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Most Successful Business Sales Processes Revealed at www.sandler.com

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White Paper and Online Research Tool Detail Which Sales Training Efforts Result in Consistently Hitting Quota, and How Companies Stack Up

OWINGS MILLS, Md. (May 2, 2011) – What would you do to peer inside the walls of successful corporations to discover the most closely guarded secrets of their success? To be a fly on the wall in the executive boardroom, to find out how they consistently make and exceed their sales quotas, while other companies struggle to survive? Well, now you can.
Sandler Training, a global sales and management training firm, has made available at www.sandler.com a valuable report on a research study that provides a glimpse into what these ‘best-in-class’ companies do differently, plus the opportunity to participate in an interactive research assessment. This assessment provides companies with a scorecard that can measure how their process, approach, and technology stack up against those best-in-class companies, while identifying actionable recommendations for improvement if gaps exist.

The materials are based on an executive survey, Sales Training: Deploying Knowledge, Process and Technology to Consistently Hit Quota, which examined 835 organizations’ sales effectiveness, conducted by the Aberdeen Group in June and July 2010. The survey measured which companies exceeded their sales quotas, and identified the behaviors, philosophies, technologies and tactics that those companies have in common.

The report reveals that leading companies who use outside sales training have a 14.8 percent average year-over-year increase in revenue while increasing their deal size by 7.2 percent; while companies that do not use outside sales training show a 3 percent decrease in revenue, and decrease of 2 percent in deal size. The report also shows that the leadership of ‘best-in-class’ companies shares common core beliefs, such as:

  • Belief in the value of face-to-face sales training
  • Belief in ongoing reinforcement training
  • Belief in the value of training their entire organization on a common methodology to create a common sales culture
  • Commitment to investing in training for their distribution networks.
  • Commitment to collecting sales and management training assets and sharing the information via technology

“We’ve always known that Sandler Training’s methodology, our ongoing commitment to reinforcement training and coaching, provides our clients with the tools for success, and this study confirms it,” says David Mattson, CEO of Sandler Training.  “In fact, the research shows that Sandler Training clients are 70 percent more likely to outperform their counterparts in sales.”

“Sales training continues to represent an investment that companies retain as a ‘must have’ rather than a ‘nice to have,’ as the realization that an educated, focused sales team is tantamount to success, even during a questionably healthy economic cycle,” says Peter Ostrow, Research Director, Sales Effectiveness, Aberdeen Group, the report’s author. “While spending cuts have helped enterprises reduce their expenses, sales teams can refresh the gap between the bottom and top lines. Providing them with the processes, technologies and services to do so effectively remains the wisest strategy of all.”

The Aberdeen Group conducts primary research studies from a pool of over 500,000 panel participants. Aberdeen's research and analysis are conducted independent of outside influence with the findings based in a quantitative context through the interpretive view of trained analysts. The research provides specific insight by industry sector, company size, and geography, as well as by job role, business process and technology.

About Sandler Training Sandler Training is the leading provider of sales and management training, with over 250 licensed trainers throughout the U.S. and internationally. The company provides a full range of sales and management training programs, with powerful coordination and customization benefits throughout its extensive franchise network. Among its many achievements, Sandler has been awarded the #1 ranking for training programs in Entrepreneur Magazine’s “Franchise 500” nine times since 1994, most recently in 2010. The company website is located at www.aboutsales.sandler.com. ### For more information, contact: tledden@sandler.com

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