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Blog Post
Has your company been chasing rabbits while reaching for elephants in sales? Are you meeting with your team regularly, and is it producing the optimal results you want for your sales? On March 26, 2021, the WMCO hosted, in partnership with President of Sandler Training Milton Andrew Wall, our Sales Management Workshop – An Operational Export Readiness Series event where sales managers and owners workshopped to increase the success of their sales teams. Well designed or undesigned? The WMCO sales management training event was an exercise in managing your sales team's success by ensuring they have a well-designed sales process....
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Blog Post
When it is time to build your pipeline of prospects, what is a common challenge that comes to mind? Is it the struggle of cold calling? Is it sharing information and then your prospect "runs and hides" with their quote? Or are you focused on growing your sales to new heights? On March 4th, we hosted in partnership with Sandler Training Milton our Selling Skills for the 21st Century training workshop – An Operational Export Readiness Series event. Key trainer, Andrew Wall President of Sandler Training Milton, began the workshop by having the attendees review their common sales practices and...
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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...
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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...
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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...
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Blog Post
By Andrew Wall, Sandler Training As a kid growing up, I constantly heard on Sunday to “treat others the way I wanted to be treated”. In Canada, this can get some people into very hot water. I happen to be a part of the 8% of Canadians that want brief, bullet point conversations about the big picture only. Whether you are a Business Leader, Manager, Employee or Sales Person, developing and maintaining successful relationships in business and life is crucial. I have a secret…cheat! You can learn about the four-model communication and decision-making theory called D.I.S.C. Successful business people are...
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Blog Post
By Andrew Wall, Sandler Training As a kid growing up, I constantly heard on Sunday to “treat others the way I wanted to be treated”. In Canada, this can get some people into very hot water. I happen to be a part of the 8% of Canadians that want brief, bullet point conversations about the big picture only. Whether you are a Business Leader, Manager, Employee or Sales Person, developing and maintaining successful relationships in business and life is crucial. I have a secret…cheat! You can learn about the four-model communication and decision-making theory called D.I.S.C. Successful business people are...
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Blog Post
By Andrew Wall, Sandler Training Milton Do you remember when your business was quite young, you had few staff and sales resulted from your own successful efforts? Then success happened, and you slowly and continuously added more staff and today your sales team is working hard but not accomplishing your growth goals. Sound familiar? It is not too late…let’s get started! Successful companies have a Sales Growth Strategy that the team collectively created and energetically is executing. Knowing who are your best customers helps you to focus your prospecting efforts on more of these great clients. Believing in best practices, you invested in...
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Blog Post
By Andrew Wall, Sandler Training Milton Do you remember when your business was quite young, you had few staff and sales resulted from your own successful efforts? Then success happened, and you slowly and continuously added more staff and today your sales team is working hard but not accomplishing your growth goals. Sound familiar? It is not too late…let’s get started! Successful companies have a Sales Growth Strategy that the team collectively created and energetically is executing. Knowing who are your best customers helps you to focus your prospecting efforts on more of these great clients. Believing in best practices, you invested in...
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Blog Post
By Andrew Wall, Sandler Training As the President or Business owner are you "Too Loyal" to your staff or is your staff "Too Loyal" to you? Ask yourself…are your best employees leaving for better opportunities, are you struggling to accomplish your tasks, projects, and goals on time, do new employees come and shortly leave? If you answered yes to one or more of these questions you are accepting Staff Mediocrity. Successful and growing companies require B+/A Players to fuel the growth. When you grow and develop your staff into B+/A Players or adopt a B+/A Player recruiting mentality, your business becomes more profitable. Stronger...
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