Industry & Insights - Walsh College & Sandler Training
Summary
TLDRIn 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.
Outlines
🤝 Introduction and Overview of Sandler Training
The first paragraph introduces the discussion between Eric Van Djk and Eric Meyer, highlighting Sandler Training as a performance development organization focused on sales and leadership training. It outlines the three categories of clients Sandler Training works with: individuals in sales or business development roles, small to medium-sized businesses, and larger organizations looking to re-engage continuous training and development. Eric Meyer shares his professional journey, from his early interest in entrepreneurship to his involvement with Sandler Training, emphasizing the value of combining sales and training.
📚 Walsh College Partnership and Program Benefits
This paragraph discusses the partnership between Walsh College and Sandler Training, offering an opportunity for individuals to learn Sandler's foundational sales methodology. The program is designed to be completed over 10 weeks, providing a framework for selling that addresses the common issue of 'winging it' in sales. The benefits include a structured approach to sales, enhancing the ability to replicate success and correct course when needed. The success triangle principle of behavior, attitude, and technique is introduced, emphasizing the importance of each aspect in the sales process.
Mindmap
Keywords
💡Sandler Training
💡Sales Methodology
💡Performance Development
💡Entrepreneurship
💡Revenue Generation
💡Continuous Learning
💡Professional Journey
💡Sales Framework
💡Success Triangle
💡Invest in Yourself
Highlights
Sandler training is a performance development organization focused on sales and sales leadership training.
Clients of Sandler training fall into three categories: individuals in business development or sales roles, small to medium-sized businesses, and larger organizations.
Individuals seek Sandler training for support in their revenue responsibility and lack of internal training and coaching.
Small to medium-sized businesses often have a gap between the founder's knowledge and the ability to transfer that knowledge to others, which Sandler training helps bridge.
Larger organizations may have lost touch with their sales training programs from a decade or more ago, and Sandler training helps re-engage continuous learning and development.
Eric's professional journey began with an interest in entrepreneurship and a dock installation business during college.
Eric's mentor at Quicken Loans emphasized the importance of training and development, sparking his interest in Sandler training.
Sandler training pairs Eric's love for selling with his interest in training and developing people.
The partnership between Walsh College and Sandler training offers a program to learn the foundational framework of Sandler's sales methodology.
The program is designed to be delivered in small bites over 10 weeks.
The success triangle principle used by Sandler training includes behavior, attitude, and technique.
The program helps participants develop a functional framework for selling, providing structure and replicability.
Eric advises young professionals to invest in themselves early on to build a toolkit of skills.
Continuous learning and reinvestment in oneself is crucial for growth in a sales career.
Eric is a good follow on social media for great content on platforms like LinkedIn.
Information about the partnership program can be found on walsh.edu.
Transcripts
anyone who's participating in this
program will walk away with with a
functional framework for how to
sell hi everyone I'm Eric Van djk here
with Walsh college and today I'm joined
with Eric Meyer over at Sandler training
Eric thank you so much for being here
Eric thanks for having me absolutely
Eric with a K should we acknowledge that
and just start there two Erics with a K
you don't see it too often no no very
rarely very rare very rare um so can you
tell us a little bit about Sandler
training yeah absolutely kick it off
here so Sandler training is a
performance development organization uh
primarily focused on sales training
sales leadership training so a lot of
the clients that we work with Eric they
they kind of come in one of three
buckets so you've got individuals who
are you know good at what they do they
might be in some kind of Business
Development or sales role they're
responsible for revenue and they're
they're in an organization or they're
you know you know an individual
contributor they don't have support uh
in terms of training coaching
development the company that they work
for and so they'll work with us to you
know just get that support right a
little bit of outside thirdparty
feedback ongoing training reinforcement
we help them grow and develop then
you've got this uh kind of middle small
business mediumsized business companies
we do a lot of work with with those
individuals and those organizations in
that case uh often there is a there's a
gap between what the founder has learned
to do right and their capacity and and
ability to transfer that into others
sure so they're kind of missing this
process and we come in we we add a sales
process methodology that often will map
up to a large degree in what they've
figured out just through trial and fire
right and so then they can scale up
their team through that we help with
onboarding we can really kind of grow
that business uh and then you've got the
the third structure which is more of the
larger organizations usually in those
cases they've just they've lost touch
with something that they probably put a
heavy focus on at some point so maybe
decade ago 15 years 20 years ago they
had some kind of training program where
they developed a lot of their you know
their sales people who are now the sales
leaders but then they wound it down and
they kind of lost touch with it and so
we come back in there to re-engage the
idea of ongoing continuous training
Learning and Development okay yep that's
great that's great so um obviously I
know you're a local guy as well um can
you talk a little bit about maybe your
professional journey and how how you got
involved with Sandler what led you to
the current spot you're in so you want
me to go all the way back sure uh sure
yeah so if I go you know back to
preol I I always liked the idea of
Entrepreneurship I thought that was kind
of interesting um I don't come from a
family of entrepreneurs but somewhere I
just connected with it it felt like
something that I might want to do later
on in life didn't know how to do it
right or how to get into it uh one of
the first cracks at it was a dock
installation business that a couple
buddies and I ran in uh in college where
we didn't really do anything other than
just put some flyers together and go
pepper a lake over in West Michigan and
see if anyone was willing to let us go
weit out into frigid water in April and
put some docks in sure so we did that
and we we took them out later on and
made some good money and that kept us
