Training for Sales Managers and Other Sales Leaders
Let me share with you something you already know. Being sales manager is the hardest job in the company. I get it! I was VP of Sales for North and South America of a Fortune 500 company for 12 years. Here's the problem: it can feel like you're being pecked to death by ducks. Your direct-reports need help, and constantly text and call. The President and other leaders are always calling for forecasts and wanting to know what's going on, and you have to constantly be in-the-know. I had a wise man say to me once, "Forecasting is difficult, especially when it's for the future." Let's not forget the Product Managers, Marketing, Service team and, of course, the CFO. Everyone wants to take a nibble from you and there is no escape and no place to hide. When sales are down, it's always the salesforce that gets the credit (led by you)... and when sales are up, it's because of your people or a great product. So why do we do it? For many of us, the #1 reason is to see the development of our people.
Where do we turn to get help? Sure, there are 2-day management courses out there, but they don't understand the sales world. Besides, there are unique needs of most sales leaders, and how much can you take in through two days, anyway? These are the reasons we created this special coaching/development program called the Sandler Sales Leader Network.
We've taken 30 years of the Sandler Sales Process and coupled it with my 20+ years of managing and coaching salespeople and sales managers to create a forum and system to help bring the sanity back to Sales Leadership.
Read more below to see if/how we can help you.
Have confidence when adding members to your team.
Know who to look for in your industry.
Control how you spend your time to get the most value out of life.
Don't react, plan and act!
Constantly improve yourself and your team with reinforcement training.
Be a dependable leader for your sales team.
Don't fall short of your goals next quarter.
Details can slip through the cracks. Have a system that helps you measure and see the big picture.
Allow yourself to share tasks with others so you can focus on activities that demand YOUR abilities.
These sessions take place the first 3 Fridays of the month from 10:00-10:50. Attend as many as you like.
The agenda is as follows: 15 minutes of coaching from the participants. 30 minutes of a specific topic (see list below) 5 Minutes of Lessons Learned from the group.
Mark McGraw started using Sandler with his team in Corporate America and after 16 years, he left to coach and train full-time. He founded Sales Engine, LLC. after spending 17 years in the corporate world. He was a VP of Sales for a Fortune 500 company and has been a business owner for 10 years. Mark is a member of the esteemed Vistage group, sits on the boards for Adoption Discovery and The Place (a United Way Agency.) He is able to combine his business owner experience with a corporate career to increase profits and revenues. In 2017, Mark was selected by his peers to receive the David H. Sandler Award in recognition of his outstanding dedication, embodiment of Sandler principles and the spirit of founder David Sandler, as well as the Sandler network. Mark's professional goal is to help people see and achieve a higher vision for themselves.
John Rosso is recognized nationally as a business-development expert, specializing in executive-sales consulting and sales-productivity training as well as the best-selling author of Prospect- The Sandler Way. John is a dynamic, enthusiastic speaker who informs, entertains, and motivates presidents, CEO's, other senior managers and sales professionals.
More than 200,000 sales professionals have listened to John speak, and more than 95 percent rate his content and presentation of sought-after selling solutions the best they've ever heard. His authentic, real-world approach to the sales process speaks to visionary business leaders who want the freedom success brings.
In June 2015, John and Peak Performance Management received the Summit Award from Sandler Training, recognizing the company as the Number 1 Sandler Training facility out of 250 Sandler training centers worldwide.
Josh Pitchford is a valued consultant to our clients and member of the Sales Engine team. Our clients can always rely on him to share an energetic and insightful training experience. Josh's strong grasp on Sandler principles combined with his approachable personality allows him to be a trustworthy mentor and trainer. Josh joined the Sandler Team after spending most of the last 13 years in the golf industry. In his last position, he was responsible for the sales efforts of over 600 golf professionals that accounted for close to 80 million in golf instruction and equipment sales. Josh was able to produce those results in his previous position, by building a scalable system that was embedded in the Sandler principles. His understanding of the Sandler Selling System and abilities to coach the system are an uncommon trait in those that are new to being Sandler Trainers.
Some Sample Topics:
Discover the importance of having a systematic process for sales development. You'll understand the components of a successful selling system and the benefits of following a selling system.
Learn how to bond and rapport with prospects by applying the elements of the active participation and OK/Not OK principle. Use a Sandler tool called DISC that helps you understand different personality types, and how to interact with them for a more predictable outcome.
Have you ever left a sales call and not accomplished what you wanted? Have you ever had a prospect shut you down? Set the ground rules and achieve equal business status by using Up Front Contracts.
