The success of our clients is what speaks volumes for us
‘We started working with Paul Sandford and Sandler Training North Hampshire in August 2015 and sold the business in Feb 2017.’
‘Before we started working with Paul and Sandler, there was no strategic plan, a lack of communication in the management team, engagement was poor in the company, there was a slower roadmap and this resulted in people leaving the business, declining revenue and declining GP against the growth forecast of the business that was put together. Hard to say but the business was stagnating.
We were worried that our salespeople couldn’t forecast, hit targets, gain sufficient new names, nor upsell efficiently. We were frustrated that our sales hiring was not producing salespeople who lasted more than 3 months. We had built a new Managed WAN Service which took sales resource out to deal with firefighting issues. We took our eye off from going out there and winning new business and confidence in the services reduced.’
What interventions did we take?
• Sandler conducted an employee engagement survey to engage what the staff felt about the company and the management team.
• Sandler identified and actioned development plans for strengths and weaknesses for job-specific competencies and behaviours for the management and sales teams.
• Sandler brought in management practices and we felt that there was transformation across the business.
• Sandler implemented a ‘common communication’ language for the sales process that was understood across sales, pre-sales, support and the leadership team.
• Sandler implemented a strategic plan which gave the business focus and identified the ‘rocks’ that needed to be removed every quarter
• Sandler supported the CEO with strategic coaching.
Results from working with Paul and Sandler North Hampshire
• Sold the business in Jan 2017 to Southern Communications, a major telecoms company
• 41% growth in new business
• Went from 28% forecast revenue accuracy to 98%
• There was far more open dialogue in the management team
• Employee engagement improved
• I felt that removing the ‘rocks’ was now a team effort rather than just down to me.
‘You have to stick with Sandler and do it because it changes habits.’
Perspicuity (Sandler UK Business of the Year)
Industry: Information Technology and Services
Ben Gower, of U.K.-based firm Perspicuity, shares how the company went from 15 customers to over 1,300 customers after going through Sandler training. The leader in Microsoft Office 365, which helps its customers get the most out of Microsoft technology, first came to Sandler for new sales techniques. “We fundamentally had to change the way we work,” says Gower in describing Perspicuity’s transition from consultative-type sales to transactional sales. “Sandler helped us remodel our sales function. We set the goal of being the number-one reseller in the U.K. for small and medium businesses, and we achieved that. In terms of results and outcomes, it’s an astonishing story.”
Jupp Castle (award winning accountants in Hampshire)
Industry: Chartered Certified Accountants
Building a structure for business growth.
Heather O'Reilly, Managing Director of Jupp Castle, talks about how Sandler UK consultant Paul Sandford, has helped her business build a platform for growth.
Field Training Services
Industry: Health & Safety Consultancy
Debbie Field, Director at Field Training Services Limited, explains how Sandler has helped her take control of her business.
"I would like to take this opportunity to thank you for the sales and leadership management training I have received to date through Sandler Training and immense thanks to yourself personally for your commitment to me as a business owner. The techniques I have learnt over the last year have allowed me to understand how to manage my business smarter and this has not only meant that working hours are more productive for me but also for staff because I am now in a better position to manage them and my business more effectively."
Focus 21 Visual Communications
Industry: Information Technology and Services
Assessments to understand your people. Jim Harwood, Managing Director at Focus 21 Visual Communications Limited, explains how Sandler has helped him better understand his team, using Staff Assessments.
Samuel Hoff, Executive Vice President of Sales and Marketing for Patti Engineering, talks about how his company’s sales more than doubled after Sandler sales training. “In 2007, we were a bunch of really good engineers and really bad salespeople; now we’re the same good engineers but we’re a lot smarter about the sales process.” In 2007 the company did a little less than $3 million in business and spent $1.10 for every dollar it made. Last year it did $7.5 million in business and spent 88¢ for every dollar it made. “My personal income is seven times what it was in 2007,” says Hoff. “That’s living proof of the success of Sandler.”
Industry: Financial Planning
Roy Cook, who works with Merrill Lynch to help clients strategize their retirement plans, explains his mindset when he started Sandler training. “When I was introduced to Sandler I didn’t think I had any problems,” he says. He did have problems, though, including the lack of a systematic approach to generating new business. “Sandler has a very logical, very cerebral approach to sales. I saw more than 20 percent growth in my business year after year. Some of that I attribute to the market, but a lot of it I attribute to the Sandler process, with me implementing it and working more efficiently.”
Health o meter
Ken Harris is Vice President of Sales and Marketing for Health o meter, which manufactures devices for the medical community. He describes his history with Sandler, which spans 15 years and four companies. “Sandler is the one process I’ve seen that puts customer behaviors and salespeople behaviors together to help the customer in a way that ends up helping the company.” Harris uses a sports analogy to describe the impact of a great system, whether in college sports or sales training: “In a college team, turnover is every four years by definition, yet dynasties exist because they have good systems. Sales is also a skill set that needs to be constantly honed and, for me, Sandler is the only method that provides that level of consistent and intimate training.”