Introduction to Sandler Generic Overview
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Transcript of 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
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
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
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
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!
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
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.
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
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…
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
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)
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
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
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
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
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
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
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
Sandler Enterprise Selling (SES)
Sandler Training’s Consultative Selling Model
• Complex Deals• Team Selling• Team Buying• Growing Wallet Share
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
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
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
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
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
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
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
Sandler Online – Cornerstone LMS
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
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
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
• 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
© 2015 Sandler Systems, Inc. All rights reserved. Sandler and S Sandler Training (with design), are registered service marks of Sandler Systems, Inc.
The Buyer Seller Dance
Contact information: Dick Swart E:[email protected]:+31(0)6 140 266 25