Prospects buy for their reasons, not your reasons, and not every prospect is qualified to become a customer. Go through the Sandler Pain Funnel Questions and Rules for Pain and get your next prospect to admit that THEY need YOU. After all- No Pain, No Sale.
Why do I need to learn how to ask questions? That's an interesting question. If we could show you that effective questioning helps move your prospect's decision forward, would you be interested in learning how to use these skills? Learn to Reverse, Dummy Up and Never Paint Seagulls.
Learn how to uncover your prospect's budget and how to effectively use the Monkey Paw. Find out if your prospect has the resources they need to implement your solution.
Focus on the importance of learning how the prospect makes decisions. This step is more than just finding out who the ultimate decision-maker is. It is about identifying and understanding all the aspects of their decision-making process, and whether or not those criteria work to your advantage.
After you close the sale, it is important to stick around and deal with 3 important factors in the Post-Sell step. Learn how to deal with buyer’s remorse, establish ground rules for the working relationship, and talk about future business and referrals.
Learn how your Behavior, Attitude, and Technique all play a role in the sales process. Don't let setbacks in the roles you play in day-to-day living affect your self-perception: learn more about the I/R Theory and how it can help or hinder your performance in sales.
Sandler Rule: You never have to like prospecting, you just have to do it. Do you have a prospecting plan? Do you follow it? Work on developing your 30 second commercial and learn to use a Cookbook to track your prospecting efforts.
Learn a comprehensive framework to use in developing a strategy for identifying indicators of appropriateness for a position as a means of screening candidates for final-round interviews and hiring decisions.
Link the elements of the Ideal Candidate Profile to the interviewing process and describe the manager’s role in structuring that process. Integrate information regarding each candidate’s fit to the position and apply decision-making models to arrive at final decisions.
Provide information about the communication process and ways to increase communication effectiveness. Learn three ways to promote your understanding of members of his team, and to explain how such knowledge can enhance productivity and professional growth.
Understand your role in the corporate training process. Be aware of a variety of approaches to mentoring and the benefits of each. Understand the mindset and purpose of coaching and the process needed to provide effective coaching. Use a systematic process for conducting performance reviews use the results to develop action plans for improvement.
Conflict among team members is inevitable, avoiding conflict contaminates effective team functioning, and managing conflict can harness the creative power of difference. Develop a conceptual frame of reference for viewing and managing conflict.
It is the manager's role to connect employee goals with the department goals to motivate employees to perform at optimum levels. Develop your skills as a motivator for your team.
Understand the impact of organizational change on employees and know how to use a systematic approach to facilitate change in your department.
Understand how to design, develop, and conduct effective sales team meetings.
Provide concepts for developing strategies for establishing and meeting territory objectives.
Be aware of the elements required to develop appropriate account plans for various classifications of accounts.
Identify the reasons, the objectives, and a process for providing field support to salespeople.
Learn that time is a non-renewable resource which must be carefully managed. Learn to identify and change your negative behavior patterns, especially those that interfere with managing people who report to you.
Director of Client Engagement, SignaturePRO Sports & Entertainment
Rob Vaka has been in the sales industry for 28 years, and he's seen a lot of training programs. He admits that he was "reluctant" at first, and thought his team would benefit most from Sandler. Watch as Rob reflects on the ways Sandler helped him reconnect with important sales principles, and how he and his team benefit from using the Sandler Process.
"Sandler training is working and I barely have a moment to spare. I can’t even begin to describe the difference in my sales life. I have control, I have confidence, and I have a measurable system. I’ve set more appointments with less calls than ever before. I’ve lost almost all my cold call anxiety. Being able to pick up the phone, dial a prospect, and not be afraid or feel like I have to ask permission to do my job - that alone is worth its weight in gold.
Sandler is the best buying decision I have ever made."
“When I was introduced to Sandler I didn’t think I had any problems,” he says. He did have problems, though, including the lack of a systematic approach to generating new business. “Sandler has a very logical, very cerebral approach to sales. I saw more than 20 percent growth in my business year after year. Some of that I attribute to the market, but a lot of it I attribute to the Sandler process, with me implementing it and working more efficiently.”
Members benefit from the collective pool of knowledge and experience. Get real-world advice on real-world problems.
Sales Leader Network meets three times monthly to suit our clients' busy schedules. Make-up missed sessions by watching recordings, review a topic, or explore Sandler materials with the included Sandler Online training platform.
Enrollment includes a consultation with a Sandler Coach to clarify any requirements or questions about the program. A distinguishing factor about Sandler is that our coaches make themselves AVAILABLE to clients.