Sandler’s physical presence in numerous locations enables it to offer its clients ongoing training, coaching and reinforcement in smaller chunks over a longer time period. This is different from other training companies that require that everyone flies in, participates in a one- or two-day seminar, and then leaves—hoping the training sticks.
Sandler’s franchisees focus primarily on smaller and mid-sized businesses located in the vicinity of its training centers. Sandler’s sales training emphasizes a consultative selling approach which they represent through an analogy of a submarine with multiple compartments, each representing a stage of the sales system. This consultative approach, local presence and continuous learning make Sandler a good fit for local and regional firms that offer professional and business services.
Sandler offers some wonderful case studies and testimonials, but most of these are located on the franchisees’ websites. Each franchisee will have his or her own strengths, expertise and industry experience. Ask for references not only of their best clients but also of clients who have recently gone through their program and can give you a true read on their satisfaction and success.
Sandler has been named to Trainingindustry.com’s “Top 20 Sales Training Companies” list every year since 2010. This is a strong endorsement from a very credible organization.
Sandler offers foundational and advanced selling skills programs, and sales management development programs.
The President’s Club is Sandler’s flagship sales training program. It is an ongoing program that helps salespeople and professionals fine-tune their sales methods, improve their performance and build their confidence. The President’s Club training addresses the three key areas necessary for long-term success in sales: Attitude, Behavior and Technique.
The President’s Club provides an environment of coaching, teaching and peer support. The program starts with a 12-week foundations course designed to introduce the Sandler concepts.
Sandler uses the submarine analogy mentioned earlier to represent its selling system stages:
Once students are familiar with these concepts, they are promoted to the advanced class where they can work on applying the concepts to close deals in their pipeline. Participants meet several times monthly for about a year, and focus on learning, developing and mastering new skills.
Most of Sandler’s training is live and instructor-led, and is conducted at one of their numerous training centers. They do offer Sandler Online, their eLearning platform. Sandler rightly positions eLearning as a reinforcement for what participants learn in the classroom. They also offer an iPhone app to enable participants to access learning reinforcement content conveniently from their mobile devices.
In addition to instructor-led training, Sandler offers a number of tools to reinforce training
Sandler offers a unique approach that is a great fit for certain organizations and individuals. Since it is a franchise operation, the quality and participant experience will be significantly influenced by your local franchisee’s experience. Take time to get to know them and the types of clients they serve to ensure they will be the best fit for you. If you have salespeople in locations that would be serviced by more than one franchisee, then you need to take extra care to ensure that everyone will be a good fit.
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