Building A World-Class Sales

Organization

PRESENTED BYDAVE MATTSON

CEO, SANDLER TRAINING@Dave_Mattson

SANDLER – WHO WE ARE 31 Countries 265 training Centers providing 475,000

hours of coaching and training each year Experts in:

Leadership Sales Management Sales Customer Service

1. CREATE A SALES CULTURE BY CREATING A SALES TEMPLATE

Common process Publish it Manage to it Tie to CRM

2. CREATE A PLAYBOOK FOR SUCCESS

Identify the key situations in the sales process

Create scripts based upon the situations

Training and coaching the tool

3. MAKE YOUR SALES FORCE SELF- SUFFICIENT THROUGH REHEARSAL

People retain 90% of what people say and do

Makes the employee stronger and more effective

Steps to role play

4. CREATE COACHING SCENARIOS Top Ten coaching tracks

Negotiating margins away No clear next steps

5. CHANGE BEHAVIOR THROUGH DEBRIEFING

Valuable to the manager Good evaluation tool Sales funnel management

Learning tool Select important questions and

print them

6. ATTRACTING AND HIRING GREAT PEOPLE

Determine your success profile Systematize the process

Success Profile

SEARCH Job Profile

Interview Questions

Assessment

Hiring Onboarding

7. PROPERLY ON-BOARD EMPLOYEES

New employees are large investments ($100,000+) Need to get them up-to-speed in an organized

manner Day-by-day printed activities and agendas Find out what is being taught, and who is teaching TEST their knowledge

What’s important

When they need to know

Sample of greatness Test it

8. CREATE PROSPECTING PLANS AND FILL THE PIPELINE

You need to feed the funnel Focus on active sources Culture of accountability

BONUS: LinkedIn The Sandler Way

LinkedIn referrals as part of your Prospecting Plan

Ask for introductions Have a goal Make it easy

Complimentary download: www.sandler.com/linkedinsecrets

THANK YOU!

Get a free Sandler TrainingSession with a local trainer:

www.sandler.com/freesession

PRESENTED BYDAVE MATTSON

CEO, SANDLER TRAINING@Dave_Mattson