from having to work in a restaurant all
summer and so that was kind of the first
crack at it then you fast forward uh
when I got out of college I started with
quick and Loans which is now Rock and
when I was there that's that's kind of
the story where it really starts me on
the journey to Sandler I had a mentor
there who ran the training and
development part of that business and
they they put a heavy focus on training
and development right everyone that came
in went through deep programs continuous
ongoing training there and I would go
down and help out with some of the uh
new hiring and and onboarding there and
at that time this was you know 2002 to
2007 we added thousands of new employees
to that company so uh that was always
going on anyway fast forward uh ended up
leaving there in and uh got into another
business with uh some friends that I had
from quickin did that for two years and
just kind of took a pause and i' I'd
been lucky enough to do okay at that
point um my wife had a job and and I
came home one day and said H I think I
need like a couple of months I'm going
to do like a just kind of walk about and
figure out what I want to do with the
rest of my life right reset yeah so that
was I was
27 and uh I just randomly got connected
to Sandler it it just kind of showed up
as I was looking around for different
businesses and I was trying to figure
out did I want to try to buy a existing
company did I want to try to develop
something purely from scratch and
somewhere along the way I bumped into
Sandler and I was reminded of what id
always loved on one side selling I just
always enjoyed selling for whatever
reason um but then training and and
developing people uh and for my time and
quick and that was always interesting so
with Sandler I was able to pair those
two together and uh I started to
in
2010 got it I know I talked with Sheila
Troy chamber obviously is here C on
campus now um and she tells the story
about how you you were one of the first
members that she had signed up for the
chamber with her so she's she's loved
your journey too and and we've talked a
little bit about that in the past so
that's awesome thank you for sharing
that no no worries 14 years later right
still here yeah that's amazing that's
amazing uh one of the more exciting
announcements that we've had here at
Walsh College in the last few months is
the partnership that we will have with
you guys um and so if you're able if you
could kind of give our audience a little
bit of insight on on what that program
is and maybe talk through you know some
of the benefits of what that can help
them with yeah so the uh the program is
really it's an it's an opportunity to
come in and learn the the foundational
framework of what Sandler is as a sales
methodology and it's designed to be
delivered in small bites know once a
week over what do we like on we doing it
for 11 weeks or 12 we uh 10 weeks 10
week okay 10 weeks so so over 10 weeks
right and U you know really it solves
the problem that I think a lot of people
who are responsible for Revenue
generation we call it sales people right
but it's not always salese you could
have professional uh service providers
you could have entrepreneurs I mean
there's there's a responsibility to
drive Revenue you are technically a
salesperson to some degree right even if
you're tile in job isn't that but it's
to give these people a framework for
selling and without a framework for
selling I think what you find is the
framework has been winging it and that's
that's only going to work when it works
uh when it's working well you don't know
how to replicate it when it's not
working well it's very difficult to
course correct it so anyone who's
participating in this program will walk
away with with a functional framework
for how to sell okay yep that's great
that's great yeah we're very excited you
can find out some more information about
that on our website um the classes for
this program start in April so we are
enrolling now for this offering so thank
you so much for for that partnership can
I share a little more on that sure
absolutely you know one of the things
that's also probably important is uh
there's this this principle we use
called the success triangle Eric and
it's a behavior attitude and technique
so if you can think about three points
around a triangle and the the selling
framework part is there's a lot of
technique in there you know what do you
say how do you say some of that stuff
but we also spend a fair amount of time
on the behavioral component which is
often really what's missing what are you
supposed to do right so like what are
the activities that put people in front
of of their ideal potential clients
what's that process look like how do you
build those plans and then the a piece
is attitude and attitude is really about
belief systems so you know how people
see themselves conceptually um you know
what are the thoughts that they have in
their head we call them head trash right
often there's a you know some kind of
Roadblock there that's keeping people
even though they know they're supposed
to do something for being able to do it
yeah and working through that and having
a good toolkit to work through that is a
key component to that program too
awesome awesome very helpful information
I know we're we're very excited about
that we've got a lot of interest in that
program even in the last couple weeks
since we announced it so should be
should be awesome for us thank you so
much yeah thank you guys I'm excited for
the partnership yeah
absolutely um many of you maybe know
this already but Eric is a good follow
on social media he has a lot of great
content that he puts out there on
LinkedIn and other other platforms so
make sure if you can you can find him
and and follow him I'm sure he'll pick
up some great tips I wanted to ask you
what would be uh for someone who's Maybe
early on in their sales career or entry
level career that in in any one of these
positions that you could uh suggest to
them um you know maybe a tip or two to
kind of get them off on the right foot
in that in that Arena yeah um you know
it's going to sound self- serving so I
don't mean it to but in invest in
yourself right if you're not if you're
not going to invest in yourself quickly
uh you'll find yourself doing it later
on in life after you've failed off to
enough to realize that it's probably
something to do so the best advice I
could give to a you know young
professional trying to figure out how to
get at the top of his or her game find
programs to invest in that give you
skill sets that allow you to build that
tool kit um sure and and just re repour
into that as often and frequently as you
can the better you get the better you
will find yourself awesome awesome great
advice well thank you so much uh we
appreciate the partnership again if you
have any uh questions or interest in
this you can find the information on
walsh.edu um and we'll share it in the
post as well so for thanks so much
appreciate it yep have a good one you
too thank
you
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