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Blog Post
BWA’s S.M.T.E. attracts Leadership to Milton Thursday, February 7th the BWA hosted its Sales Management Training Event with award-winning sales trainer and President of Sandler Training Milton, Andrew Wall. Though the weather was challenging, many attendees made the trek to explore the multi-faceted aspects of leading sales teams. Do your sales teams have best practices systems in place? What measurables are you currently using? How is performance evaluated and what are its comparables? Andrew Wall provided a hands-on, interactive training session that explored these topics and much more. Andrew Wall leading breakout sessions with a hands-on approach... read more →
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By Andrew Wall, Sandler Training Milton As a professional development expert, I get asked all the time how do I know how to help my staff? Well good news, it doesn’t have to be so hard. The Devine Inventory provides an Employee Lifecycle set of products that turn Managing and Leading your people into a Science vs an Art Form. Good news! As you are looking for B+/A Players during your recruiting efforts, Devine has pre-hire reports that evaluate a person’s behaviors. These behaviors are grouped into competencies and specific competencies are required for a position. Devine literally has hundreds... read more →
Blog Post
By Andrew Wall, Sandler Training Milton As a professional development expert, I get asked all the time how do I know how to help my staff? Well good news, it doesn’t have to be so hard. The Devine Inventory provides an Employee Lifecycle set of products that turn Managing and Leading your people into a Science vs an Art Form. Good news! As you are looking for B+/A Players during your recruiting efforts, Devine has pre-hire reports that evaluate a person’s behaviors. These behaviors are grouped into competencies and specific competencies are required for a position. Devine literally has hundreds... read more →
Blog Post
By Andrew Wall, Sandler Training Milton Not all customers are created equally. You have probably heard of Pareto’s Law or the 80/20 rule. In sales, 80% of your revenues will come from 20% of your customers. Companies need to analyze these 20% customers to understand the demographics and psychographics of these “sweet spot” clients and then identify prospective companies that look similar. Demographic markers can include the number of employees, number of offices, revenue per year, and their location relative to your company. Psychographic markers may include a willingness to use external experts. Once you have identified these important prospect characteristics, you... read more →
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By Andrew Wall, Sandler Training Milton Success in sales is reserved for the motivated people who enjoy representing their company’s products and services. Remember when you were a kid getting up early and bugging your parents to drive you to the ice rink or dance hall? Nobody needed to motivate you. Successful sales people enjoy the thrill of the chase, the hunt of the kill and the long-term relationships that follow. As Sales Leadership, your job is to discover your sales staff motivations and link them into your company’s goals. Here is a crazy idea, ask them why they enjoy... read more →