Industry & Insights - Walsh College & Sandler Training

Summary

In this engaging discussion, Eric Van Djk from Walsh College interviews Eric Meyer of Sandler Training, delving into the organization's focus on performance development through sales and leadership training. Meyer shares insights into the three main client categories Sandler serves: individuals in sales roles, small to medium businesses, and larger organizations seeking to re-engage with continuous training. He also discusses his personal journey to Sandler Training and the upcoming partnership with Walsh College, highlighting the benefits of their 10-week foundational sales methodology program. Meyer emphasizes the importance of investing in one's personal development for success in sales and provides actionable advice for early-career professionals.

Takeaways

• 🤝 Sandler Training is a performance development organization specializing in sales and sales leadership training.
• 🎯 They cater to individuals in business development or sales roles, small to medium-sized businesses, and larger organizations needing to re-engage continuous training.
• 🔍 Clients often fall into one of three categories: individuals seeking external support, small businesses with a gap in founder's knowledge transfer, and larger organizations that have lost touch with their sales training programs.
• 🛤️ Eric's professional journey began with an entrepreneurial interest, leading to a dock installation business in college, and later, a role in the financial industry where he discovered his passion for sales and training.
• 🌟 Sandler Training pairs Eric's love for selling with his interest in training and developing people, leading him to a fulfilling career path.
• 🤔 The partnership between Walsh College and Sandler Training offers a program teaching the foundational framework of Sandler's sales methodology over 10 weeks.
• 📈 The program aims to provide a functional selling framework, addressing the issue of 'winging it' without a structured approach in sales.
• 📚 Continuous learning and development are emphasized as crucial for professionals in revenue generation roles.
• 📈 The 'Success Triangle' principle of Sandler Training focuses on behavior, attitude, and technique as key components of effective selling.
• 🚀 Investing in oneself through skill-building programs is advised for early career professionals to accelerate growth and avoid future pitfalls.
• 🔗 Eric recommends following him on social media for valuable content and tips on sales and professional development.

Q & A

What is Sandler Training focused on?

Sandler Training is primarily focused on sales training and sales leadership training, providing performance development for individuals and organizations.

What types of clients does Sandler Training work with?

Sandler Training works with individuals in business development or sales roles, small to medium-sized businesses, and larger organizations that may have lost touch with their sales training programs.

How does Sandler Training help individuals without support from their organization?

Sandler Training provides these individuals with external support, third-party feedback, ongoing training reinforcement, and helps them grow and develop their sales skills.

What challenges do small to medium-sized businesses face regarding sales according to the transcript?

Small to medium-sized businesses often face a gap between what the founder has learned and their ability to transfer that knowledge to others, leading to a lack of a defined sales process and difficulty in scaling up the team.

What is the issue with larger organizations that Sandler Training aims to address?

Larger organizations may have lost touch with continuous training and development, having wound down their training programs from a decade or more ago, which Sandler Training seeks to re-engage.

How did Eric's early experiences influence his career path?

Eric's early experiences with entrepreneurship, such as running a dock installation business in college, and later working at Quicken Loans where he was exposed to continuous training and development, led him to his current role at Sandler Training.

What is the success triangle principle used by Sandler Training?

The success triangle principle used by Sandler Training consists of behavior, attitude, and technique, focusing on the right activities, belief systems, and the tools to overcome mental roadblocks in selling.

What does the Sandler sales methodology program offer?

The Sandler sales methodology program offers a foundational framework for selling, delivered in small segments over 10 weeks, providing participants with a functional and replicable approach to sales.

What advice does Eric give to someone early in their sales career?

Eric advises early career professionals to invest in themselves by finding programs that provide skill sets and continuously building their toolkit for better performance in their sales roles.

How can one benefit from following Eric on social media?

By following Eric on social media, particularly LinkedIn, one can gain access to valuable content and tips related to sales, training, and professional development.

What is the partnership between Walsh College and Sandler Training?

The partnership between Walsh College and Sandler Training involves offering a program that teaches the foundational framework of Sandler's sales methodology, with classes starting in April and enrollment currently open.