Sandler
About
Sandler is a sales training and professional development organization whose programs build on the Sandler Selling System and the work David H. Sandler began in the 1960s. Its programs include the Sales Development Series for core selling skills, Sandler Enterprise Selling for complex deals, the Sales Leader Growth Series for sales managers, a Customer Success Series, prospecting training and sales certification. It also sells DISC and talent assessments, the PerformanceIQ performance development solution, and Sandler Reinforcement Services, which include an AI Roleplay Coach, Sandler in CRM for HubSpot and Sandler Summary by Fathom. Training is delivered virtually, on site, in hybrid sessions and through self-paced online learning, by a network the company says spans more than 230 locations in 30 countries. Sandler works with individuals, small and mid-sized businesses and enterprise teams, and runs an annual Sandler Summit sales and leadership conference.
Programs
- Sales Development Series: core sales methodology and training in behaviors, attitudes and techniques
- Sandler Enterprise Selling: an advanced program for complex sales with long cycles and multiple decision-makers
- Sales Leader Growth Series: training for sales leaders on coaching, hiring and onboarding, and managing sales performance
- Sandler Reinforcement Services: an AI Roleplay Coach, Sandler in CRM for HubSpot and Sandler Summary by Fathom
- Sandler Summit: an annual two-day sales and leadership conference of keynotes and role-based workshops
TopCloserR Perspective
What we’d expect selling here to look like
Sandler sells sales and leadership training programs, assessments and reinforcement tools to individuals, small and mid-sized businesses and enterprise teams, with buyers such as sales leaders, HR and learning and development teams. The product implies a consultative sale that starts with a conversation about a team's sales challenges and grows into ongoing training, coaching and reinforcement, and the network of local training centers suggests much of it is sold locally.
What it builds, by career stage
- Breaking in
- For SDRs, BDRs and those aiming for a first SDR role, the business implies prospecting into business owners, sales leaders and HR or learning teams to book first conversations, while learning a named selling system that is itself the product.
- Building
- For account executives, account managers and training consultants working toward those titles, it implies scoping programs around a client's goals, then expanding accounts from a first course into leadership training, assessments, reinforcement tools and Summit seats.
- Leading
- For sales managers, directors and heads of sales, and for owners of a Sandler training center, it implies running a team that sells sales improvement to other sales leaders, where coaching and reinforcement are both the product and the management style.
Where it can take you
The experience travels to other sales training, corporate learning and coaching companies in roles such as training consultant, enterprise account executive or client success manager. It also suits moves into sales enablement or sales management roles in any B2B industry.
Questions worth asking
Considering a sales role at Sandler? Ask these in your interview.
- How is a sale split between the corporate enterprise team and the local training centers?
- Which buyer usually leads the decision: sales leadership, HR or learning and development?
- How do clients usually move from a first program to reinforcement tools, assessments or leadership training?
Recommendations
More Sales Training & Coaching businesses