A recent study by the Aberdeen Group showed that Best-In-Class companies, who used Sandler Training, had almost 50% more salespeople hitting quota than those companies who did not. When I meet with owners, CEOs, and sales managers, they often ask me why Sandler Training is different from the sales training they have seen or invested in before.
The answer is fairly simple. We facilitate a continuous improvement process to guide you and your people to higher levels of sales success over time. However, modifying your behavior, attitude, and techniques is not an easy task. It requires patience, determination, and support which we provide for our clients to ensure your ultimate success.
This continuous improvement journey involves four stages: Evaluation, Impact Training, Reinforcement Training, and Accountability. Sandler Training becomes your GPS for sales success, guiding you to higher and high levels of success, and ultimately leading you to the life and organization of which you always dreamed.
Evaluation
The evaluation phase is where we enter the coordinates into the GPS. To create a roadmap for your success, we are going to need several important pieces of information. We need to know where you are now, and where you want to go. We also need to know the talent, skills and other assets we have available to use along the way. In the evaluation phase, you will learn about yourself, your personality, values, skills, as well as your current and potential sales aptitude.
Impact Training
During the initial impact training, you will see a satellite view of your journey. This is when the GPS unit downloads your plotted course and all the necessary information to get you started. Impact training is designed to get you motivated and moving in the right direction along with outlining your compete and ideal route to sales success. You will get loaded up with all the essentials to make the most of the trip, and most importantly hit the ground running!
Reinforcement Training
This is where Sandler Training separates itself from all the other traditional sales training available. While the other companies send you out into world with a briefcase and a smile, Sandler Training is just getting started. We give you turn-by-turn directions, and recalculate your route if make a wrong turn or two. Our reinforcement training and coaching keeps you on track and on pace to hit checkpoints and reach the highest level of success possible. We do this through regular classes, coaching appointments, Sandler Online training, workbooks, audio, video, books, and other materials, so no matter where you are or what your preferred deliver method is, we will be with you on your road to success.
Accountability
This is where things get really interesting. Human beings have a funny way of following directions and doing what is in their own best interest. Sometimes, we get a little too confident and turn off the GPS when we think we know a better way. Sometimes, we get scared and don¹t trust the GPS to take us to the right location and we give up on it or start entering new locations. Either way, despite our best intentions, we are now out on our own again without a road map and without support. While your GPS can’t do anything about this except wait for you to turn it back on, here at Sandler, we can and do. From CRM systems to development journals, online quizzes, and the new Sandler Certification process, we can help you stay accountable to yourself, your organization, and most importantly your own personal goals.
At this point, the continuous improvement journey starts over at evaluation. Assuming, that you still want to grow and bigger and better dreams to chase, you will probably want to keep going. That means reassessing your progress and new current reality. Then you begin again on your quest with a new direction and determination to end up the best you can be.
This type of professional development is not for everyone. Some people want to look for short cuts instead of hitting the pavement. Some people find a place that makes them happy and they settle in. Unfortunately, some people are too scared to leave the safety of home and explore new possibilities.
However, we work with thousands of people every day, who wake up and can’t wait to see what lies ahead for them, and can’t stop until they have gone as far as they can to improve their lives and organizations. If that sounds like you, all you have to do is stop long enough to ask for directions, and we will be happy to help make your journey a lot more fun and profitable.
Mike Montague, Sandler Training Kansas City
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