Measurable Results
We validate the impact of our Sales Force Transformation Process by having a third party interviewer conduct detailed follow up with clients after training (30 days, 90 days and 180 days). Here are direct quotes from past reports. Included are results from the viewpoint of Executives, Managers and Salespeople from high tech companies.
Making New Reps Successful
"When I first heard about Sandler Training Institute, I was a little jaded. After meeting with Steve Kraner and his team… I took some additional time to audit a couple classes and then sat down and designed a custom program for our new team. What we put together was a succession of the Sandler Training modules that were each customized to fit the Oracle selling model and tools that we use. After 90 days in their territories, 80% of these new reps are now performing at or above quota. Our business has grown so much that we hired 12 new reps... We really believe in this program."
Mike Hewitt,
Director Federal Direct Marketing Division,
Oracle Corporation
Making Channel Partners Successful
"Some things about this consultative approach came to us right away…some are more difficult and require practice to master. Some are even counter-intuitive, but Steve asked us to keep open minds to give each technique a try…and so far he's been right in every instance. In two months, I estimate we have mastered about 20% of the Sandler Selling System and we have seen a gain of over 50%in our sales efforts."
Steve Reznikoff,
President of Micro Systems Consultants—a hardware/software
VAR specializing in alternative data input solutions.
Reducing Discounts and Turnover
"We picked several metrics to monitor the impact of the training - and we got results in those areas - like discounting which was reduced 17%. But we also saw results in one other area that was a surprise. Turnover in the sales force has been reduced by about 75% over the last 12 months, in the divisions that participated in the Sandler programs. It's making more of them more successful, sooner. It's providing a system that to which the managers can coach.
Amanda Cannon,
Senior Director of Sales Operations
—Network Associates, Inc.
Reducing Discounting
"Our challenge to Sandler was to reduce the level of discounting. The Sandler negotiating program resulted in deals closed the next week at margins higher than we had achieved before—and the customers were happier than those who paid less! In the six months since the program, we've seen the average discount across the organization move from 25% to 7%."
Jennifer Rowe,
Director of Training, McAfee Software
Reducing The Sales Cycle
"I wanted to take the time to say thank you. Recently I attended your High Tech Bootcamp—it was enjoyable and quite practical. When I returned to work I decided to test the Sandler method. I took a suspect/prospect out of my database and walked them through all of the steps and followed the High-Tech program. To my surprise it worked! I was able to fulfill all of the needs of my client and supply them with a product that would help them be more productive!
This sale was key to not only my success as a sales representative but also to the success of my company, because it was a sale of beta software and it was the largest sale of this new product. Finally, the reason why I felt so compelled to write you—I was able to finalize this deal in just under three months whereas your typical deal in this industry normally takes six to nine months. I feel it had everything to do with Sandler. Thank you Sandler Training!!!!"
Pete Mongeau,
Sales Representative, Firstwave
Reducing The Sales Cycle and Increasing Margin
"Our sales cycle prior to this program was 18 months, on average. The use of the system and the decision to make every effort to enter accounts at a higher level, has reduced that cycle—in the last 20 deals—to LESS THAN 60 DAYS! Discounting, in the mean time, is down 15% - an unexpected benefit."
Randy Atherton,
VP Sales, Kana Communications
Reducing Wasted Resources and Closing Sooner
"We used to get tied up in trials and proofs of concept that meandered for months and had our S.E.'s running from fire to fire. I left the training and the very next week used the concept of the ultimate contract with two channel partners. We called it a Pilot Plan, and I asked them to do it before I released resources. Both of those deals came in—one in TWO DAYS and the other in less than three weeks. Both came in at over $500K, this quarter and they would have never made it in this quarter if I hadn't tried this new approach."
Gregg Timmons,
Oracle
More Accurate Forecasting and Eliminating the 'Hockey Stick'
"Our team was transformed by the Sandler Selling System. We learned how to listen better to the customer, understand why people buy, and how to construct a crystal clear mutual agreement that guides the sales rep and the customer to close. This knowledge allowed us to shorten our sales cycles and spend our time on real business. One sales rep attributes his closing a $2M deal directly to the techniques learned in the Sandler training.
The thing that I really like about Sandler from a management perspective, is the ability to share a common sales language across the entire team. When reviewing our pipeline, we have a systematic way of understanding where the business is and where it needs to go. No more lighting candles and praying near the FAX machine at the end of the quarter for a few choice deals to come in. Business is identified and closed well before the last day of the quarter."
John Occhipinti,
Director Western Region for Netsales
at Netscape Communications
Closing the Big Deals
"What we saw in our sales force were people who were very good at working a product-oriented deal. What we needed were people who could understand the customer's needs and then put together a complete solution for the customer. One of the reasons we selected Sandler as our framework is that it provides one common language for everyone. We started the transformation in Q4 of 95. In an eight-week period, 260 people in the North American field force completed Sandler's High Tech Sales Bootcamp.—In 1995, we did three deals which had a product value of $1M or greater. In 1996, we did 17 deals of $1M or better in product. In 1997 we are on track to do a minimum of 35 $1M+ deals."
Dave Malmstedt,
Vice President the Americas,
Candle Corporation
Anecdotal Testimonials
Steve,
Just quick thank you for the great learning experience last week.
I came away with lot's of new and useful techniques that I will be applying in my sales efforts here at RCS.
I was also very impressed with your proficiency, level of skill and good manner.
Warm regards,
Frank T. Cammarata
RCS
"Hello Steve,
I thought I would touch base with you quickly to thank you for the exemplary training session you held for our World Wide Sales force of approximately 400 on Sunday March 10 in Toronto. We were looking for a dynamic presentation that would merge our core business proposition and our current selling methodologies with a strong negotiation training message. We were also looking for someone who could do this in an entertaining yet highly effective manner, something all Sales personnel would remember and utilize in their day-to-day selling.
Your presentation met all the above expectations, and then some.
We have received nothing but positive feedback regarding your 3 hours with our field staff. They have taken your message and have commented to us that your presentation was not only a good "fit" for our selling methodology, but was an excellent balance between the theoretical and the application of theory into real-world situations.
Our extended Service, Marketing and other groups within our corporate organization that watched your presentation have also commented that in their opinion the training was excellent and directly applies to their organizations as well.
It was truly a pleasure to meet you and work with you on this effort. It should be said that your session has been identified as the favourite of all the Sales Training breakout tracks we provided over the length of KickOff.
We are currently undergoing our review for the entire event, and I look forward to hopefully working with you again in the near future."
Sincerely,
Geoff Bailey
Sr. Manager, Marketing Strategy and
Sales Support, COGNOS
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