To provide critical insight and direction to organizations worldwide, Sandler Training, the largest sales, management and leadership training company in the world, has created the new Sandler Research Center. Our primary objective is to explore the dynamics of selling today, tomorrow, and into the future. We believe that this truly international initiative will deliver impactful research to the global sales community via the most relevant data available.
Our inaugural survey, “The Essential Components for Sustaining Overachieving Sales Performance” focuses on what we believe are the 5 critical elements that drive success within a typical sales environment:
Strengths of Sales Leadership
In most organizations, the role of the sales manager has become pivotal. They are, after all, driving the sales team, which is the company’s engine room. The primary objective of a professional sales manager needs to be: “To achieve consistently superior results through the performance of every key individual.”
Current Levels of Sales Achievement
It has been widely reported and discussed that for the past 5 years, sales achievement levels have been decreasing year by year. In fact, the number of frontline sales professionals who met their number in 2018 was less than 50%. We are seeking to identify and understand what needs to be done to arrest this alarming decline.
Successful Utilization of Sales Technology
Over the past few years, we have witnessed huge investment in new sales technology solutions and sales process tools. However, that investment does not guarantee an appropriate return in terms of increased and improved sales performance.
Commitment to Client Retention
When it comes to looking after our clients, quite often there’s a gap – a huge gap – between theory and practice. In discussing client relations, we are not just discussing the work of a Customer Service Department. We need to look at the whole company-wide approach to clients – that’s all of us, not one of us or a few of us
Effective Collaboration of Sales and Marketing Functions
The most successful companies we know have managed to persuade their Marketing and Sales functions to legitimize their relationships. This harmony has created a commitment to collaborate and cooperate for the good of the organization and has inevitably resulted in consistently superior results.
Please accept my personal invitation to participate in this substantial initiative, which will only require 10-15 minutes of your time. In return, we will provide exclusive access to a summary of our findings, affording you with the unique opportunity to benchmark your organization’s current performance levels versus the best of the best – and allow you to get ahead of your competitors!
Thank you for your support
PS: We also created a short podcast in which Brian Sullivan, VP of Sandler Enterprise Selling and I discuss this first piece of research. Please listen here