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Matt Nettleton | Indianapolis, IN
 

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Methodology

Odds are you have never heard of Jennifer Crow – but you should definitely know her story. She’s a Sandler practitioner like no other.

 

Recently, I made a prospecting call to a Director of Sales for a large local sales force. I introduced myself and we talked briefly about how I ended up calling him. He finally stopped the conversation and told me that he was not interested in using Sandler Training because he already had a sales process that he used from a fairly large competitor. 

Companies have a systematic approach to complete almost every task; from the production line to accounting and payroll. Companies rely on clearly defined ways to get the job done effectively and efficiently. There are some areas of organizations that are commonly left to play by their own rules; like the sales and business development departments. Management exclaims, "go get 'em; bring in some new business! We believe in you!" In the current competitive and entitled market, the fly by the seat of your pants sales team almost never achieve the results they are looking for.

Imagine if there was no order. No procedures, no systems, no processes and no checks and balances. Chaos!? More than likely. People would be playing by their own rules and would be unpredictable at best. Without systems and processes we would be flying by the seat of our pants, with no clue as to what's going to happen next or how to figure out when things go wrong.

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.