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Our regional sales team began working with Robin Green in April 2022. At that time, a number of years had passed since our company had any active investment in ongoing development efforts. Coming out of the pandemic, our sales team had clearly fallen into bad habits and spent the majority of each day simply managing orders and performing all non-selling activities.
The plan with Robin was firmly rooted in shifting sales associate behaviors, empowering them to take control of their work days, and achieving equal business stature with their customers and prospects. The lack of a formal sales process, consistent coaching cadence, and a rigor of accountability were evident and needed to be addressed.
More than two years in, every sales team member is now involved in a rigor that reviews quarterly KARE Plans, monthly Cookbooks, and weekly intentional sales activity. We host ongoing reinforcement sessions 2x per month without waver, and open each session with designated speakers to share their 30 Second Commercial, a recent win, and/or a recent learning opportunity and personal discovery.
At the start, no one managed their portfolios with a business strategy. The majority were often professional visitors at best, if they even made an effort to see a customer. For those that did get in the field, more often than not there was no agenda and intention to a meeting. Now the bulk of the team demonstrates use of Up-front Contracts, 30 Second Commercials, and execution of their quarterly business strategy to add new business, expand existing lines, and recapture disengaged accounts.
This would not be the case had Robin not been the one we partnered with to implement Sandler Sales. Robin's approach to the work, his down to earth demeanor, and clearly evident use of the tools in his own work won the hearts and minds of my leadership team. In turn, their buy in and active engagement with Robin gave credibility and conviction to our cohort and they grew to trust in the process and our vision.
Robin is one who does NOT give the "corporate trainer" experience many of us know first-hand. He digs in with the team, is available to any who seek him out, and is a part of our active leadership effort in our business. He's not a 3rd party we pay to do this, he is truly engaged in our people and our business.
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