introduction to sandler generic overview

© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.

Introduction to Sandler Training AmsterdamDick Swart

International business consultant with the focus on sales development


Typical Challenges• Business Development Team Not Making Quota• Selling on Price, Not on Value• Losing Market Share• Customer Attrition• Too Many Sales Hires That Don’t Work Out• Turnover of Sales People is Too High• Skills, Staff, Structure, Strategy• Inexperienced Sales Managers• Teams Selling in Silos, Missing Upsell Opportunities• Too Much Unpaid Consulting• No Common Sales Language, Process, Methodology

Sandler Facilitation Services• Instructor Led Classroom Training• Virtual Learning Platform• Web Based Training/Live-Cast• Reinforcement/Sustainability Program• Virtual Reinforcement Modalities• Certification Program

Sandler Core Competencies• Business Development/Sales Training• Sales Management Training• Strategic Customer Care• Leadership• Territory and Account Planning• Account Management• Enterprise Selling


Proven Results

43 Year History

275 Offices;

600+ Trainers

500,000 Hours of Training Per Year

More People Making QuotaHigher MarginsSelling on Value

Improved Market ShareLess Turnover on Sales Team

Increase in more products/services being introduced and sold

Stronger Sales ManagementA Defined Common Sales Process,

Language, Methodology

Please ask me about sharing the results from the Aberdeen

Report!


Sandler Success Triangle Attitude

Behavior Technique

SUCCESSTRIANGLE

• ATTITUDE is at the top of the success triangle because it drives performance

• BEHAVIOR translates positive thoughts to actions

• TECHNIQUE is what will make your company more effective when they are in front of clients

Sandler provides the initial and advanced strategies and tactics (techniques) needed to succeed along with training on attitudes and behaviors necessary to reach the highest levels of success, both personally and professionally.

© 2013 Sandler Systems, Inc. All rights reserved.


Principles of Successful Training

Simplicity• Increases

Adoption Rates & Application in the Field

Customization• Personalized World• Relevance

Sustainability• Avoid Flavor of

the month• Leverage and

Protect Investment in Training

Consistency• Content• Facilitation• Cultural

Nuances

Management buy-in and supported by…


Sandler Customized Program Development Process

PHASE 1. DISCOVERY

PHASE 2. DESIGN

PHASE 3. DELIVERY

PHASE 4. REINFORCE

1. Understanding Current Organizational Culture and Process

Assess team members (management and sales)

Inventory, Skills Interview team members Ride-along/observation sessions Integrate Product Content

2. Personalize/Customize Program Agenda Materials Select Training Leaders Recommended reinforcement options Pilot Programs

3. Delivery of Program Instructor-led Professional Development

Academy/Workshop Virtual Training Classroom Local Sandler Training Center Coaching Ambassador Program

4. Sustain by Reinforcement SandlerOnline Monthly Sandler Briefs Webinars/Conference Calls Audio Text Books Manager Meeting Plans/Toolkits Sandler Certification Access to local Sandler Training Centers Ambassador Program (TTT)


Coupling Anecdotal, Experiential, and Empirical Data to Drive Success

• Capture a “Day in the Life”• Understand ‘real world’ selling environmentDiscovery Calls/Field Visits

(Anecdotal/Experiential Information)

• Start with the ‘Why?’ behind the strategy• Uncover opportunities for success• Develop tactical plan to address the opportunities

Strategic & Tactical Planning Session(Anecdotal Information)

• DISC – How people like to send and receive information• Devine – Visibility into the ‘What?’ behind the behaviors • Build profiles for career paths, succession planning and

successful hiring

Assessments: Competencies and Behaviors; Personality and Communications

(Empirical Data)

• Visibility into the importance of each specific sales/sales management skill

• Correlation to the effectiveness of each specific sales skill

Skills Gap Analysis(Empirical Data)

Sandler Tools Benefits


Process Orientation• Concentration• Structure• Schedule Orientation• Task Completion• Detail Orientation

