This was an introductory program to the Sandler Sales Training Methodology and System for a group of Sales Leaders.

1. Driving Sales
Performance
© 2013 Sandler Systems, Inc. All rights reserved.

2. Sales activity without results
Lots of quotes that do not turn into new business
Lost leads
Lots of time spent doing demonstrations
Hot leads turning cold
Losing customers
Others?
Common Challenges Faced by Our
Customers
Symptoms of Sales Issues–
© 2013 Sandler Systems, Inc. All rights reserved.

3. Only 52% of salespeople can access key players
40% of salespeople can’t understand customer pain
Almost ½ of all sales teams don’t have a playbook
50% of all sales go to the first salesperson to contact the prospect
(insidesales.com)
The average cost of customer contact via phone is $33.11 and via field call is
$276.48 (salesforce.com)
In 2007, it took an average of 3.68 calls to reach prospect, today it takes 8
attempts. (TeleNet & Ovation Sales Group)
91% of small businesses believe their sales team is selling SIGNIFICANTLY
less than they should (CEO Focus owner survey 2013)
55% of all salespeople should be in another profession (Ovation Sales
Group)
When pursuing a “Qualified Opportunity” 17% win <25%
 37% win <50%
 46% win >50%
Common Challenges Faced by Our
Customers
Sales Team Issues–
© 2013 Sandler Systems, Inc. All rights reserved.

4. 67% of sales professionals do not attain individual quota
 23% of companies surveyed don’t even know if their sales force achieves quota or not
54% of companies have the foundation of a proven sales system
 For the remaining 46%, the problems typically stem from a marketing issue
91% of business owners feel like they under-invest their time in Sales
Management
 Over 90% of business owners DISLIKE sales management
Over 50% of sales managers are “too busy” to train and develop their sales teams
(salesforce.com)
The “best” sales reps are 250% better at qualifying leads
Poor hires account for 80% of turnover rates
Average return on a sales manager earning $75k or less was $0.58/dollar vs.
managers earning $150k or more was $1.52/dollar. (insidesales.com)
Common Challenges Faced by Our
Customers –
Sales Management Issues
© 2013 Sandler Systems, Inc. All rights reserved.

5. Assume closing ratio of 40%, 15 appointments per week, 3-4 sales, 9 no sales
Average gross revenue per sale, $1,000
Lost revenue per sales rep per week, $9,000
10 reps, that’s $90,000 in revenue per week
52 weeks, that’s $4,680,000 in one year
Cost to Fix
© 2013 Sandler Systems, Inc. All rights reserved.

6. Can’t afford to hire a true “Sales Pro” and they don’t
know how to create a sales process
Average sales manager will cost SMB
$182,408/year and a Superstar will cost over
$250,000
Cost to Fix
© 2013 Sandler Systems, Inc. All rights reserved.

7. Before
© 2013 Sandler Systems, Inc. All rights reserved.
After

8. 8

9. 9

10. 10

11. Sandler Core Competencies
Consulting
Training Reinforcement
• Online Tools
• Conference Calls/Webinars
• Podcasts
• Audio/Video
• Global Training Centers
• Individual and Team Coaching.
• Professional Sales Development
• Management Development
• Leadership
• Customer Care
• Developing and Managing Large
Opportunities
• Strategic and Tactical Planning
Sessions
• Auditing and Editing Existing
Content and Training Programs.
• Complete On-Boarding Programs
• Assessments
© 2013 Sandler Systems, Inc. All rights reserved.

12. Sandler Principles of Successful Training
Simplicity
• Increases Adoption
• Simplifies Application
Customization
• Personalized World
• Relevance
Sustainability
• Avoid Flavor of the month
• Leverage and Protect
Investment in Training
Consistency
• Content
• Facilitation
Management buy-in and supported by…

13. Phase 1.
Discovery
Phase 2.
Design
Phase 3.
Delivery
Phase 4.
Reinforce
Customized Programs
1. Discovery Phase
(Understand Organizational Culture and Process
 Assess team members (management and sales)
 Interview team members
 Ride-along/observation sessions
 Integrate Product Content
2. Customization/Design
 Program Agenda
 Materials
 Reinforcement options.
 Pilot Program
3. Delivery of Program
 Instructor-led
 Professional Development
 Virtual Training Classroom
 Local Sandler Training Center
 Coaching
 Ambassador Program
4. Reinforcement
 Sandler Online
 Monthly Sandler Briefs
 Webinars/Conference Calls
 Audio
 Text Books
 Manager Meeting Plans
 Sandler Certification
 Access to local Sandler Training Centers
 Ambassador Program
© 2013 Sandler Systems, Inc. All rights reserved.

14. SANDLER CERTIFICATION
PROGRAM
© 2013 Sandler Systems, Inc. All rights reserved.
• Gives “salespeople” more confidence
“President’s Club Member”
• Becomes a Common Language
• “Sticks”
• Internal Ambassadors
• KNOWING IT
BRONZE
• APPLYING IT
SILVER
• OWNING IT
GOLD

15. Sandler Success Triangle
Attitude
Behavior Technique
•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’s
leaders 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.

16. 1. Bonding &
Rapport
•Establish the
Relationship
•Build Trust
2. Up-Front
Contracts
•Setting
Expectations
•Taking and
Maintaining
Control of the
Sales Process
3. Pain
•Quaify the
opportunity
•Understand
needs.
•Define
impacts.
4. Budget
•Is budget
available? (time,
money, and
resources)
5. Decision
•Understand
how decisions
are made.
6. Fulfillment
•Present the
solution that solves
the clients
challenges and pain
7. Post-Sell
•Close and secure the
deal
•Establish the path for
future business
The Sandler Selling System®
Methodology
Winning the opportunity occurs
between Steps 1 and 5
© 2013 Sandler Systems, Inc. All rights reserved.
Pre-Call & Debrief Planning, Preparing, Prospecting

17. $800/month per sales rep, 14-month program in total
 2-hour weekly training
 GAP Analysis included
 Return-On-Investment Analysis included
$200/sales rep one-time fee for DISC/Divine Assessment
$800/month per sales manager, 14-month program in total
 3-hour monthly training
 individual 1-on-1 one time per month
 Return-On-Investment Analysis included
$200/manager one-time fee for DISC/Divine Assessment
On-site training
 $1500 for ½ day
 $2500 for full day…or multiple day discounts as discussed.
Pricing
© 2013 Sandler Systems, Inc. All rights reserved.

18. • …is the recognized global leader in
corporate training and development.
• …has over 40 years of proven
success and continued growth.
• …embraces technology, blending
instructor-led classroom training with
web-based reinforcement.
• …has 260 training centers and over
500 trainers world-wide.
• …is a proven sales and sales
management process, methodology,
and culture which keeps the
salesperson in control of the
buying/selling process.
Sandler Training…
Consulting
Training Reinforcement
© 2013 Sandler Systems, Inc. All rights reserved.
Over 92,000 hours trained in
2013