal feelings one has when the owner is both the sales manager or general manager. In the past it was extremely difficult separating my role from my identity and most times I took things very personally as my entire net worth was contingent on a broken sales team. This no longer is the case. Of course, I now have a well trained Sales Manager to execute and it is all not stress free, but we now are so focused on behaviors the results ALWAYS show up. In 2011 we have yet to have a poor meeting with sales staff or have serious feelings of frustration towards any our team members. They all know what to do and how to do it. Of course, you will be somewhere on the performance curve, but you can do better I promise.
No program is really any good without a phenomenal facilitator, and as a community we are fortunate enough to have one of the TOP Sandler Trainers in North America. It almost seems absurd to me now, not having him as part of the team.
I urge you to drop any preconceived ideas about ‘franchise’, USA sales techniques or rumors created by those who misunderstand accountability or work from the ego state of I’m OK and You are NOT’. Having an open mind about the fact you may not know what you think you know could result a more stress free and profitable year."