Problem Solving • Planning• Creativeness• Learning• Emotional Composure• Listening

Control & Close • Competitive Style• Conflict Management• Assertiveness• Influence• Decisiveness

AccountSales

CommoditySales

ConsultativeSales

Unique ValueSales

Ambition & Drive• Goal Orientation• Initiative• Vitality• Ego• Time Competency

Relationship Focus• Communications• Presentation Style• Sociability• Empathy• Instructiveness


Sandler Selling System

1. Bonding & Rapport•Establish the Relationship

•Build Trust

2. Up-Front Contracts•Setting

Expectations•Taking and

Maintaining Control of the Sales Process

3. Pain•Begin Qualification

•Understand the needs of your prospect/client

•Define implications

4. Budget•Continue Qualification

•Gain clarity Investment available (time, money, and resources)

5. Decision•Complete Qualification

•Understand when & how decisions are made and who makes them

6. Fulfillment•Begin Closing•Present the solution that solves the clients challenges and pain

7. Post-Sell•Close and secure the deal

•Establish the path for future business

Winning the opportunity occurs between Steps 1 and 5

Opportunity Identification, Qualification, Close, Manage

Qualification Steps


Sandler Enterprise Selling (SES)

Sandler Training’s Consultative Selling Model

• Complex Deals• Team Selling• Team Buying• Growing Wallet Share


Sales Advanced SellingStrategic Account Sales and Account

Management

Negotiating from a Position of Strength

Grow Wallet Share/Up-Selling &

Cross-Selling

Sales Management

Recruiting, Interviewing,

Hiring, On-Boarding

Pre-Brief and De-Brief Strategies

Coaching, Mentoring, Supervising,

Training

Funnel/Pipeline Management Leadership Setting Vision &

Aligning Goals

Motivating a Work Force

Change Management,

Change Readiness

Managing Behavior

Personal Development

Goal Setting, Time Management

Communication and Presentation

SkillsCustomer Care Building Customer

Loyalty


Sample Two Day Agenda

Day One Day TwoWhy Have a System Sandler Enterprise SellingOverview of the Sandler Selling System Module Tools Bonding & Rapport Up Front Contracts Pain – Questioning Strategies Budget Decision Fulfillment Post-Sell

Sandler Enterprise Selling Territory & Account Planning Opportunity Identification Qualification

Hot List Review

Review Day One Material

Pre-Call Planner, Pre-Brief & Debrief

KARE Account Planning (Keep, Attain, Recapture, Expand)

Three Opportunity Planner

Growth Account Booster

Pursuit Navigator

Solution Development Proposing & Advancement

Service Delivery Hot List Review

Summary, Review, Putting it all Together

For every hour of teaching: 20 minutes lecture; 20 minutes role play/exercise; 20 minute discussion on applying it in the real world selling environment


Ongoing Training/Reinforcement• Instructor Led Classroom Training – Periodic Refresher Sessions• Sandler Online Learning & Reinforcement Platform (LMS)• Webinars/Live-Casts• Audio Programs• Manager Meeting Planners• Coaching – Team and Individual• Coaching – Deal Specific• Sandler Certification Program• Sandler Ambassador Program• Access to Local Sandler Training Centers

• Sales• Sales Managers• Leadership


Sandler Online – Cornerstone LMS


Learning Continuum

• Sandler Selling System

• Sales Management• Sandler Enterprise

Selling

Getting Started

• Sandler 201• Sandler 301• Sandler 401

Advanced Application • Creating change

Agents• Sandler Certification• Ambassador Program

(Sandler’s Train the Trainer Model)

Sustainable Growth


• Sustainability & reinforcement that drives results

CertificationBr

onzeKnowing It

Comprehension Testing Si

lverApplying It

Role Playing in a safe environment

GoldOwning It

Demonstrating the techniques in a ‘live’ customer selling situation


The Buyer Seller Dance

Contact information: Dick Swart E:[email protected]:+31(0)6 140 266 25

introduction to sandler generic overview

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